OTC Transformation Managing Consultant-Advisory & Management

Role Purpose

Managing Consultants are expected to sell and manage the delivery of complex consulting propositions within their area of expertise, driving measurable value for clients. They will also be responsible for leading development of consulting solutions and providing support to practice growth and development.

This role is engaged in developing strong client relationships and managing large engagements, accounts (single/multiple) or designing and leading large and complex consulting programs for customers.

The role may have managerial responsibilities in leading a team of consultants and managing quality and internal compliance in business operations The Managing Consultant must achieve high personal billability.

Do

Consulting Execution

• Achieves utilisation target,. An Ambassador for Wipro tenets and values
• Account focused and effective as a leader in the business. Program Manager or equivalent and manages teams of consultants/work streams/projects/programs
• Client 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 areas
• Responsible for budgets and assuring quality of deliverables
• Seen as a trusted advisor to senior clients and secures great feedback from client executives and sponsors
• Decisive and directive delivery focus with a can do attitude, demonstrates both hard and soft skills
• Coaches, mentors and motivates team and client staff, builds trust and confidence through focus on quality and delivery

Business development

• Ensures high levels of individual and team utilization in line with the levels expected as part of the goal setting process.
• Manages a personal sales pipeline to support revenue targets (personal and practice)
• Manages a revenue target as agreed with manager. Sells laterally and vertically to a number of clients. Regularly identifies leads and converts them into opportunities and proposals
• Has an effective network of client contacts at executive buying level. Leads sales activities and meetings
• Leads marketing and prospecting activities to populate the sales funnel
• Closes new projects and/or project extensions with minimal partner support
• Proactively seeks opportunities to develop revenue in existing and new areas
• Drives proposal creation and presales activities for the engagement/new accounts by leveraging Wipros global footprint and end to end consulting capability

Thought Leadership

• Recognised as an industry thought leader and ensures thought leadership is shared with GCG/Wipro is one of the various channels. Leads assignment team thought leadership
• Ensures case studies and track records are utilized across Wipro in sales efforts. Presents Wipro thought leadership at external industry forums and sales campaigns and demonstrates the monetization of own thought leadership through pipeline building

Contribution to Practice/Wipro

• Continually delivers all Wipro admin in a timely manner (timesheets, appraisals expenses, etc.,) Demonstrable contribution to internal initiatives
• Holds people accountable for leveraging IP and knowledge assets from the central knowledge repository of Wipro and GCG and promotes reuse
• Ensures engagement teams effectively contribute tools, methods and assets, information sources and IP to the knowledge management platform. Works to develop and improve practice policies, procedures, frameworks, etc.,
• Creates reusable IP/assets and makes self visible as a thought leader. Manages line team career development through use of internal processes-training performance assessments, etc. Monitors and helps curtail talent attrition
• Demands engagement with other consulting and delivery teams to both enhance collaboration and help design and deliver tailored client solutions with desired impact
• Highly visible in the consulting community resulting from sharing industry trends, developing solutions, applying innovation, authoring published content

Display

Lists the competencies required to perform this role effectively:

• Functional Competencies/ Skill

1. Agile knowledge- in depth understanding of Agile tools, methodology, principles- Masters
2. Industry/Domain knowledge- Awareness and knowledge of broad economic, demographic, technological and global trends within Industry-Expert

• Leveraging technology- Knowledge of current and upcoming technology (automation, tools and systems) to build efficiencies and effectiveness in own function/ Client organization- Competent

Competency LevelsFoundation

Strategic Perspective

Competent Structured Analytical ThinkingExpert

Business Analysis

Solution Building

Demand Generation

Client Engagement Management

Consulting Skills and Tools

Client Centricity

Execution Excellence

Nurturing People

Passion for Results

Change Agility

Innovation

Collaboration

Master

Personal Attributes

• High level of drive, initiative and determination. Assignment leader with team building skills. Recognised as a high achiever an ambassador for Wipro
• Credible with client executives and a trusted advisor inspiring trust and confidence
• Leads complex assignments, takes responsibility for client satisfaction and commercial success. Proactively develops new areas of business for Wipro
• Has a recognised personal brand and is recognized as a subject matter expert, demonstrating insight in the area of specialisation
• Develops cross-practice proficiencies, gains an in-depth understanding of Wipros consulting prowess and demonstrated product/solution delivery expertise
• Works towards becoming a thought leader and increasing visibility internally and externally
• Timely compliance to people management processes such as G&Os, appraisals, WLQ , and training plans
• Demonstrates expansive and effective internal networks across Wipro

Deliver

Strategic ObjectivesParameter Description

Measure

(Select relevant measures/ modify measures after speaking to your Manager)

Deliver growth in consulting revenues

Achieve business performance for direct consulting against relevant quarterly/annual targets

Improve quality of consulting by increasing strategic advisory and transformation projects, deal value and billing rates

Lead end-to-end sales cycle for select accounts/pursuits and pipeline of opportunities

Lead and deliver strategic advisory/transformation consulting engagements 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)

% Consulting business outside CIOs office

No. of strategic advisory and transformation engagements led/delivered

No. of referenceable clients, testimonials

Average CSAT across projects

Generate Impact

For Wipro by growing the client relationship profile, providing leadership to end-to-end transformation / delivery solutions

Generate impact on larger Wipro business through GCG deals and engagements

Value of downstream Revenue/Confirmed Impact generatedGrow market positioning

Grow market positioning for Consulting and Wipro through breadth of client relationships, insight and thought leadership of our clients strategic themes, Digital leadership and marketing

Represent Wipro in internal / external industry forums that create value

Elevate Wipro positioning in existing accounts through thought leadership and leading clients strategic transformations

Lead the development of thought leadership/insight for the practice to support business growth

Eminence and thought leadership on Solution Innovation demonstrated through content, citations and testimonials

Number of white papers authored, evidence of assets like Repeatable IP, Frameworks & Methods authored/contributed

Number of senior level thought leadership sessions/roadshows with clients and industry forums delivered from the front

Provide consulting leadership to accounts

Generating growth and integration across the consulting services, growing client relationship profile and supporting the achievement of the Wipro-wide account objectives

Develop senior level relationships beyond CIO organisation and open new streams of business in target accounts

Work with GCP/CCP/GCG Account Lead/Account teams to grow consulting service portfolio, ensuring integration of propositions and collaboration across GCG

Number of credible relationships built outside of CIO in client organizations

Number & $ value of integrated consulting deals supported

Grow the consulting talent

Hire, retain and grow consulting team talent at C1 and below levels in line with business demand and in line with Consulting Competency Framework

Mentor, coach and develop next level of leaders as per Wipro Career Framework

To include any other parameter as rolled by Corporate HR on people management KRA

Coaching: % digitally, % core consulting skill trained consultants

Developing: Numbers of consultants worked across different GCG practices

Meritocracy and Actions: Number of consultants rewarded/recognized

Cross-Skilling - Numbers of reporting consultants worked on joint projects cutting across the different practices within GCG

Self 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 Role

Distinct 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 pool

Knowledge Management - Number of webinars/knowledge sharing/thought leadership sessions conducted, Number of Assets owned and contributed to Consulting Central

Advisory and consulting