Role Purpose Principal Consultants are expected to have a deep area ofconsulting expertise, with a good understanding of the client’sbusiness landscape and an ability to manage the delivery of consultingsolutions that achieve clear business value. The role may havemanagerial responsibilities in leading a team of consultants andmanaging quality and internal compliance in business operations.Principal Consultants develop and support closure of sales opportunitiesthrough their consulting expertise and client relationships. ThePrincipal Consultant must achieve high personal billability. Do Consulting Execution
An Ambassador for Wipro tenets and values
Consulting Project manager or equivalent, manages teams ofconsultants/work streams and quality assures other 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 work stream budgets and assuring quality ofdeliverables
Seen as a trusted advisor to senior clients and secures greatfeedback from clients
Decisive and directive delivery focus with a can do attitude ,demonstrates both hard and soft skills
Coaches, mentors and motivates team and client staff , buildtrust and confidence through focus on quality and delivery
Effective at engaging with clients, extracting information,e.g., developing facilitation and communication skills
Responsible for ensuring project administration is up to datee.g., SoW, tagging, etc.
Business development
Ensures high levels of individual utilisation achievement inline with the levels expected as part of the goal setting process
Sells laterally and vertically when operating. Regularlyidentifies leads and converts them into opportunities and proposals
Builds relationships and has an effective network of clientcontacts at buying level. Leads marketing and prospecting activities topopulate the sales funnel for specified accounts
Regularly participates in sales meetings. Builds relationshipswith client managers, applies competitive intelligence to further Wiprofootprint in accounts
Leads smaller scale meetings with sales teams, leads proposaldevelopment to a high standard working with sales teams as appropriate
Contributes and leads RFP/RFI efforts by leveragingWipro’s global footprint and end to end consulting capability
Consistently plays a key role in opportunity identification,raising potential pursuits to practice leadership team, helping themproactively in pursuits
Thought Leadership
Develops insight and develops point of view into chosen industryand technology trends, ensures they are shared with the widerpractice/GCG in one of the various channels. Leads assignment thoughtleadership
Ensures a track record is written up of own assignment and,where appropriate, ensures it is written up as a case study. Responsiblefor ensuring use in sales
Contribution to Practice/Wipro
Continually delivers all Wipro admin in a timely manner(timesheets, appraisals expenses, etc.,) Demonstrates contribution tointernal initiatives
Ensures the team leverages IP and knowledge assets from thecentral knowledge repository of Wipro and GCG and promotes reuse
Proposes new service offerings/capabilities
Contribution towards go-to-market solutions to deliver tangiblebusiness outcomes or breakthrough in industry segment
Coaches and mentors junior consultants
Monitors and curtails talent attrition
Drives engagement with other consulting and delivery teams toboth enhance collaboration and help design and deliver tailored
Client solutions with desired impact
Demonstrates value by identifying and following through oninnovation and thought leadership opportunities
Creates reusable IP/assets and makes self visible as a thoughtleader
Display Lists 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-Competent
Competency Levels Foundation
Strategic Perspective
Competent
Client Engagement and Management
Structured Analytical Thinking
Solution Building
Client Centricity
Execution Excellence
Passion for Results
Change Agility
Nurturing People
Innovation
Collaboration
Expert
Business Analysis
Demand Generation
Consulting Skills and Tools
Master Personal Attributes
Self motivated, team leaders with team building skills.Recognised as a high achiever and an ambassador for Wipro
Reliable strong organisational skills, excellent written andverbal communication/presenting skills
Works without supervision, leading work streams/teams, takesresponsibility for time cost delivery
Expands responsibility on own initiative and demonstratesadaptability and flexibility
Building a personal brand and recognized as subject matterexpert in the area of specialization
Recognised as strong networker with demonstrable and effectiverelationships across the Wipro organization
Timely compliance to people management processes such asG&Os, appraisals, WLQ and training plans. Works to becoming athought leader with increasing visibility internally and externally
Deliver Strategic Objectives Parameter Description Measure (Select relevant measures/ modify measures after speakingto your Manager) Deliver growth in consulting revenues
Supportbusiness performance for direct consulting against relevantquarterly/annual targets
Leadend-to-end sales cycle for specific pursuits
Improvequality of consulting by flawlessly leading/delivering strategicadvisory/transformation engagements along with ownership of clientexpectation management, quality control and delivery assurance, issuemanagement, client insight and value capture, work planning andexecution, and effective client communications
No. ofstrategic advisory and transformation engagements delivered
No.of referenceable clients, testimonials
AverageCSAT, PCSAT across projects
Generate Impact
Enablepull through business/ impact for Wipro through front end consultingengagements/deal pursuit/client relationships
Numberand value of downstream opportunities generated/converted for GCG andlarger Wipro
Grow market positioning
ElevateWipro positioning in existing accounts through thought leadership andactively contributing to clients’ strategic transformations
Lead thedevelopment of thought leadership/offerings/assets for the practice tosupport business growth
Eminenceand thought leadership demonstrated through content, citations andtestimonials
Numberof white papers authored, evidence of assets like Repeatable IP,Frameworks & Methods authored/contributed
Numberof senior level thought leadership sessions/ roadshows with clients andindustry forums delivered from the front
1
Provide consulting leadership to accounts
Generating growth and integration across the consulting services,growing client relationship profile and supporting the achievement ofthe Wipro-wide account objectives
Work with GCP/CCP/GCG Account Lead/Account team to grow consultingservice portfolio, ensuring integration of propositions andcollaboration across GCG
Number of credible business side relationships built in clientorganizations
Number & $ value of integrated consulting deals supported
Grow the consulting talent
Growconsulting team talent at B3 and below levels in line with businessdemand and in line with Consulting Competency Framework
Meritocracy and Actions: Number of consultants rewarded/recognized
Cross-Skilling - Numbers of reporting consultants worked on joint projectscutting across the different practices within GCG
SelfDevelopment – Min 32 hrs on training in a year. Combination ofonline and classroom.
Build the consulting community
Individual contribution to People Development and CollaborationEffectiveness to the level expected of others performing this Role
Distinctparticipation in and demonstration of:
Collaboration across GCG - through the contribution to cross-practiceofferings, sharing of best practices/industrial/technological expertise,sharing of talent pool
Knowledge Management - Number of webinars/knowledge sharing/thoughtleadership sessions conducted, Number of Assets owned and contributed toConsulting Central
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