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

About the role

Wipro Technologies-USA is seeking a dynamic and experienced BPS Pre-Sales and Solutions Consultant within our BPS/BPO segment, specifically targeting the F&A sector. Preferred location NY/NJ. The BPS Pre-Sales and Solutions Consultant is responsible for supporting the Sales team in closing medium to Large sized deals in the Finance & Accounting LOB within BPS. He/she is responsible for supporting the sales team in winning the deal by putting together a solution (in collaboration with the SMEs) that addresses client requirements while ensuring Wipro's interests are met.

Key responsibilities

• Active involvement in the lead-to-closure cycle for BPS by leading RFx/Bid response
• Create proactive proposals for clients in discussion with sales teams
• Coordination with all stakeholders (sales, solutions, operations, pricing, transition, technology, facilities et al) to ensure timely and high quality proposal submission
• Manage client visits at Wipro centers during lead to closure cycle
• Acquire thorough knowledge of Wipro's capability 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
• 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
• 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) to 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 SL offering
• Ensure legal, environment and other compliance as applicable in collaboration with the Legal, IMG, FMG and other support teams w.r.t the Service Line offering
• Work on case studies to be published to the external world
• Create collaterals, account dockets etc that can be reused by the team
• Create standardized templates for replicating across RFPs

Qualifications

• CA/ICWA or Post Graduate preferred
• Minimum 15+ years of work experience including minimum 6-7 years in F&A pre-sales & solutioning
• Extensive experience in BPO pre-sales (bid management, due diligence etc.) managing global clientele will be a major advantage
• Prior experience in Finance and Accounting LOB is mandatory
• Thorough understanding of sales cycles and buying process, funnel and pipeline management
• Experience with Outsourcing in regards to Solution Planning/Deal Shaping preferred
• Exposure to Analytics/Automation/Technology/Artificial Intelligence/Robotics
• Experience in business development/sales strategy/proposal development would be a plus

Required skills

• Building proposals and interaction with internal delivery, finance, legal, HR, marketing teams in developing account specific communique
• Pre-sales support in the form of responding to RFPs, RFIs, preparing proposals, presentations, creating research and business reports, handling client visits
• Establishing processes & templates for streamlined responses to RFPs, RFIs or other customer touch points
• Excellent communication skills is a key pre-requisite
• Strong verbal communication, interpersonal, influencing and persuasion skills
• 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

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

Pay

Expected annual pay for this role ranges from $200,000.00 to $280,000.00.

Benefits

Based on the position, 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.