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 ... more details
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 Display Lists the competencies required to perform this role effectively: Functional Competencies/ Skill Competency Levels Foundation Competent • Expert • Structured Analytical Thinking • Business Analysis • Solution Building • Client Engagement and Management • Consulting Tools and Skills • Client Centricity • Execution Excellence • Change Agility • Innovation • Strategic Perspective • Nurturing People • Passion for Results • Collaboration Master Personal Attributes Credibility across the industry sector, leading by example across Wipro, takes decisions based on long term benefit to Wipro High level of drive, initiative and determination. Assignment leader with team building skills, recognized as a high achiever and ambassador for Wipro Credibility with client executives and a trusted advisor inspiring trust and confidence Leads complex assignments and takes responsibility for client satisfaction and personal success. Proactively develops and sells new areas of Business for Wipro Has a recognised personal brand and is recognized as a subject matter expert, demonstrating insight in the area of specialisation Stays abreast of industry changes, best practices and technology shifts and how they affect the area of work Ensures timely compliance to people management processes such as G&Os, appraisals, WLQ, training plan and capability building for the team Works toward becoming a thought leader and increasing visibility internally and externally 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 Generate Impact for Wipro by growing the client relationship profile, providing insight and leadership to end-to-end transformation / delivery solutions with innovative commercial models · Generate pull through business/ impact for Wipro through front end consulting engagements/deal pursuit/client relationships · Lead the development of new offerings/solutions with innovative commercial models · Value of downstream Revenue/Confirmed Impact generated · Number of innovative offerings/solutions led/developed · Client relationships developed outside CIO organisation · · 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 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 · Develop senior level relationships beyond CIO organisation and open new streams of business in target accounts · Work with GCP/CCP/Account teams to grow consulting service portfolio, ensuring integration of propositions and collaboration across GCG · Growth of consulting revenue in target accounts · Deal/Client Leadership: Number of clients where the consulting leader is Wipro’s executive sponsor for client’s transformation programs · Number & $ value of integrated consulting deals (with min. 2 consulting services involved) · Number of accounts with senior level relationships managed by consulting leader · · Grow the consulting talent at leadership and team-wide levels which can globally achieve the strategic objectives, including specific Digital focused capability · Hire, retain and grow consulting team talent at all levels in line with business demand and in line with Consulting Competency Framework · Mentor, coach and develop next level of leaders as per Wipro Career Framework · To include any other parameter as rolled by Corporate HR on people management KRA · Apprenticeship: Number of capable next level leaders developed in the practice · Coaching: % digitally, % core consulting skill trained consultants · Developing: Numbers of consultants worked across different GCG practices · Reducing Attrition: % voluntary attrition of consultants · Meritocracy and Actions: Number of consultants rewarded/recognized · Cross-Skilling - Numbers of reporting consultants worked on joint projects cutting across the different practices within GCG · Self Development - Min 32 hrs on training in a year. Combination of online and classroom Build the consulting community through effective employee engagement, development and collaboration · Build and engage with consulting community through various channels (webinars, all hands, mailers, Yammer, MS Teams, etc.) · Lead cross functional collaboration across GCG practices · Create an environment of collaboration for problem solving, knowledge sharing, training, offers/solution development and business growth · Ensure the practice and engagement teams contribute tools, methods, assets, information sources, and IP to the KM platform · Number of all-hands/webinars conducted · Number of mailers/blogs/communications authored · Number of approved KM assets uploaded by self and the reporting team Business Transformation Consulting
