SOLUTION MANAGER - PRESALES L4

Wipro Limited (NYSE: WIT, BSE: 507685, NSE: WIPRO) is a leading technology services and consulting company focused on building innovative solutions that address clients’ most complex digital transformation needs. Leveraging our holistic portfolio of capabilities in consulting, design, engineering, and operations, we help clients realize their boldest ambitions and build future-ready, sustainable businesses. With over 230,000 employees and business partners across 65 countries, we deliver on the promise of helping our customers, colleagues, and communities thrive in an ever-changing world. For additional information, visit us at www.wipro.com.

Job Description

Role Purpose

The purpose of this role is to help build pipeline by effectively understanding client requirements and liaising with internal functions/stakeholders to prepare a winning solution by leveraging the capabilities within D&OP for the client.

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Do

• Prepare a winning solution for the fulfill the requirements of the client
  • Requirement Understanding, Data Gathering & Solution Design
    • Engage with the customers, understand and interpret their needs correctly, and churn out a proposal with a solution that is aligned with the customers' demands/requirements
    • Engage with clients or sales team to understand the purpose of the proposal, the requirements and expectations of the client
    • Lead and prepare the RFP/RFI/RFQ responses and presentations. Write, edit and finalize each section of a proposal, ensuring the content matches the RFP
    • Ensure RFP instructions pertaining to format, fonts, page limits, etc. are being followed along with internal branding guidelines
    • Performs final electronic layout and formatting as well as production of hard copies as required
    • Follow up with sales team post submission of RFP response
  • Co-ordination and Support to Internal Teams
    • Coordinates with partners to request and collect relevant data and inputs or other narratives to respond to proposal requirements
    • Work with sales team proactively and provide support for 2nd and 3rd level customer meetings.
    • Prepare a list of questions and of information/material needed to create the proposal
    • Include standard or approved proposal language for legal sections according to company policy
    • Write the proposal and/or coordinate with team members to ensure each section is written in a consistent format and completed according to the RFP instructions
    • Work with internal marketing team and external vendors for the purpose of proposal creation
    • Support the marketing team and create specific client dockets, collaterals, mailers etc.
    • Support the demand generating team of the marketing department by providing them lists of the accounts, stakeholders etc. that can be targeted

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• Effective Project Management
  • Effectively and efficiently plan, organize, lead and control the delivery of the final solution/proposal/document
  • Prepare a work plan that lists the tasks required to create the proposal, such as design, writing, editing, review and production
  • Uses strong interpersonal, organizational, and time management skills to juggle multiple tasks with differing deadlines to consistently produce the document
  • Collaborate and influence internal key stakeholders to get relevant data within the specified timeline to ensure relevant data in plugged into the solution
  • Ensure promptness and compliance of proposals by creating and managing proposal calendars, compliance checklists, compliance matrices, trackers, etc.
  • Oversees collection and completion of all proposal components (technical, cost, management, annexes) working in collaboration with internal teams, as well as partners.
  • Follow up with relevant stakeholders/teams to get feedback and revisions and ensure that the proposal development stays on schedule.
  • Update the sales team and other stakeholders on a regular basis on the progress of the proposal
• Stakeholder Interaction & Management
  • Work with internal teams and get relevant data/inputs for preparing documents such as RFP responses, capability demonstrations, client presentations and collaterals, participating in the customer calls to sell solutions etc.
  • Collaborate with relevant stakeholders/teams to get feedback and make revisions to ensure that the proposal stays relevant to the needs throughout various proposal stages
  • Ensures communication among all parties throughout the proposal process
  • Identifies bottlenecks in the process escalating accordingly to higher level, as necessary, to ensure timetable and deliverables remain on track
  • Reach out to the below mentioned internal teams during proposal creation:

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Deliver

No.

Performance Parameter

Measure

1.

Process & Performance

Zero non-conformance on timelines with respect to the client/ stakeholder requirements

%Winning solutions created

Support on pipeline generation

2.

Client

No. of RFP/Proposals/Solutions submitted

%conversion rate from proposal to contract

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JOB DESCRIPTION

Pre-Sales & Solutions - Senior Manager | Consumer Banking Operations

No. of Positions

1

Location

Mumbai Preferred or Open for other locations for Good candidates.

Position

Pre-Sales & Solutions - Banking BPO

Designation

Senior Manager

Band

C2

Working Model

Hybrid

Process

BFS

Shift

UK Shift

PRINCIPAL RESPONSIBILITIES

• Responsible for managing Banking Operations (Retail Banking / Cards / lending / Contact Center) bid management and Solution Design.
• Independently assess customer requirements, identify challenges, and provide solution inputs for RFIs, RFPs, and proactive proposals, while coordinating with relevant SME / Delivery and support teams.
• Motivate various stakeholders through effective management and collaboration.
• Liase with various internal stakeholders like IT / Transitions / Transformation / HR / Pricing / Finance to create compelling winning solutions.
• Support the operations team by analysing requirements from an Banking Operations perspective for proposed solutions, dashboards, team performance reports, and related deliverables.
• Demonstrate strong knowledge of Bid Management and Solution design for BPO Services (Preferrably for Banking & Financial Services engagements)
• Demonstrate experience in managing multiple similar Banking BPO / BPO bids and contribute to a strong deal-winning approach.
• Understanding of Critical Solution factors for BPO Solution Design
• Understanding of how to create Competitive Pricing models and providing relevant inputs for Finance team / negotiate to get the best output.
• Work on Analyst RFIs to help Wipro continue to improve its market positioning.
• Handle Client Visits and work with multiple cross-functional teams for smooth execution

CRITICAL SKILLS REQUIRED

• Experience - 12-15+ Years, with minimum 3+ Years in BPO Pre-Sales and Solutions (Banking Preferred)
• Excellent working knowledge of PowerPoint presentations and solution-document preparation.
• Excellent verbal, written communication, and presentation skills.
• Strong interpersonal and people-management skills, with a structured problem-solving approach.
• Expert knowledge of invoicing is a key requirement for this role.
• Strong analytical skills for number crunching and reporting to internal and external stakeholders.
• Ability to exercise managerial judgement and perform as a mentor.

QUALIFICATION

Any Graduate/Commerce Graduate