Objective/Purpose:

Solution/Bid Manager is responsible for supporting the sales team in winning the deal, by developing proactive sales proposals for deals meeting client requirements.

Roles & Responsibilities:

Presales Support:

• Domain experience across Telecom, Media, Retail, Professional Services (HiTech - Technology Products & Platforms), Travel, Logistics Transportation & Hospitality business verticals is preferred.
• Demonstration of Retail expertise should include solutioning in one or more areas: eCommerce, Merchandizing, OMS, TMS, WMS, Supply chain optimization, Retail Media Network, Analytics and enabling AI in these areas.
• Experience with retail technologies like Manhattan, Blue Yonder, O9 and created/delivered proactive proposals towards vendor consolidation, managed services and AMS deals.
• Large deal shaping, pursuit and engagement from bid to submission, showcasing winning bids in retail/travel/transportation, across multiple towers is required. Hands on involvement in solutioning multi-tower deals is a must and is expected as a fundamental competency.
• Details of bid management process has to be demonstrated by sharing a large deal situation end to end, where accountability/responsibility of the candidate (not the pursuit team) was critical in solutioning/bid and differentiators were clearly articulated in the executive summary/orals.
• Consulting expertise in creating research driven POVs, targeted pitches for industry advisors, investors, CXOs. Ability to identify industry challenges, fitment, company strategy, relevant offerings, whitespace, partnership needs and value propositions that make a compelling sales pitch for us.
• Ability to create compelling storyline, analytical and out of the box thought driven Art of the possible for hunting prospects across Media, Technology, Comms, Retail and Transportation/ Airlines business verticals.
• Create Win Strategy and battle cards jointly with Strategic Marketing Unit (SMU) sales/Global Business Line (GBL), Solution Design teams, and delivery teams.
• Basic understanding of sales process, creating/tracking pipeline. Foster collaboration with sales teams to strategize and align efforts with overall business objectives.
• Basic understanding of deal commercials and pricing models
• Ability to ramp quickly and develop good understanding of Wipro solutions, Ips, GTM offerings and opportunities.
• Strong organizational and communication skills, excellent in English language, strong MS-Office suite proficiency, strong analytical skills.
• Supporting customer visits/workshops/Due Diligence exercises and events

• • Ability to integrate solution elements from respective services involved in a deal and draft a storyline that showcases the joint value proposition and TCO as One Wipro team in our submissions and solution defence exercises.
  • Enabling deal qualification for deals >5 Mn USD, asking right questions, draws attention of bigger forum on specific ask.
  • Onboarding bid team and working with multiple stake holders including Practice teams, Account Stakeholders, Sales teams & Finance teams to build an appropriate solution and pricing. Owning end-to-end bid cycle
  • Tracking bid progress, publishing RAG status and take corrective actions/appropriate escalations to ensure that proposals get submitted within given timeline & proper documentation.
  • Ability to create reusable templates and poster child storyline that can be replicated across similar opportunities.

• Domain Experience in Retail and Consumer Goods Industry