Presales Head

Do

Strategy Development / Deployment

• Proactively drives the strategic funnel by getting involved in proactive win strategy, pricing and differentiation discussions.

Deal Architecting

• Structures large / medium complexity deals from the financial, delivery, solution etc angles
• Contributes to decisions on the pricing model for the deal if required
• Conducts impact analysis by considering different variables eg: impact of rebadging people across multiple geographies etc
• Decides on alliance / partnerships required to execute the deal at a global level
• Identifies win themes and creates a winning proposition by considering different aspects required to execute the deal

Solution Integration / Generation

• Provides insights during the solution generation process to ensure alignment with the customer requirements
• Provides an industry perspective to ensure that Wipro's solution is technologically competitive
• Presents / defends the solution / proposal in front of the prospective client and handles queries (along with other members of the team)
• Showcases Wipro's recommended solution as a strategic fit with the customer's business / requirements

Delivery Transition

• Ensures that the team effectively completes transition of the successful deals to the delivery teams for the Practice area

Contract and Compliance Management

• Ensures compliance to various terms and standards

Commercial Architecting / Estimation

• Works in collaboration with the BFMs to determine the deal margins
• Develops understanding of the competitor pricing strategy and applies the same during estimation

Customer Management

• Participates in presentations and interactions for the critical customers
• Ensures differentiation in response to RFPs and RFIs by providing a value proposition to customers

Demand Generation

• Facilitates client solutions & sales on proactive engagements in the existing & new accounts in terms of providing case studies, capability documents and presentations.
• Enables internal teams on new practice offerings to generate business opportunities in new technology areas.

Knowledge Management

• Ensures that team creates white papers on new innovative solution in key technology areas in the Practice
• Proactively engages with analysts to enhance knowledge development in the team
• Ensures standardization of solution documents/catalogues and pricing templates
• Ensures knowledge sharing and capability building of other teams in new technology areas

Team Management

• Sets goals for team members based on level and competence
• Provides coaching support to team members to bridge identified development gaps
• Drives organization capability/cadre building within the team
• Aligns team's expectations with organizational realities
• Completes all required organizational processes wrt the team within the agreed timelines viz. yearly review, goal setting etc.
• Allocates work to the respective team members based on the RFP requirements and employee's area of expertise

OEM / Alliance Relationship Management

• Consistently engages with OEMS, Work with OEM Alliance teams for all the pre-sales cases ensuring best in class solution and right infra sizing and pricing Understands new OEM offerings and creates win themes for the practice
• Ensures knowledge sessions/training for the team through OEM"