Managing Consultant - Tech And Impl

Job description:

Job Description

Role Purpose

Managing Consultants are expected to sell and manage the delivery of complex consulting propositions within their area of expertise, driving measurable value for clients. They will also be responsible for leading development of consulting solutions and providing support to practice growth and development.  This role is engaged in developing strong client relationships and managing large engagements, accounts (single/multiple) or designing and leading large and complex consulting programs for customers. The role may have managerial responsibilities in leading a team of consultants and managing quality and internal compliance in business operations The Managing Consultant must achieve high personal billability.
 

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Do
  Consulting Execution
    Achieves utilisation target,. An Ambassador for Wipro tenets and values
    Account focused and effective as a leader in the business. Program Manager or equivalent and manages teams of consultants/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 budgets and assuring quality of deliverables
    Seen as a trusted advisor to senior clients and secures great feedback from client executives and sponsors
    Decisive and directive delivery focus with a can do attitude, demonstrates both hard and soft skills
    Coaches, mentors and motivates team and client staff, builds trust and confidence through focus on quality and delivery

Business development
    Ensures high levels of individual and team utilization in line with the levels expected as part of the goal setting process.
    Manages a personal sales pipeline to support revenue targets (personal and practice)
    Manages a revenue target as agreed with manager. Sells laterally and vertically to a number of clients. Regularly identifies leads and converts them into opportunities and proposals
    Has an effective network of client contacts at executive buying level. Leads sales activities and meetings
    Leads marketing and prospecting activities to populate the sales funnel
    Closes new projects and/or project extensions with minimal partner support
    Proactively seeks opportunities to develop revenue in existing and new areas
    Drives proposal creation and presales activities for the engagement/new accounts by leveraging Wipro’s global footprint and end to end consulting capability
 

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Thought Leadership
    Recognised as an industry thought leader  and ensures thought leadership is shared with GCG/Wipro is one of the various channels. Leads assignment  team thought leadership
    Ensures case studies and track records are utilized across Wipro in sales efforts. Presents Wipro thought leadership at external industry forums and sales campaigns and demonstrates the monetization of own thought leadership through pipeline building

Contribution to Practice/Wipro
    Continually delivers all Wipro admin in a timely manner (timesheets, appraisals expenses, etc.,) Demonstrable contribution to internal initiatives
    Holds people accountable for  leveraging IP and knowledge assets from the central knowledge repository of Wipro and GCG and promotes reuse
    Ensures engagement teams effectively contribute tools, methods and assets, information sources and IP to the knowledge management platform. Works to develop and improve practice policies, procedures, frameworks, etc.,
    Creates reusable IP/assets and makes self visible  as a thought leader. Manages line team career development through use of internal processes-training performance assessments, etc. Monitors and helps curtail talent attrition
    Demands engagement with other consulting and delivery teams to both enhance collaboration and help design and deliver tailored client solutions with desired impact
    Highly visible in the consulting community resulting from sharing industry trends, developing solutions, applying innovation, authoring published content
 

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Display

Strategic Objectives        Parameter DescriptionMeasure
(Select relevant measures/ modify measures after speaking to your Manager)Deliver growth in consulting revenues    Achieve business performance for direct consulting against relevant quarterly/annual targets
    Improve quality of consulting by increasing strategic advisory and transformation projects, deal value and billing rates
    Lead end-to-end sales cycle for select accounts/pursuits and pipeline of opportunities
    Lead and deliver strategic advisory/transformation consulting engagements 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)
    % Consulting business outside CIO’s office
    No. of strategic advisory and transformation engagements led/delivered
    No. of  referenceable clients, testimonials
    Average CSAT across projectsGenerate Impact     For Wipro by growing the client relationship profile, providing leadership to end-to-end transformation / delivery solutions
    Generate impact on larger Wipro business through GCG deals and engagements    Value of downstream Revenue/Confirmed Impact generated 

 

͏ Grow market positioning     Grow market positioning  for Consulting and Wipro through breadth of client relationships, insight and thought leadership of our clients strategic themes, Digital leadership and marketing
    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    Eminence and thought leadership on Solution Innovation 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 frontProvide 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
    Develop senior level relationships beyond CIO organisation and open new streams of business in target accounts
    Work with GCP/CCP/GCG Account Lead/Account teams to grow consulting service portfolio, ensuring integration of propositions and collaboration across GCG    Number of credible relationships built outside of CIO in client organizations
    Number & $ value of integrated consulting deals supported

 

 

Experience: >10 YEARS
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