GM

About the Role

The purpose of the role is to create and drive business and growth of the Sub-Practice through demand generation, solution evangelization, delivery execution, and capability development.

Key Responsibilities

• Develop and Deploy Business Strategy:

• Establish focus areas, business priorities, and portfolio choices for the Sub-Practice.

• Interact with clients, advisors, partners, and Wipro BUs to understand market trends, client expectations, competition offerings, and solutions.

• Review current practice portfolio and solution or client propositions.

• Anticipate future trends and capabilities/solutions required by the market.

• Synthesize inputs to develop competitive service offerings and priorities.

• Interact with BU/Geography leadership and sales teams to drive strategic focus.

• Develop business plans for the Sub-Practice aligned to revenue targets.

• Develop resource/manpower plans aligned to the growth strategy and confirmed/pipeline opportunities.

• Drive strategic partnerships with key vendors (e.g., SAP, Oracle, MS).

• Align business growth plans with vendor business strategies.

• Nurture vendor relationships to foster technology collaboration and go-to-market partnerships.

• Review and drive the execution of strategy and business plans.

• Monitor demand pipeline MIS and conduct cadence calls with sales teams to review target achievement.

• Support BU/Geography sales teams by providing technical expertise and thought leadership.

• Conduct regular cadence calls and dashboard reviews to assess delivery and people metrics.

• Conduct monthly reviews for key accounts with Delivery Unit teams.

• Engage with client leadership to communicate progress against account plans and project delivery.

• Participate in regular business reviews with leadership and share practice performance across revenue, growth, operational, and capability parameters.

• Drive Demand Generation:

• Drive Go-To-Market strategy for the Sub-Practice.

• Lead the shaping of value proposition and branding to aid selling.

• Direct teams in making decisions regarding target markets, offerings, distribution, and client relationship management.

• Prioritize and budget for marketing-related events and activities.

• Lead the development of product marketing plans and business cases for key offerings.

• Identify push and pull tactics for demand generation.

• Educate sales teams, BU client servicing teams, and client teams about Sub-Practice offerings.

• Drive building of sales pipelines through upstream Consulting services.

• Build advisory and consulting capabilities in identified technical and functional domains.

• Grow consulting-led sales for higher value revenue streams.

• Drive positive market perception through Thought Leadership.

• Manage relationships with Analysts and Industry groups to shape market perception of Wipro's strengths.

• Formalize and drive targets for analyst rankings, client testimonials, and partner credits.

• Represent Wipro in industry forums (e.g., Microsoft, SAP) to gain and retain mindshare of key vendor partners.

• Be the voice of Wipro's Thought Leadership by speaking in industry forums, writing blogs, articles, and whitepapers.

• Partner with BUs and alliance partners to conduct events and develop materials to present thought leadership in client forums.

• Drive Revenue and Growth:

• Collaborate with SL/Practice Leaders to mine existing client accounts for increased run-rates and convert competition share.

• Plan, track, and forge growth via new account opening; support sales hunting efforts.

• Drive Pre-Sales processes to increase win-rates and generate new revenue.

• Lead dedicated and integrated pre-sales efforts.

• Consult with architects and senior IT managers to assess and enhance current solution strategies and pre-sales materials.

• Guide teams to design appropriate solutions for client proposals and produce technically accurate responses to RFPs.

• Approve key proposals and RFP responses before submission.

• Work with the sales team to provide pre-sales support activities such as RFP response, use case demonstrations, and participating in customer calls.

• Structure high-value/strategic deals.

• Engage across multiple capabilities/ecosystems to structure solutions and deals.

• Engage with advisors to strengthen deals with differentiated offerings.

• Interact with clients to keep them engaged in solution and deal development.

• Lead negotiations on commercial terms for revenue flow and profitability.

• Drive Alliances and Partnerships charter for inorganic growth.

• Work with the Strategy group to evaluate vendor partners for M&A and partnership opportunities.

• Identify and suggest venture investments for market penetration.

• Develop and maintain transactional and strategic relationships with alliance partners.

• Drive revenues from Solutions and IPs.

• Develop revenue plans via solutions and enable tracking/management.

• Review and approve business cases and investments for IPs and solutions; envision viable proof of concepts.

• Plan and drive targets from sales of SaaS-based offerings.

• Monitor and review deal execution as per defined quality and process standards.

• Track and review revenue across stages from order booking to fulfillment, invoicing, and realization.

• Support in managing and resolving complex client escalations.

• Lead Delivery Assurance and Management:

• Conduct due diligence for proposals/deals to ensure feasibility and delivery assurance.

• Review effective technical scope management and solutioning.

• Review delivery plans and partner with Practice Delivery Heads (PDHs) to ensure alignment with growth strategy.

• Monitor and review delivery dashboards/MIS and key metrics (utilization, onsite/offshore billing, billing efficiency) to track progress and identify red flags.

• Manage and support resolution of client escalations related to delivery.

• Plan and drive initiatives for cost optimization and improved service standards.

• Drive development of a framework to kick-start projects to ensure a green start and maintenance.

• Drive assembly of the right team for delivery by providing clarity and support in resource identification for client-facing roles.

• Drive delivery-led growth by leveraging differentiated value propositions and value-add offerings.

Requirements & Tech Stack

• This role focuses on Emerging Tech.
• Experience with vendors such as SAP, Oracle, Microsoft.
• Experience with SaaS offerings.

Qualifications

• Specific qualifications are not detailed in the provided text.