Thought Machine Leader

Role Purpose

• Lead a practice/vertical/client account.
• Responsible for sales, consulting delivery, growth, and people development.
• Develop and manage client relationships.
• Identify new business opportunities.
• Capture and convert consulting opportunities into sustainable engagements.
• Improve maturity of consulting services and deliver impact on Wipro's business.
• Achieve personal billability at high fee rates.

Consulting Execution

• Achieve utilization targets.
• Act as an ambassador for Wipro tenets and values.
• Focus on the quality of assignments led by the practice, ensuring client satisfaction and strong client feedback.
• Build strong client relationships across client organizations and Wipro.
• Be recognized as an industry leader and expert.
• Manage practice and teams to ensure a balance of delivery and business development.
• Collaborate with other practices and build bespoke propositions.
• Stimulate demand for solutions by adding fresh insight or customizing to meet evolving client/market needs.
• Be cognizant of and apply industry best practices and standards in consulting delivery teams.

Business Development

• Ensure high levels of individual and team utilization.
• Direct larger sales activities, bids, and proposals.
• Facilitate pull-through revenue for wider Wipro services.
• Sponsor sales initiatives, campaigns, and events.
• Manage a practice sales pipeline to support revenue targets.
• Manage a revenue target as agreed with the manager.
• Develop and deliver against the practice business/strategy plan.
• Have a demonstrable pipeline of leads, opportunities, and proposals.
• Possess an effective network of client contacts at executive/buying level.
• Establish a consulting presence in accordance with the account plan for targets.
• Coordinate sales activities and meetings across the practice.
• Be able to sell/manage complex assignments involving multiple practices/service lines.
• Negotiate commercials with clients.
• Lead marketing and prospecting activities to populate the sales funnel.
• Carry practice/client account quarterly and annual revenue and order book targets.
• Build an opportunity pipeline with clients through consultative selling.
• Collaborate with other consultants and sales teams in sales activities.
• Ensure effective senior stakeholder mapping and relationship management (CXO and functional heads level).

Thought Leadership

• Be recognized as an industry thought leader and ensure all thought leadership is shared.
• Lead, challenge, and explain current, emerging, and future industry trends and themes.
• Head the development of industry-leading thought leadership/insight in the practice area.
• Ensure adequate thought leadership for the practice to support growth.
• Ensure case studies and track records are utilized across Wipro in sales efforts.
• Present Wipro thought leadership at external industry forums.
• Demonstrate the impact of said thought leadership.
• Ensure thought leadership is utilized externally and generates sales opportunities.

Contribution to Practice/Wipro

• Deliver all Wipro admin in a timely manner (timesheets, appraisals, expenses, etc.).
• Own and drive a system to manage internal initiatives for the benefit of the practice.
• Evangelize the importance of innovation and IP creation.
• Hold people accountable for leveraging IP and knowledge assets.
• Ensure practice engagement teams effectively contribute tools, methods, assets, information sources, and IP to the knowledge management platform.
• Encourage the team to create and share IP, PoV/White papers.
• Represent the company at strategic industry and analyst conferences.
• Ensure the practice has market-relevant capabilities and service offerings.
• Ensure a recruitment service pipeline to support future business and new capabilities/service offerings.
• Build active partnerships with solution providers, alliance partners, and analysts.
• Participate in industry solution-related networks, serve on committees, present papers, etc.
• Manage team targets and goals in line with the practice plan.

Strategic Objectives

• Deliver growth in consulting revenues, improving quality, margin, and maturity of the direct consulting business.
• Achieve business performance for direct consulting against relevant quarterly/annual targets.
• Improve the quality of consulting by increasing strategic advisory and transformation projects, deal value, billing rates, and business sponsorship.
• Lead the end-to-end sales cycle, developing a portfolio of clients and pipeline of opportunities.
• Lead and deliver consulting engagements, including client expectation management, quality control, and delivery assurance.
• Develop and deliver against the practice business/strategy plan.

Key Performance Indicators (Examples)

• % Revenue Achievement (actual vs. target)
• % Revenue generated from Consulting Project Work vs. Staff Augmentation
• % Revenue from IP/Solutions against Overall Revenue
• % of Personal Utilisation Achievement (against target)
• % Consulting business outside CIO's office
• No. of referenceable clients, testimonials
• Average CSAT across projects
• Penetration into GCG Top 30 Accounts
• Number of clients empanelled with Consulting Framework/Rate Card
• Number & $ value of integrated consulting deals, with min. 2 consulting services involved
• Average engagement team size

Market Positioning & Eminence

• Grow market positioning for Consulting and Wipro through client relationships, insight, and thought leadership.
• Elevate Wipro's competitive positioning in the market/analyst communities through consulting thought leadership and participation in analyst quadrants, waves, reports, and briefings.
• Represent Wipro in internal/external industry forums.
• Elevate Wipro positioning in existing accounts through thought leadership and leading client strategic transformations.
• Lead the development of thought leadership/insight for the practice to support business growth.
• Develop senior-level relationships beyond the CIO organization and open new streams of business.
• Demonstrate eminence and thought leadership on Solution Innovation through content, citations, and testimonials.
• Increase the number of white papers authored and senior-level thought leadership sessions/roadshows delivered with clients.
• Increase speaking/round table/key-note engagements in leading industry forums.
• Improve the positioning of consulting business in analyst quadrants, waves, and other industry reports.
• Contribute and distribute assets like Repeatable IP, Frameworks & Methods.