Endur Technical

  

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
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 Wipros global footprint and end to end consulting capability

  

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

  

Display
    

Strategic Objectives   

Parameter Description   

Measure
(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 CIOs office
No. of strategic advisory and transformation engagements led/delivered
No. of referenceable clients, testimonials
Average CSAT across projects     

Generate 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 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
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