Presales Head - CLS

Presales Head is responsible for supporting the Sales team in solving complex, multi-service line, or large deals for the Consumer Goods, Lifesciences and medical devices industries within Americas One. She/he is also responsible for mentoring junior Deal Execution Managers as well as managing & reviewing multiple deals being executed by the team.

Key Requirements:

• RFP Management:
  • Pursue and win 10M+ multi-service line deals.
  • Create a Deal Summary and Win Strategy with inputs from SMU and GBL leaders.
  • Onboard practice and solutions resources with the help of GBL leaders.
  • Anchor & lead end-to-end solutions process for pursuits with GBL/Practice SME and Marketing.
  • Project manage the entire bid; track and publish RAG and risks; take corrective action.
  • Ensure submission on time with high quality while being process compliant.

• Solution Integration:
  • Own the overall integrated solution as the SMU SPoC, while collaborating with GBL sales, practice, delivery, and domain consultants to craft the solution.
  • Build solution storyboards with inputs from all stakeholders - ensuring a compelling response.
  • Probe the customer and ask relevant questions to get the necessary clarifications.
  • Be accountable for the completion of the integrated solution. Collaborate across Wipro to get the most competitive solution. Curate, customize and optimize the content to align with the customers ask.
  • Align the final solution architecture (including the statement of work, schedules, and other contractual documents) with final terms and conditions.
  • For account-specific pre-sales provide the account context.
  • Defend the solution in front of customers.
  • Manage the legal review process; highlight the top deal clauses and manage the approval process.

• Estimation & Commercial
  • Coordinate with GBL/practices/delivery for estimation
  • Perform estimation reviews and optimization.
  • Work with BFM to get deal price & margins.
  • Engage in various commercial model scenario building.

• Sales Enablement
  • Help own initiatives to drive GTM and geo pipeline and OB targets.
  • Proactively works with Account and Hunting Sales Leaders and SMEs to come up with specific offerings based on market demand and execute proactive pitching.
  • Collaborating as a key member of the sales team to represent the solution offering to the client buyer and other groups.
  • Work closely with Cluster Leads and their Client Partners to identify proactive pitches and submit solution proposals.

• Team management & Bid Leadership
  • Manage and mentor junior members.
  • Monitor the execution of multiple bids managed by members of the team; coach and step in when needed.
  • Help improve the velocity and quality of the team by levers like knowledge repositories; and reusable toolkits/playbooks.

• Engineering /MBA (full time) or Post Graduate Preferred
• Minimum 15 years of Work Experience
• Preferably 6+ years in pre-sales & solutions.
• High-level understanding of various offerings in digital, data, cloud, run & change, and infrastructure technologies and DO&P offerings.
• Excellent understanding of enterprise IT especially in the world of financial services
• Excellent understanding of IT delivery models and pricing models
• Presales Solutioning and Bid Management
• Team management experience
• Have the knack for creating out-of-the-box solutions, running multiple deals, working with, and driving consensus with diverse teams, and delivering on proposals and proactive pitches.
• Excellent organizational and analytical skills
• Strong structured problem-solving and insight development skills
• Excellent attention to detail and high capacity to take calculated risks.
• Excellent written & verbal communication, interpersonal, influencing and persuasion skills
• Excellent business acumen and understanding of financials.
• Penchant for sales in CPG, Lifesciences and Medical devices industry