SOLUTION MANAGER - PRESALES L4

Wipro; Gurugram District; On-site; INR 900,000 - 1,500,000; Full time

Job summary

Wipro is seeking a Proposal Manager to help build the sales pipeline by understanding client requirements and liaising with internal teams to prepare winning solutions leveraging the capabilities within D&OP for the client.

The role involves preparing compelling proposals, coordinating with partners, and leading RFP/RFI/RFQ responses and client presentations. You will support the sales team and ensure timely, compliant, and high-quality deliverables.

Qualifications

• Ability to understand client needs and translate them into winning proposals.
• Experience preparing RFP/RFI/RFQ responses and client presentations.
• Strong coordination skills across sales, marketing and delivery teams.
• Excellent written and verbal communication with internal and external stakeholders.

Responsibilities

• Prepare winning solutions aligned with client requirements and RFP guidelines.
• Lead and draft RFP/RFI/RFQ responses and presentations with consistent formatting.
• Coordinate with internal partners and external vendors to assemble proposal content.
• Maintain proposal calendars, checklists and compliance with branding guidelines.
• Engage with sales teams to support client meetings and follow-ups.

Skills

Proposal writing

Client requirements understanding

RFP/RFI/RFQ responses

Stakeholder management

Job description

The purpose of this role is to help build pipeline by effectively understanding client requirements and liaising with internal functions/stakeholders to prepare a winning solution by leveraging the capabilities within D&OP for the client.

Job Description

Role Purpose

The purpose of this role is to help build pipeline by effectively understanding client requirements and liaising with internal functions/stakeholders to prepare a winning solution by leveraging the capabilities within D&OP for the client.

Do

• Prepare a winning solution for the fulfill the requirements of the client
  • Requirement Understanding, Data Gathering & Solution Design
    • Engage with the customers, understand and interpret their needs correctly, and churn out a proposal with a solution that is aligned with the customers' demands/requirements
    • Engage with clients or sales team to understand the purpose of the proposal, the requirements and expectations of the client
    • Lead and prepare the RFP/RFI/RFQ responses and presentations. Write, edit and finalize each section of a proposal, ensuring the content matches the RFP
    • Ensure RFP instructions pertaining to format, fonts, page limits, etc. are being followed along with internal branding guidelines
    • Performs final electronic layout and formatting as well as production of hard copies as required
    • Follow up with sales team post submission of RFP response
  • Co-ordination and Support to Internal Teams
    • Coordinates with partners to request and collect relevant data and inputs or other narratives to respond to proposal requirements
    • Work with sales team proactively and provide support for 2nd and 3rd level customer meetings.
    • Prepare a list of questions and of information/material needed to create the proposal
    • Include standard or approved proposal language for legal sections according to company policy
    • Write the proposal and/or coordinate with team members to ensure each section is written in a consistent format and completed according to the RFP instructions
    • Work with internal marketing team and external vendors for the purpose of proposal creation
    • Support the marketing team and create specific client dockets, collaterals, mailers etc.
    • Support the demand generating team of the marketing department by providing them lists of the accounts, stakeholders etc. that can be targeted
• Effective Project Management
  • Effectively and efficiently plan, organize, lead and control the delivery of the final solution/proposal/document
  • Prepare a work plan that lists the tasks required to create the proposal, such as design, writing, editing, review and production
  • Uses strong interpersonal, organizational, and time management skills to juggle multiple tasks with differing deadlines to consistently produce the document
  • Collaborate and influence internal key stakeholders to get relevant data within the specified timeline to ensure relevant data in plugged into the solution
  • Ensure promptness and compliance of proposals by creating and managing proposal calendars, compliance checklists, compliance matrices, trackers, etc.
  • Oversees collection and completion of all proposal components (technical, cost, management, annexes) working in collaboration with internal teams, as well as partners.
  • Follow up with relevant stakeholders/teams to get feedback and revisions and ensure that the proposal development stays on schedule.
  • Update the sales team and other stakeholders on a regular basis on the progress of the proposal
• Stakeholder Interaction & Management
  • Work with internal teams and get relevant data/inputs for preparing documents such as RFP responses, capability demonstrations, client presentations and collaterals, participating in the customer calls to sell solutions etc.
  • Collaborate with relevant stakeholders/teams to get feedback and make revisions to ensure that the proposal stays relevant to the needs throughout various proposal stages
  • Ensures communication among all parties throughout the proposal process
  • Identifies bottlenecks in the process escalating accordingly to higher level, as necessary, to ensure timetable and deliverables remain on track
  • Reach out to the below mentioned internal teams during proposal creation:

Deliver

No.Performance ParameterMeasure1.Process & PerformanceZero non-conformance on timelines with respect to the client/ stakeholder requirements
%Winning solutions created
Support on pipeline generation
2.ClientNo. of RFP/Proposals/Solutions submitted
%conversion rate from proposal to contract

Reinvent your world. We are building a modern Wipro. We are an end-to-end digital transformation partner with the boldest ambitions. To realize them, we need people inspired by reinvention. Of yourself, your career, and your skills. We want to see the constant evolution of our business and our industry. It has always been in our DNA - as the world around us changes, so do we. Join a business powered by purpose and a place that empowers you to design your own reinvention.

Wipro is committed to creating an accessible, supportive, and inclusive workplace. Reasonable accommodation will be provided to all applicants including persons with disabilities, throughout the recruitment and selection process. Accommodations must be communicated in advance of the application, where possible, and will be reviewed on an individual basis. Wipro provides equal opportunities to all and values diversity.