Managing Consultant Tech & Impl L1
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Job Summary
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.
Do
Consulting Execution
ÃÂÃÂÃÂ Achieves utilisation target. An Ambassador for Wipro tenets and values
ÃÂÃÂÃÂ Account focused and effective as a leader in the business. Program Manager or equivalent and manages teams of consultants/work streams/projects/programs
ÃÂÃÂÃÂ Client focused and tenacious in approach to solving client issues and achieving clients objectives. Demonstrates the experience of a ÃÂÃÂÃÂwell roundedÃÂÃÂÃÂ consultant. Flexible in approach and ability to coordinate resources with expertise in various areas
ÃÂÃÂÃÂ Responsible for budgets and assuring quality of deliverables
ÃÂÃÂÃÂ Seen as a trusted advisor to senior clients and secures great feedback from client executives and sponsors
ÃÂÃÂÃÂ Decisive and directive delivery focus with a can do attitude demonstrates both hard and soft skills
ÃÂÃÂÃÂ Coaches mentors and motivates team and client staff builds trust and confidence through focus on quality and delivery
Business development
ÃÂÃÂÃÂ Ensures high levels of individual and team utilization in line with the levels expected as part of the goal setting process.
ÃÂÃÂÃÂ Manages a personal sales pipeline to support revenue targets (personal and practice)
ÃÂÃÂÃÂ 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
ÃÂÃÂÃÂ Has an effective network of client contacts at executive buying level. Leads sales activities and meetings
ÃÂÃÂÃÂ Leads marketing and prospecting activities to populate the sales funnel
ÃÂÃÂÃÂ Closes new projects and/or project extensions with minimal partner support
ÃÂÃÂÃÂ Proactively seeks opportunities to develop revenue in existing and new areas
ÃÂÃÂÃÂ Drives proposal creation and presales activities for the engagement/new accounts by leveraging WiproÃÂÃÂÃÂs global footprint and end to end consulting capability
Thought Leadership
ÃÂÃÂÃÂ 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
ÃÂÃÂÃÂ 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
ÃÂÃÂÃÂ Continually delivers all Wipro admin in a timely manner (timesheets appraisals expenses etc.) Demonstrable contribution to internal initiatives
ÃÂÃÂÃÂ Holds people accountable for leveraging IP and knowledge assets from the central knowledge repository of Wipro and GCG and promotes reuse
ÃÂÃÂÃÂ 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.
ÃÂÃÂÃÂ 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
ÃÂÃÂÃÂ Demands engagement with other consulting and delivery teams to both enhance collaboration and help design and deliver tailored client solutions with desired impact
ÃÂÃÂÃÂ Highly visible in the consulting community resulting from sharing industry trends developing solutions applying innovation authoring published content
Display
| Strategic Objectives | Parameter Description | Measure (Select relevant measures/ modify measures after speaking to your Manager) |
| Deliver growth in consulting revenues | ÃÂÃÂÃÂ Achieve business performance for direct consulting against relevant quarterly/annual targets ÃÂÃÂÃÂ Improve quality of consulting by increasing strategic advisory and transformation projects deal value and billing rates ÃÂÃÂÃÂ Lead end-to-end sales cycle for select accounts/pursuits and pipeline of opportunities ÃÂÃÂÃÂ 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 | ÃÂÃÂÃÂ % Revenue Achievement (actual vs. target) ÃÂÃÂÃÂ % of Personal Utilisation Achievement (against target) ÃÂÃÂÃÂ % Consulting business outside CIOÃÂÃÂÃÂs office ÃÂÃÂÃÂ No. of strategic advisory and transformation engagements led/delivered ÃÂÃÂÃÂ No. of referenceable clients testimonials ÃÂÃÂÃÂ Average CSAT across projects |
| Generate Impact | ÃÂÃÂÃÂ For Wipro by growing the client relationship profile providing leadership to end-to-end transformation / delivery solutions ÃÂÃÂÃÂ Generate impact on larger Wipro business through GCG deals and engagements | ÃÂÃÂÃÂ Value of downstream Revenue/Confirmed Impact generated |
| Grow market positioning | ÃÂÃÂÃÂ 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 ÃÂÃÂÃÂ Represent Wipro in internal / external industry forums that create value ÃÂÃÂÃÂ Elevate Wipro positioning in existing accounts through thought leadership and leading clientsÃÂÃÂÃÂ strategic transformations ÃÂÃÂÃÂ Lead the development of thought leadership/insight for the practice to support business growth | ÃÂÃÂÃÂ Eminence and thought leadership on Solution Innovation demonstrated through content citations and testimonials ÃÂÃÂÃÂ Number of white papers authored evidence of assets like Repeatable IP Frameworks & Methods authored/contributed ÃÂÃÂÃÂ Number of senior level thought leadership sessions/roadshows with clients and industry forums delivered from the front |
| Provide consulting leadership to accounts | ÃÂÃÂÃÂ Generating growth and integration across the consulting services growing client relationship profile and supporting the achievement of the Wipro-wide account objectives ÃÂÃÂÃÂ Develop senior level relationships beyond CIO organisation and open new streams of business in target accounts ÃÂÃÂÃÂ Work with GCP/CCP/GCG Account Lead/Account teams to grow consulting service portfolio ensuring integration of propositions and collaboration across GCG | ÃÂÃÂÃÂ Number of credible relationships built outside of CIO in client organizations ÃÂÃÂÃÂ Number & $ value of integrated consulting deals supported |
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About Company
As a global leader, Wipro blends consulting and AI expertise across design, engineering and operations to accelerate business transformation and deliver future-ready technology.
