BPS Pre-Sales and Solutions Consultant - F&A sector

Job Description

The BPS Pre-Sales and Solutions Consultant supports the Sales team in closing deals in the Finance & Accounting LOB within BPS. This role involves collaborating with the sales team to develop proposals and manage client interactions.

• Create pro-active proposals for clients in collaboration with the SMEs
• Coordinate with all stakeholders (sales, solutions, operations, pricing, transition, technology, facilities) to ensure timely and high-quality proposal submission
• Manage client visits at Wipro centers during the lead-to-closure cycle
• Acquire thorough knowledge of Wipro’s capabilities and credentials in BPS and the existing solutions and offerings in this space
• Act as a custodian of all go-to-market (GTM) decks and offerings in the BPO space

Qualifications

• Extensive experience in BPO pre-sales (bid management, due diligence, etc.), managing global clientele
• Thorough understanding of sales cycles and buying process, funnel, and pipeline management
• Building proposals and interacting with internal delivery, finance, legal, HR, marketing teams in developing account-specific communications
• Pre-sales support in responding to RFPs, RFIs, preparing proposals, presentations, creating research and business reports, handling client visits
• Establishing processes and templates for streamlined responses to RFPs, RFIs, or other customer touchpoints
• Excellent communication skills
• Prior experience in Finance and Accounting LOB is mandatory

Roles and Responsibilities

• Understand and translate buyer requirements into a standard solution offering deal approach, solution plan, proposal, and cost estimate leveraging standard process methods, deliverables, and the right collection of offerings
• Collaborate as a key member of the sales team to represent the solution offering to the client buyer and other groups
• Align final solution architecture (including statement of work, schedules, and other contractual documents) with final terms and conditions

Commercial and Financial Responsibilities

• Prepare the BD spend estimate, schedule, work plan, resource/sourcing plan
• Understand and clearly define the input required to create cost estimates; prepare the cost model estimates working with Service Delivery, Solution Management (if applicable) and deliver the defined scope of services and contacts
• Work with internal teams and client representatives to create agreeable terms for documents such as MSA, NDA etc as part of the service line offering
• Ensure legal, environmental, and other compliance as applicable in collaboration with the Legal, IMG, FMG, and other support teams related to the service line offering

Knowledge Management

• Works on case studies to be published to the external world
• Creates collaterals, account dockets, etc. that can be reused by the team
• Creates standardized templates for replicating across RFPs

Functional Competencies

• Applying Market Research - Developing
• Applying Client Research - Developing
• Commercial Estimation and Financial Modeling - Proficient
• Project Planning and Execution - Proficient
• Negotiation - Developing
• Proposal Writing - Expert

Desired Candidate Profile

• CA/ICWA or Post Graduate Preferred
• Minimum 15 Years + of Work Experience including minimum 6-7 years in F&A pre-sales & solutioning
• Strong verbal communication, interpersonal, influencing, and persuasion skills
• Experience with outsourcing in regards to solution planning/deal shaping preferred
• Exposure to analytics/automation/artificial intelligence/robotics
• Experience in business development/sales strategy/proposal development would be a plus
• Strong commitment to delivering value to clients
• Strong business acumen and understanding of financials
• Penchant for sales in BPO/industry
• Strong client management experience
• Good adaptability to different and changing environments
• Good executive presence

Pay and Benefits

Expected annual pay for this role ranges from $200,000.00 to $280,000.00. The role is also eligible for Wipro’s standard benefits including a full range of medical and dental benefits options, disability insurance, paid time off (inclusive of sick leave), other paid and unpaid leave options.