• Revenue growth
• Order Bookings
• Knowledge Management
- Reusable templates created by team
- Process documents created by team
- Quality of whitepapers / case studies / research papers created by team
- Quality of RFPs created by team
• Delivery parameters
- Rookie Ratio
- Cost of Delivery

Areas of Responsibility
Strategy Development /Deployment• Drives sales strategy planning for the SL towards the respective vertical
• Enables the sales strategy by aligning the presales structure and goals of the team with the strategy
• Provides a presales perspective during the account planning sessions Deal Architecting• Structures large / medium complexity deals from the financial, delivery, solution etc perspectives
• Contributes to decisions on the pricing model for the deal if required
• Conducts impact analysis by considering different variables eg: impact of rebadging people across multiple geographies etc
• Decides on alliance / partnerships required to execute the deal at a global level
• Identifies win themes and creates a winning proposition by considering different aspects required to execute the dealSolution Integration / Generation• Provides insights during the solution generation process to ensure alignment with the customer requirements
• Provides an industry perspective to ensure that Wipro's solution is commercially as well as technologically competitive
• Presents / defends the solution / proposal in front of the prospective client and handles queries (along with other members of the team)
• Showcases Wipro's recommended solution as a strategic fit with the customer's business / requirements
• Works with internal team (Wipro) to create domain specific offerings Delivery Transition• Ensures that the team effectively completes transition of the successful deals to the delivery teams

Contract and Compliance Management• Ensures compliance to various terms and standardsCommercial Architecting / Estimation• Determines the pricing model to go with after evaluating all options for single Service Line deals
• Works in collaboration with the BFMs to determine the deal margins
• Develops understanding of the competitor pricing strategy and applies the same during selection of pricing model and commercial estimationCustomer Management• Reviews work done by the team for customer visits and provides guidance to enhance customer experience, if required
• Gets involved in the presentations and interactions for the critical customers
• Negotiates with the customer with a view to accommodate customer interests while balancing Wipro's interests
• Maintains customer relationships through regular planned interactions Demand Generation• Ensure that the sales team get the necessary support from Pre-Sales teams while pursuing a qualified lead
• Leads client presentations / workshops involved in demand generation effort

Knowledge Management• Ensures that the team creates case studies, account dockets, reusable templates and other necessary documentation.Team Management• Sets goals for team members based on level and competence
• Provides coaching support to team members to bridge identified development gaps
• Drives organization capability/cadre building within the team
• Aligns team's expectations with organizational realities
• Completes all required organizational processes wrt the team within the agreed timelines viz. yearly review, goal setting etc.
• Allocates work to the respective team members based on the RFP requirements and employee's area of expertisePersonal Development and Competence Building• Identifies priority developmental competencies and seeks coaching support
• Focuses on all round development that includes competency building in areas of Functional, Technology, Domain, Process and Behavioral skills
• Creates individual development plan on the IDP portal to achieve personal and career development objectives in agreement with manager

Behavioral

competencies
• Collaborative Working - Level 4
• Client Centricity - Level 4
• Execution Excellence - Level 4
• Strategic Perspective - Level 3
• Passion for Results - Level 4
• Nurturing People - Level 4
• Influence - Level 3
• Innovation - Level 3

Functional Competency• Applying Market Research - Master
• Applying Client Research - Master
• Commercial estimation and Financial modeling - Expert
• Project Planning and Execution - Expert
• Negotiation - Master
• Proposal Writing - Expert

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