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Managing Consultant-Advisory & Management

Company: Wipro Technologies
Location: Plano
Posted on: May 16, 2022

Job Description:

Role PurposeManaging Consultants are expected to sell and manage the deliveryof complex consulting propositions within their area of expertise,driving measurable value for clients. They will also be responsible forleading development of consulting solutions and providing support topractice growth and development. - This role is engaged indeveloping strong client relationships and managing large engagements,accounts (single/multiple) or designing and leading large and complexconsulting programs for customers. The role may have managerialresponsibilities in leading a team of consultants and managing qualityand internal compliance in business operations The Managing Consultantmust achieve high personal billability.Do - -Consulting Execution

  • Achieves utilisation target,. An Ambassador for Wipro tenets andvalues
  • Account focused and effective as a leader in the business.Program Manager or equivalent and manages teams of consultants/workstreams/projects/programs
  • Client focused and tenacious in approach to solving clientissues and achieving clients objectives. Demonstrates the experience ofa 'well rounded' consultant. Flexible in approach andability 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 greatfeedback 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, buildstrust and confidence through focus on quality and deliveryBusiness development
    • Ensures high levels of individual and team utilization in linewith 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 laterallyand vertically to a number of clients. Regularly identifies leads andconverts them into opportunities and proposals
    • Has an effective network of client contacts at executive buyinglevel. Leads sales activities and meetings
    • Leads marketing and prospecting activities to populate the salesfunnel
    • Closes new projects and/or project extensions with minimalpartner support
    • Proactively seeks opportunities to develop revenue in existingand new areas
    • Drives proposal creation and presales activities for theengagement/new accounts by leveraging Wipro's global footprint andend to end consulting capabilityThought Leadership
      • Recognised as an industry thought leader and ensures thoughtleadership 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 Wiproin sales efforts. Presents Wipro thought leadership at external industryforums and sales campaigns and demonstrates the monetization of ownthought leadership through pipeline buildingContribution to Practice/Wipro
        • Continually delivers all Wipro admin in a timely manner(timesheets, appraisals expenses, etc.,) Demonstrable contribution tointernal initiatives
        • Holds people accountable for leveraging IP and knowledge assetsfrom the central knowledge repository of Wipro and GCG and promotesreuse
        • Ensures engagement teams effectively contribute tools, methodsand assets, information sources and IP to the knowledge managementplatform. Works to develop and improve practice policies, procedures,frameworks, etc.,
        • Creates reusable IP/assets and makes self visible as a thoughtleader. Manages line team career development through use of internalprocesses-training performance assessments, etc. Monitors and helpscurtail talent attrition
        • Demands engagement with other consulting and delivery teams toboth enhance collaboration and help design and deliver tailored clientsolutions with desired impact
        • Highly visible in the consulting community resulting fromsharing industry trends, developing solutions, applying innovation,authoring published contentDisplayLists the competencies required to perform this role effectively:
          • Functional Competencies/ Skill
          • Agile knowledge- in depth understanding ofAgile tools, methodology, principles- Masters
          • Industry/Domain knowledge- Awareness andknowledge of broad economic, demographic, technological and globaltrends within Industry-Expert
            • Leveraging technology- Knowledge ofcurrent and upcoming technology (automation, tools and systems) to buildefficiencies and effectiveness in own function/ Client organization-CompetentCompetency LevelsFoundation--- - - - - - Strategic PerspectiveCompetent--- - - - - - Structured Analytical ThinkingExpert--- - - - - - Business Analysis--- - - - - - Solution Building--- - - - - - Demand Generation--- - - - - - Client Engagement Management--- - - - - - Consulting Skills and Tools--- - - - - - Client Centricity--- - - - - - Execution Excellence--- - - - - - Nurturing People--- - - - - - Passion for Results--- - - - - - Change Agility--- - - - - - Innovation--- - - - - - CollaborationMasterPersonal Attributes
              • High level of drive, initiative and determination. Assignmentleader with team building skills. Recognised as a high achiever anambassador for Wipro
              • Credible with client executives and a trusted advisor inspiringtrust and confidence
              • Leads complex assignments, takes responsibility for clientsatisfaction and commercial success. Proactively develops new areas ofbusiness for Wipro
              • Has a recognised personal brand and is recognized as a subjectmatter expert, demonstrating insight in the area of specialisation
              • Develops cross-practice proficiencies, gains an in-depthunderstanding of Wipro's consulting prowess - and demonstratedproduct/solution delivery expertise
              • Works towards becoming a thought leader and increasingvisibility internally and externally
              • Timely compliance to people management processes such asG&Os, appraisals, WLQ , and training plans
              • Demonstrates expansive and effective internal networks acrossWiproDeliverStrategic ObjectivesParameter DescriptionMeasure(Select relevant measures/ modify measures after speaking toyour Manager)Deliver growth in consulting revenues - - - Achieve business performance for directconsulting against relevant quarterly/annual targets - - - Improve quality of consulting by increasingstrategic advisory and transformation projects, deal value and billingrates - - - Lead end-to-end sales cycle for selectaccounts/pursuits and pipeline of opportunities - - - Lead and deliver strategicadvisory/transformation consulting engagements with ownership of clientexpectation management, quality control and delivery assurance, issuemanagement, client insight and value capture, work planning andexecution, and effective client communications - - - % Revenue Achievement (actual vs. target) - - - % of Personal Utilisation Achievement (againsttarget) - - - % Consulting business outside CIO's office - - - No. of strategic advisory and transformationengagements led/delivered - - - No. of - referenceable clients, testimonials - - - Average CSAT across projectsGenerate Impact - - - For Wipro by growing the client relationshipprofile, providing leadership to end-to-end transformation / deliverysolutions - - - Generate impact on larger Wipro business throughGCG deals and engagements - - - Value of downstream Revenue/Confirmed Impactgenerated - - - - - - - -Grow market positioning - - - Grow market positioning - for Consulting andWipro through breadth of client relationships, insight and thoughtleadership of our clients strategic themes, Digital leadership andmarketing - - - Represent Wipro in internal / external industryforums that create value - - - Elevate Wipro positioning in existing accountsthrough thought leadership and leading clients' strategictransformations - - - Lead the development of thoughtleadership/insight for the practice to support business growth - - - Eminence and thought leadership on SolutionInnovation demonstrated through content, citations and testimonials - - - Number of white papers authored, evidence ofassets like Repeatable IP, Frameworks & Methods authored/contributed - - - Number of senior level thought leadershipsessions/roadshows with clients and industry forums delivered from thefrontProvide consulting leadership to accounts - - - Generating growth and integration across theconsulting services, growing client relationship profile and supportingthe achievement of the Wipro-wide account objectives - - - Develop senior level relationships beyond CIOorganisation and open new streams of business in target accounts - - - Work with GCP/CCP/GCG Account Lead/Account teamsto grow consulting service portfolio, ensuring integration ofpropositions and collaboration across GCG - - - Number of credible relationships built outsideof CIO in client organizations - - - Number & $ value of integrated consultingdeals supported - - - - - - - -Grow the consulting talent - - - Hire, retain and grow consulting team talent atC1 and below levels in line with business demand and in line withConsulting Competency Framework - - - Mentor, coach and develop next level of leadersas per Wipro Career Framework - - - To include any other parameter as rolledby Corporate HR on people management KRA - - - Coaching: % digitally, % core consultingskill - trained consultants - - - Developing: Numbers of consultants worked acrossdifferent GCG practices - - - Meritocracy and Actions: Number of consultantsrewarded/recognized - - - Cross-Skilling - Numbers of reportingconsultants worked on joint projects cutting across the differentpractices within GCG - - - Self Development - Min 32 hrs on trainingin a year. Combination of online and classroomBuild the consulting community - - - Individual contribution to People Developmentand Collaboration Effectiveness to the level expected of othersperforming this Role - - - Distinct participation in and demonstration of: - - - Collaboration across GCG - through thecontribution to cross-practice offerings, sharing of bestpractices/industrial/technological expertise, sharing of talent pool - - - Knowledge Management - Number ofwebinars/knowledge sharing/thought leadership sessions conducted, Numberof Assets owned and contributed to Consulting Central

Keywords: Wipro Technologies, Plano , Managing Consultant-Advisory & Management, Executive , Plano, Texas

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