The Deal Pursuits Lead is responsible for supporting the Regional Sales / Hunting team in identifying opportunities and closing all type ( involving single /multiple practices ) which are > $100 Mn. The Pursuit Leads will lead Reactive Pursuits (RFI/RFPs) , where they will oversee the entire pursuit which involves Bid Management for large deals and s olution integration from multiple practices across GBLs.
They will also lead Proactive Pursuits with Offering / Domain / Theme / Persona led propositions
The broad r esponsibilities of this role include :
E nd to end ownership of the proposal solution ,
Overall Solution components for the scope included in the bid ,
Overall bid management,
GBL solution integration,
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C ommercial models (Pricing) - template and final pricing included ,
RFP Management / Bid Management:
Responds to RFP/ RFIsand manages the entire bid process by preparing & deploying the bid plan
Understanding and capture business and technical requirements to define an appropriate solution .
Probes the customer and asks relevant questions to get the necessary clarifications on requirements
Runs pursuit strategy along with pursuit team to establish WIN theme
Lead bids/pursuit (proposal response) end-to-end by formulating and Working with the Sales, Delivery, Solution, Practices, Legal, Pricing and other partnering teams to create & deliver winning proposals
Program Management of all aspects of pursuit from kick-off through Bid Submission
Identifies the teams / experts to be reached out to for contributing to the bid
Collaborates with multiple stakeholders for getting inputs as per plan
Reviews progress as per the bid plan and takes corrective actions
Integrates / assembles the response as per inputs received and ensures that response gets submitted as per timeline.
Closely work with the Sales team to identify customer needs and propose relevant solution
Drive proactive pursuits by taking relevant domain and technology offerings, theme and persona led propositions
Contract and Compliance Management:
Coordinate with multiple Wipro internal teams and client representatives to create acceptable terms as part of NDA, SOW, and MSA, etc.
Ensures legal, environment and other compliance as applicable in collaboration with the Legal, IMG , FMG and other support teams
Commercial Architecting / Estimation:
Create an integrated pricing/P&L template to drive integrated efforts/pricing across GBLs in the bid
Works in collaboration with the BFMs to determine the deal margins and the commercials
Coordinates with the different GBLs and Delivery teams for the commercial estimates
Knowledge Management:
Focuses on activities like research to build further capability in the team
Creates collaterals, account dockets etc. that can be reused by the team
Creates standardized templates for replicating across RFPs
Work on case studies with the help of Delivery Managers to be published internally and possibly to the external world
Works closely with marketing team and GBL teams to build and maintain repositories
15- 20 + years sales experience with Wipro or Tier 1 company
Proven experience closing large, multi tower complex deals
Strong sales acumen
C-Level relationship development skills and able to set strategic direction and manage internal and external stakeholders to win large deals
Should possess very strong communication skills to be able to effectively communicate with clients, partners and internal stakeholders. Should have strong storytelling, negotiation and influencing skills.