Job Description
Role Purpose
Partners are expected to lead a practice/vertical/client account and are responsible for the sales, consulting delivery, growth and people development. They are responsible for developing and managing client relationships, identifying new business opportunities, capturing and converting premium consulting opportunities into sustainable engagements for Wipro, improving maturity of consulting services and delivering impact on Wipro's business. The Partner must achieve personal billability at high fee rates.
Do
1. Consulting Execution
- Achieves utilisation target. An ambassador for Wipro tenets and values
- Focuses on quality of assignments led by the practice and ensures client satisfaction and strong client feedback
- Build strong client relationships across client organisations and Wipro. Recognised as an industry leader and expert
- Manages practice and teams to ensure the right balance of delivery and business development
- Collaborates with other practices and builds bespoke propositions from understanding of offerings and client business
- Stimulates demand for solutions by adding fresh insight or customising to meeting evolving client/market needs
- Cognizant of and applies industry best practices and standards in consulting delivery teams
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2, Business development
- Ensures high levels of individual and team utilization in line with the levels expected as part of the goal setting process.
- Directs larger sales activities, bids and proposals
- Facilitates pull through revenue for wider Wipro services. Sponsors sales initiatives, campaigns and events
- Manages a practice sales pipeline to support revenue targets (personal and practice). Manages a revenue target as agreed with manager
- Develops and delivers against the practice business/strategy plan. Has a demonstrable pipeline of leads, opportunities and proposals
- Has an effective network of client contracts at executive/buying level. Establishes a consulting presence in accordance with the account plan for targets
- Coordinates sales activities and meetings across the practice. Able to sell/major/complex assignments involving multiple practices/service lines
- Negotiates commercials with clients (and in conjunction with sales team if appropriate). Leads marketing and prospecting activities to populate the sales funnel. Carries the practice/client account quarterly and annual revenue and order book targets
- Builds an opportunity pipeline with clients/s through consultative selling and collaborates with other consultants and sales teams in sales activities
- Ensures and effective level of senior stakeholder mapping and relationship (CXO and functional heads level)
3. Thought Leadership
- Recognised as an industry thought leader and ensures all thought leadership is shared with GCG/Wipro is one of the various channels. Responsible for leading, challenging and explaining current, emerging and future industry trends and themes. Heads the development of industry leading thought leadership/insight in practice area and ensures adequate thought leadership for own practice to support growth
- Ensures case studies and track records are utilized across Wipro in sales efforts. Presents Wipro thought leadership at external industry forums. Able to demonstrate the impact of said thought leadership. Ensures thought leadership is utilised externally and generates sales opportunities
4. Contribution to Practice/Wipro
- Continually delivers all Wipro admin in a timely manner (timesheets, appraisals expenses, etc.,) Owns and drives a system to manage internal initiatives to the benefit of the practice. Evangelizes the importance of innovation and IP creation
- Holds people accountable for leveraging IP and knowledge assets from the central knowledge repository of Wipro and GCG and promotes reuse
- Ensures the practice engagement teams effectively contribute tools, methods and assets, information sources and IP to the knowledge management platform. Encourages the team to create and share IP, PoV/White papers, represents the company at strategic industry and analyst conferences
- Ensures the practice has market relevant capabilities and service offerings, ensures a recruitment service pipeline to support future business and new capabilities and service offerings. Builds active partnerships including, but not limited to solution providers, alliance partners, and analysts
- Participates in industry solution related networks, serves on a committee, presents papers, etc. Manages team targets and goals in line with practice plan
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