Job Description

Role Purpose

Principal Consultants are expected to have a deep area of consulting expertise, with a good understanding of the client’s business landscape and an ability to manage the delivery of consulting solutions that achieve clear business value. The role may have managerial responsibilities in leading a team of consultants and managing quality and internal compliance in business operations. Principal Consultants develop and support closure of sales opportunities through their consulting expertise and client relationships. The Principal Consultant must achieve high personal billability.

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Do

Consulting Execution

• An Ambassador for Wipro tenets and values

• Consulting Project manager or equivalent, manages teams of consultants/work streams and quality assures other 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 work stream budgets and assuring quality of deliverables

• Seen as a trusted advisor to senior clients and secures great feedback 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 , build trust 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 date e.g., SoW, tagging, etc.

Business development

• Ensures high levels of individual utilisation achievement in line with the levels expected as part of the goal setting process

• Sells laterally and vertically when operating. Regularly identifies leads and converts them into opportunities and proposals

• Builds relationships and has an effective network of client contacts at buying level. Leads marketing and prospecting activities to populate the sales funnel for specified accounts

• Regularly participates in sales meetings. Builds relationships with client managers, applies competitive intelligence to further Wipro footprint in accounts

• Leads smaller scale meetings with sales teams, leads proposal development to a high standard working with sales teams as appropriate

• Contributes and leads RFP/RFI efforts by leveraging Wipro’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 them proactively in pursuits

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Thought Leadership

• Develops insight and develops point of view into chosen industry and technology trends, ensures they are shared with the wider practice/GCG in one of the various channels. Leads assignment thought leadership

• Ensures a track record is written up of own assignment and, where appropriate, ensures it is written up as a case study. Responsible for ensuring use in sales

Contribution to Practice/Wipro

• Continually delivers all Wipro admin in a timely manner (timesheets, appraisals expenses, etc.,) Demonstrates contribution to internal initiatives

• Ensures the team leverages IP and knowledge assets from the central knowledge repository of Wipro and GCG and promotes reuse

• Proposes new service offerings/capabilities

• Contribution towards go-to-market solutions to deliver tangible business outcomes or breakthrough in industry segment

• Coaches and mentors junior consultants

• Monitors and curtails talent attrition

• Drives engagement with other consulting and delivery teams to both enhance collaboration and help design and deliver tailored

• Client solutions with desired impact

• Demonstrates value by identifying and following through on innovation and thought leadership opportunities

• Creates reusable IP/assets and makes self visible as a thought leader

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Deliver

		**Strategic Objectives Parameter Description Measure(Select relevant measures/ modify measures after speaking to your Manager)Deliver growth in consulting revenues**

• Support business performance for direct consulting against relevant quarterly/annual targets

• Lead end-to-end sales cycle for specific pursuits

• Improve quality of consulting by flawlessly leading/delivering strategic advisory/transformation engagements along 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)

• No. of RFI/RFPs responses led/supported

• No. of strategic advisory and transformation engagements delivered

• No. of referenceable clients, testimonials

• Average CSAT, PCSAT across projects

    	**Generate Impact**
  

• Enable pull through business/ impact for Wipro through front end consulting engagements/deal pursuit/client relationships

• Number and value of downstream opportunities generated/converted for GCG and larger Wipro

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		**Grow market positioning**

• Elevate Wipro positioning in existing accounts through thought leadership and actively contributing to clients’ strategic transformations

• Lead the development of thought leadership/offerings/assets for the practice to support business growth

• Eminence and thought leadership 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

• Work with GCP/CCP/GCG Account Lead/Account team to grow consulting service portfolio, ensuring integration of propositions and collaboration across GCG

• Number of credible business side relationships built in client organizations

• Number & $ value of integrated consulting deals supported