Principal Consultant - Adv And Mgmt

Job description:

Job Description

Role Purpose

Principal Consultants are expected to have a deep area of consulting expertise, with a good understanding of the client’s business landscape and an ability to manage the delivery of consulting solutions that achieve clear business value. The role may have managerial responsibilities in leading a team of consultants and managing quality and internal compliance in business operations. Principal Consultants develop and support closure of sales opportunities through their consulting expertise and client relationships.  The Principal Consultant must achieve high personal billability.

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Do
Consulting Execution
    An Ambassador for Wipro tenets and values
    Consulting Project manager or equivalent, manages teams of consultants/work streams and quality assures other 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 work stream budgets and assuring quality of deliverables
    Seen as a trusted advisor to senior clients and secures great feedback from clients
    Decisive and directive delivery focus with a can do attitude , demonstrates both hard and soft skills
    Coaches, mentors and motivates team and client staff , build trust and confidence through focus on quality and delivery
    Effective at engaging with clients, extracting information, e.g., developing facilitation and communication skills
    Responsible for ensuring project administration is up to date e.g., SoW, tagging, etc.
Business development
    Ensures high levels of individual utilisation achievement in line with the levels expected as part of the goal setting process
    Sells laterally and vertically when operating. Regularly identifies leads and converts them into opportunities and proposals
    Builds relationships and has an effective network of client contacts at buying level. Leads marketing  and prospecting activities to populate the sales funnel for specified accounts
    Regularly participates in sales meetings. Builds relationships with client managers, applies competitive intelligence to further Wipro footprint in accounts
    Leads smaller scale meetings with sales teams, leads proposal development to a high standard working with sales teams as appropriate
    Contributes and leads RFP/RFI efforts by leveraging Wipro’s global footprint and end to end consulting capability
    Consistently plays a key  role in opportunity identification, raising potential pursuits to practice leadership team, helping them proactively in pursuits

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Thought Leadership
    Develops insight and  develops point of view into chosen industry and technology trends, ensures they are shared with the wider practice/GCG in one of the various channels. Leads assignment thought leadership
    Ensures a track record is written up of own assignment and, where appropriate, ensures it is written up as a case study. Responsible for ensuring use in sales
Contribution to Practice/Wipro
    Continually delivers all Wipro admin in a timely manner (timesheets, appraisals expenses, etc.,) Demonstrates contribution to internal initiatives
    Ensures the team leverages IP and knowledge assets from the central knowledge repository of Wipro and GCG and promotes reuse
    Proposes new service offerings/capabilities
    Contribution towards go-to-market solutions to deliver tangible business outcomes or breakthrough in industry segment
    Coaches and mentors junior consultants
    Monitors and curtails talent attrition
    Drives engagement with other consulting and delivery teams to both enhance collaboration and help design and deliver tailored
    Client solutions with desired impact
    Demonstrates value by identifying and following through on innovation and thought leadership opportunities
    Creates reusable IP/assets and makes self visible as a thought leader

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Deliver

Strategic Objectives    Parameter Description    Measure(Select relevant measures/ modify measures after speaking to your Manager)Deliver growth in consulting revenues    Support business performance for direct consulting against relevant quarterly/annual targets
    Lead end-to-end sales cycle for specific pursuits
    Improve quality of consulting by flawlessly leading/delivering  strategic advisory/transformation engagements along 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)
    No. of RFI/RFPs responses led/supported
    No. of strategic advisory and transformation engagements delivered
    No. of  referenceable clients, testimonials
    Average CSAT, PCSAT across projectsGenerate Impact    Enable pull through business/ impact for Wipro through front end consulting engagements/deal pursuit/client relationships    Number and value of downstream opportunities generated/converted for GCG and larger Wipro

 

͏ Grow market positioning     Elevate Wipro positioning in existing accounts through thought leadership and actively contributing to clients’ strategic transformations
    Lead the development of thought leadership/offerings/assets for the practice to support business growth    

    Eminence and thought leadership 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
    Work with GCP/CCP/GCG Account Lead/Account team to grow consulting service portfolio, ensuring integration of propositions and collaboration across GCG    Number of credible business side relationships built in client organizations
    Number & $ value of integrated consulting deals supported

 

 

Experience: 8-10 Years
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