Role Purpose
Managing Consultants are expected to sell and manage the delivery of complex consulting propositions within their area of expertise, driving measurable value for clients. They will also be responsible for leading development of consulting solutions and providing support to practice growth and development. This role is engaged in developing strong client relationships and managing large engagements, accounts (single/multiple) or designing and leading large and complex consulting programs for customers. The role may have managerial responsibilities in leading a team of consultants and managing quality and internal compliance in business operations The Managing Consultant must achieve high personal billability.
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Do
Consulting Execution
- Achieves utilisation target,. An Ambassador for Wipro tenets and values
- Account focused and effective as a leader in the business. Program Manager or equivalent and manages teams of consultants/work streams/projects/programs
- Client focused and tenacious in approach to solving client issues and achieving clients objectives. Demonstrates the experience of a 'well rounded' consultant. Flexible in approach and ability to coordinate resources with expertise in various areas
- Responsible for budgets and assuring quality of deliverables
- Seen as a trusted advisor to senior clients and secures great feedback from client executives and sponsors
- Decisive and directive delivery focus with a can do attitude, demonstrates both hard and soft skills
- Coaches, mentors and motivates team and client staff, builds trust and confidence through focus on quality and delivery
Business development
- Ensures high levels of individual and team utilization in line with the levels expected as part of the goal setting process.
- Manages a personal sales pipeline to support revenue targets (personal and practice)
- Manages a revenue target as agreed with manager. Sells laterally and vertically to a number of clients. Regularly identifies leads and converts them into opportunities and proposals
- Has an effective network of client contacts at executive buying level. Leads sales activities and meetings
- Leads marketing and prospecting activities to populate the sales funnel
- Closes new projects and/or project extensions with minimal partner support
- Proactively seeks opportunities to develop revenue in existing and new areas
- Drives proposal creation and presales activities for the engagement/new accounts by leveraging Wipro's global footprint and end to end consulting capability
- Recognised as an industry thought leader and ensures thought leadership is shared with GCG/Wipro is one of the various channels. Leads assignment team thought leadership
- Ensures case studies and track records are utilized across Wipro in sales efforts. Presents Wipro thought leadership at external industry forums and sales campaigns and demonstrates the monetization of own thought leadership through pipeline building
- Continually delivers all Wipro admin in a timely manner (timesheets, appraisals expenses, etc.,) Demonstrable contribution to internal initiatives
- Holds people accountable for leveraging IP and knowledge assets from the central knowledge repository of Wipro and GCG and promotes reuse
- Ensures engagement teams effectively contribute tools, methods and assets, information sources and IP to the knowledge management platform. Works to develop and improve practice policies, procedures, frameworks, etc.,
- Creates reusable IP/assets and makes self visible as a thought leader. Manages line team career development through use of internal processes-training performance assessments, etc. Monitors and helps curtail talent attrition
- Demands engagement with other consulting and delivery teams to both enhance collaboration and help design and deliver tailored client solutions with desired impact
- Highly visible in the consulting community resulting from sharing industry trends, developing solutions, applying innovation, authoring published content
Display
Lists the competencies required to perform this role effectively:
- Functional Competencies/ Skill
- Leveraging technology- Knowledge of current and upcoming technology (automation, tools and systems) to build efficiencies and effectiveness in own function/ Client organization- Competent
Competency Levels
Foundation
• Strategic Perspective
Competent
• Structured Analytical Thinking
Expert
• Business Analysis
• Solution Building
• Demand Generation
• Client Engagement Management
• Consulting Skills and Tools
• Client Centricity
• Execution Excellence
• Nurturing People
• Passion for Results
• Change Agility
• Innovation
• Collaboration
Master
Personal Attributes
- High level of drive, initiative and determination. Assignment leader with team building skills. Recognised as a high achiever an ambassador for Wipro
- Credible with client executives and a trusted advisor inspiring trust and confidence
- Leads complex assignments, takes responsibility for client satisfaction and commercial success. Proactively develops new areas of business for Wipro
- Has a recognised personal brand and is recognized as a subject matter expert, demonstrating insight in the area of specialisation
- Develops cross-practice proficiencies, gains an in-depth understanding of Wipro's consulting prowess and demonstrated product/solution delivery expertise
- Works towards becoming a thought leader and increasing visibility internally and externally
- Timely compliance to people management processes such as G&Os, appraisals, WLQ , and training plans
- Demonstrates expansive and effective internal networks across Wipro
Deliver
Strategic Objectives
Parameter Description
Measure
(Select relevant measures/ modify measures after speaking to your Manager)
Deliver growth in consulting revenues
• Achieve business performance for direct consulting against relevant quarterly/annual targets
• Improve quality of consulting by increasing strategic advisory and transformation projects, deal value and billing rates
• Lead end-to-end sales cycle for select accounts/pursuits and pipeline of opportunities
• Lead and deliver strategic advisory/transformation consulting engagements with ownership of client expectation management, quality control and delivery assurance, issue management, client insight and value capture, work planning and execution, and effective client communications
• % Revenue Achievement (actual vs. target)
• % of Personal Utilisation Achievement (against target)
• % Consulting business outside CIO's office
• No. of strategic advisory and transformation engagements led/delivered
• No. of referenceable clients, testimonials
• Average CSAT across projects
Generate Impact
• For Wipro by growing the client relationship profile, providing leadership to end-to-end transformation / delivery solutions
• Generate impact on larger Wipro business through GCG deals and engagements
• Value of downstream Revenue/Confirmed Impact generated
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•
Grow market positioning
• Grow market positioning for Consulting and Wipro through breadth of client relationships, insight and thought leadership of our clients strategic themes, Digital leadership and marketing
• Represent Wipro in internal / external industry forums that create value
• Elevate Wipro positioning in existing accounts through thought leadership and leading clients' strategic transformations
• Lead the development of thought leadership/insight for the practice to support business growth
• Eminence and thought leadership on Solution Innovation demonstrated through content, citations and testimonials
• Number of white papers authored, evidence of assets like Repeatable IP, Frameworks & Methods authored/contributed
• Number of senior level thought leadership sessions/roadshows with clients and industry forums delivered from the front
Provide consulting leadership to accounts
• Generating growth and integration across the consulting services, growing client relationship profile and supporting the achievement of the Wipro-wide account objectives
• Develop senior level relationships beyond CIO organisation and open new streams of business in target accounts
• Work with GCP/CCP/GCG Account Lead/Account teams to grow consulting service portfolio, ensuring integration of propositions and collaboration across GCG
• Number of credible relationships built outside of CIO in client organizations
• Number & $ value of integrated consulting deals supported
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Grow the consulting talent
• Hire, retain and grow consulting team talent at C1 and below levels in line with business demand and in line with Consulting Competency Framework
• Mentor, coach and develop next level of leaders as per Wipro Career Framework
• To include any other parameter as rolled by Corporate HR on people management KRA
• Coaching: % digitally, % core consulting skill trained consultants
• Developing: Numbers of consultants worked across different GCG practices
• Meritocracy and Actions: Number of consultants rewarded/recognized
• Cross-Skilling - Numbers of reporting consultants worked on joint projects cutting across the different practices within GCG
• Self Development - Min 32 hrs on training in a year. Combination of online and classroom
Build the consulting community
• Individual contribution to People Development and Collaboration Effectiveness to the level expected of others performing this Role
• Distinct participation in and demonstration of:
• Collaboration across GCG - through the contribution to cross-practice offerings, sharing of best practices/industrial/technological expertise, sharing of talent pool
• Knowledge Management - Number of webinars/knowledge sharing/thought leadership sessions conducted, Number of Assets owned and contributed to Consulting Central
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