Long Description
- Commercial lead on strategic pursuits.
- Participate in early pursuit stage Win Strategy sessions and provide subject matter expertise to help shape pricing and commercial strategy.
- Understand client financials, credit, spend information, etc and develop base spend profiles, business case analysis, and input to top down TCV estimates. Responsible for customer pricing submissions and related commercial terms and conditions responses
- Participate in client solution workshops, prepare and present financials during customer presentations, and interact with clients and advisors through the pursuit
- Close collaboration with solution executive and their tower leads to ensure clear communication of timeframes, expectations on cost inputs, deal review submissions and meeting strict timelines
- Close collaboration with legal and solution teams to develop commercial response to contract documents, not just limited to financial schedules
- Actively participates in pursuit team meetings and represents Wipro financials in internal management reviews
- Negotiation support through pursuit close
- Leads development of accurate financial model for the opportunity, depicting impact of win on Wipro financials, engaging experts from within the company as necessary (tax, treasury, revenue assurance, M&A, etc.)
- Ensures customer submissions are professionally completed and accurately represent the deal as reviewed and approved by Wipro leadership
- Pro-actively provides relevant input and analysis through the pursuit cycle to aid in decision making
- Engages and assists Target Pricing capability to analyze our proposed pricing and commercial response with internal data and external benchmarks
- Providing timely and accurate inputs to relevant deal and finance repositories
- Ensure sector and market finance executives are aligned with strategy and financial response
- Effective collaboration and management of resources from O2C in support of client financial analysis and pricing submissions
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