Role Purpose
Partners are expected to lead a practice/vertical/client account and are responsible for the sales, consulting delivery, growth and people development. They are responsible for developing and managing client relationships, identifying new business opportunities, capturing and converting premium consulting opportunities into sustainable engagements for Wipro, improving maturity of consulting services and delivering impact on Wipro s business. The Partner must achieve personal billability at high fee rates.
Do
Consulting Execution
Achieves utilisation target. An ambassador for Wipro tenets and values
Focuses on quality of assignments led by the practice and ensures client satisfaction and strong client feedback
Build strong client relationships across client organisations and Wipro. Recognised as an industry leader and expert
Manages practice and teams to ensure the right balance of delivery and business development
Collaborates with other practices and builds bespoke propositions from understanding of offerings and client business
Stimulates demand for solutions by adding fresh insight or customising to meeting evolving client/market needs
Cognizant of and applies industry best practices and standards in consulting delivery teams
Business development
Ensures high levels of individual and team utilization in line with the levels expected as part of the goal setting process.
Directs larger sales activities, bids and proposals
Facilitates pull through revenue for wider Wipro services. Sponsors sales initiatives, campaigns and events
Manages a practice sales pipeline to support revenue targets (personal and practice). Manages a revenue target as agreed with manager
Develops and delivers against the practice business/strategy plan. Has a demonstrable pipeline of leads, opportunities and proposals
Has an effective network of client contracts at executive/buying level. Establishes a consulting presence in accordance with the account plan for targets
Coordinates sales activities and meetings across the practice. Able to sell/major/complex assignments involving multiple practices/service lines
Negotiates commercials with clients (and in conjunction with sales team if appropriate). Leads marketing and prospecting activities to populate the sales funnel. Carries the practice/client account quarterly and annual revenue and order book targets
Builds an opportunity pipeline with clients/s through consultative selling and collaborates with other consultants and sales teams in sales activities
Ensures and effective level of senior stakeholder mapping and relationship (CXO and functional heads level)
Thought Leadership
Recognised as an industry thought leader and ensures all thought leadership is shared with GCG/Wipro is one of the various channels. Responsible for leading, challenging and explaining current, emerging and future industry trends and themes. Heads the development of industry leading thought leadership/insight in practice area and ensures adequate thought leadership for own practice to support growth
Ensures case studies and track records are utilized across Wipro in sales efforts. Presents Wipro thought leadership at external industry forums. Able to demonstrate the impact of said thought leadership. Ensures thought leadership is utilised externally and generates sales opportunities
Contribution to Practice/Wipro
Continually delivers all Wipro admin in a timely manner (timesheets, appraisals expenses, etc.,) Owns and drives a system to manage internal initiatives to the benefit of the practice. Evangelizes the importance of innovation and IP creation
Holds people accountable for leveraging IP and knowledge assets from the central knowledge repository of Wipro and GCG and promotes reuse
Ensures the practice engagement teams effectively contribute tools, methods and assets, information sources and IP to the knowledge management platform. Encourages the team to create and share IP, PoV/White papers, represents the company at strategic industry and analyst conferences
Ensures the practice has market relevant capabilities and service offerings, ensures a recruitment service pipeline to support future business and new capabilities and service offerings. Builds active partnerships including, but not limited to solution providers, alliance partners, and analysts
Participates in industry solution related networks, serves on a committee, presents papers, etc. Manages team targets and goals in line with practice plan
Deliver
| Strategic Objectives | Parameter Description | Measure (Select relevant measures/ modify measures after speaking to your Manager) |
| Deliver growth in consulting revenues improving the quality, margin and maturity of the direct consulting business, together with relevance and impact within the SBU/SL | Achieve business performance for direct consulting against relevant quarterly/annual targets Improve quality of consulting by increasing strategic advisory and transformation projects, deal value, billing rates, level of business sponsorship and outcome value based deals Lead 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, issue management, client insight and value capture, work planning and execution, and effective client communications Develop and deliver against the practice business/strategy plan | % 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 |
| Grow market positioning for Consulting and Wipro through breadth of client relationships, insight and thought leadership of our clients strategic themes, Digital leadership, marketing and analyst positioning | Elevate Wipro s competitive positioning in the market / analyst communities through consulting thought leadership & participation in analyst quadrants, waves, reports, briefings, etc. 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 Develop senior level relationships beyond CIO organisation and open new streams of business | Eminence and thought leadership on Solution Innovation demonstrated through content, citations and testimonials: Number of white papers authored, Number of senior level thought leadership sessions/ roadshows with clients delivered from the front Marketing/Awareness Building: Number of speaking/round table/key-note engagements in leading industry forums Analyst Relations: Improvement in the positioning of consulting business in analyst quadrants, waves and other industry reports Evidence of assets like Repeatable IP, Frameworks & Methods contributed and distributed |
Mandatory Skills: Telecom Networks
Experience: >10 YEARS
The expected compensation for this role ranges from $125,000 to $277,000 .
Final compensation will depend on various factors, including your geographical location, minimum wage obligations, skills, and relevant experience. Based on the position, the role is also eligible for Wipro's standard benefits including a full range of medical and dental benefits options, disability insurance, paid time off (inclusive of sick leave), other paid and unpaid leave options.
Applicants are advised that employment in some roles may be conditioned on successful completion of a post-offer drug screening, subject to applicable state law.
Wipro provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state, or local laws. Applications from veterans and people with disabilities are explicitly welcome.
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