Role Purpose
Principal Consultants are expected to have a deep area of consulting expertise, with a good understanding of the client's business landscape and an ability to manage the delivery of consulting solutions that achieve clear business value. The role may have managerial responsibilities in leading a team of consultants and managing quality and internal compliance in business operations. Principal Consultants develop and support closure of sales opportunities through their consulting expertise and client relationships. The Principal Consultant must achieve high personal billability.
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Consulting Execution
An Ambassador for Wipro tenets and valuesConsulting Project manager or equivalent, manages teams of consultants/work streams and quality assures other work streams/projects/programsClient focused and tenacious in approach to solving client issues and achieving clients objectives. Demonstrates the experience of a well rounded' consultant. Flexible in approach and ability to coordinate resources with expertise in various areasResponsible for work stream budgets and assuring quality of deliverablesSeen as a trusted advisor to senior clients and secures great feedback from clientsDecisive and directive delivery focus with a can do attitude , demonstrates both hard and soft skillsCoaches, mentors and motivates team and client staff , build trust and confidence through focus on quality and deliveryEffective at engaging with clients, extracting information, e.g., developing facilitation and communication skillsResponsible for ensuring project administration is up to date e.g., SoW, tagging, etc.Business developmentEnsures high levels of individual utilisation achievement in line with the levels expected as part of the goal setting processSells laterally and vertically when operating. Regularly identifies leads and converts them into opportunities and proposalsBuilds relationships and has an effective network of client contacts at buying level. Leads marketing and prospecting activities to populate the sales funnel for specified accountsRegularly participates in sales meetings. Builds relationships with client managers, applies competitive intelligence to further Wipro footprint in accountsLeads smaller scale meetings with sales teams, leads proposal development to a high standard working with sales teams as appropriateContributes and leads RFP/RFI efforts by leveraging Wipro's global footprint and end to end consulting capabilityConsistently plays a key role in opportunity identification, raising potential pursuits to practice leadership team, helping them proactively in pursuits
Thought Leadership
Develops insight and develops point of view into chosen industry and technology trends, ensures they are shared with the wider practice/GCG in one of the various channels. Leads assignment thought leadershipEnsures a track record is written up of own assignment and, where appropriate, ensures it is written up as a case study. Responsible for ensuring use in salesContribution to Practice/WiproContinually delivers all Wipro admin in a timely manner (timesheets, appraisals expenses, etc.,) Demonstrates contribution to internal initiativesEnsures the team leverages IP and knowledge assets from the central knowledge repository of Wipro and GCG and promotes reuseProposes new service offerings/capabilitiesContribution towards go-to-market solutions to deliver tangible business outcomes or breakthrough in industry segmentCoaches and mentors junior consultantsMonitors and curtails talent attritionDrives engagement with other consulting and delivery teams to both enhance collaboration and help design and deliver tailoredClient solutions with desired impactDemonstrates value by identifying and following through on innovation and thought leadership opportunitiesCreates reusable IP/assets and makes self visible as a thought leader
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Strategic Objectives Parameter DescriptionMeasure
(Select relevant measures/ modify measures after speaking to your Manager)Deliver growth in consulting revenuesSupport business performance for direct consulting against relevant quarterly/annual targetsLead end-to-end sales cycle for specific pursuitsImprove quality of consulting by flawlessly leading/delivering strategic advisory/transformation engagements along with ownership of client expectation management, quality control and delivery assurance, issue management, client insight and value capture, work planning and execution, and effective client communications% Revenue Achievement (actual vs. target)% of Personal Utilisation Achievement (against target)No. of RFI/RFPs responses led/supportedNo. of strategic advisory and transformation engagements deliveredNo. of referenceable clients, testimonialsAverage CSAT, PCSAT across projectsGenerate ImpactEnable pull through business/ impact for Wipro through front end consulting engagements/deal pursuit/client relationshipsNumber and value of downstream opportunities generated/converted for GCG and larger WiproGrow market positioningElevate Wipro positioning in existing accounts through thought leadership and actively contributing to clients' strategic transformationsLead the development of thought leadership/offerings/assets for the practice to support business growthEminence and thought leadership demonstrated through content, citations and testimonialsNumber of white papers authored, evidence of assets like Repeatable IP, Frameworks & Methods authored/contributedNumber of senior level thought leadership sessions/ roadshows with clients and industry forums delivered from the front
Provide consulting leadership to accountsGenerating growth and integration across the consulting services, growing client relationship profile and supporting the achievement of the Wipro-wide account objectivesWork with GCP/CCP/GCG Account Lead/Account team to grow consulting service portfolio, ensuring integration of propositions and collaboration across GCGNumber of credible business side relationships built in client organizationsNumber & $ value of integrated consulting deals supportedGrow the consulting talentGrow consulting team talent at B3 and below levels in line with business demand and in line with Consulting Competency Framework Meritocracy and Actions: Number of consultants rewarded/recognizedCross-Skilling - Numbers of reporting consultants worked on joint projects cutting across the different practices within GCGSelf Development Min 32 hrs on training in a year. Combination of online and classroom.Build the consulting community Individual contribution to People Development and Collaboration Effectiveness to the level expected of others performing this RoleDistinct participation in and demonstration of:Collaboration across GCG - through the contribution to cross-practice offerings, sharing of best practices/industrial/technological expertise, sharing of talent poolKnowledge Management - Number of webinars/knowledge sharing/thought leadership sessions conducted, Number of Assets owned and contributed to Consulting Central
Employment Type: Full Time, Permanent
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Anonymous · Healthcare & Life Sciences
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