Job Description

:Role PurposePrincipal Consultants are expected to have a deep area of consulting expertise, with a good understanding of the clients 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.DoConsulting 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 xe2x80x98well 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 Wipros 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

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

DisplayLists the competencies required to perform this role effectively:

• Functional Competencies/ Skill
• Agile knowledge- in depth understanding of Agile tools, methodology, principles- Masters
• Industry/Domain knowledge- Awareness and knowledge of broad economic, demographic, technological and global trends within Industry-Expert

• Leveraging technology- Knowledge of current and upcoming technology (automation, tools and systems) to build efficiencies and effectiveness in own function/ Client organization- Competent

Competency LevelsFoundation

• 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

MasterPersonal 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 and verbal communication/presenting skills
• Works without supervision, leading work streams/teams, takes responsibility for time cost delivery
• Expands responsibility on own initiative and demonstrates adaptability and flexibility
• Building a personal brand and recognized as subject matter expert in the area of specialization
• Recognised as strong networker with demonstrable and effective relationships across the Wipro organization
• Timely compliance to people management processes such as G&Os, appraisals, WLQ and training plans. Works to becoming a thought leader with increasing visibility internally and externally

DeliverStrategic ObjectivesParameter DescriptionMeasure(Select relevant measures/ modify measures after speaking to your Manager)Deliver growth in consulting revenuesxc2xb7 Support business performance for direct consulting against relevant quarterly/annual targetsxc2xb7 Lead end-to-end sales cycle for specific pursuitsxc2xb7 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 communicationsxc2xb7 % Revenue Achievement (actual vs. target)xc2xb7 % of Personal Utilisation Achievement (against target)xc2xb7 No. of RFI/RFPs responses led/supportedxc2xb7 No. of strategic advisory and transformation engagements deliveredxc2xb7 No. of referenceable clients, testimonialsxc2xb7 Average CSAT, PCSAT across projectsGenerate Impactxc2xb7 Enable pull through business/ impact for Wipro through front end consulting engagements/deal pursuit/client relationshipsxc2xb7 Number and value of downstream opportunities generated/converted for GCG and larger WiproGrow market positioningxc2xb7 Elevate Wipro positioning in existing accounts through thought leadership and actively contributing to clients strategic transformationsxc2xb7 Lead the development of thought leadership/offerings/assets for the practice to support business growthxc2xb7 Eminence and thought leadership demonstrated through content, citations and testimonialsxc2xb7 Number of white papers authored, evidence of assets like Repeatable IP, Frameworks & Methods authored/contributedxc2xb7 Number of senior level thought leadership sessions/ roadshows with clients and industry forums delivered from the front1xc2xb7xc2xb7Provide consulting leadership to accountsxc2xb7 Generating growth and integration across the consulting services, growing client relationship profile and supporting the achievement of the Wipro-wide account objectivesxc2xb7 Work with GCP/CCP/GCG Account Lead/Account team to grow consulting service portfolio, ensuring integration of propositions and collaboration across GCGxc2xb7 Number of credible business side relationships built in client organizationsxc2xb7 Number & $ value of integrated consulting deals supportedGrow the consulting talentxc2xb7 Grow consulting team talent at B3 and below levels in line with business demand and in line with Consulting Competency Frameworkxc2xb7 Meritocracy and Actions: Number of consultants rewarded/recognizedxc2xb7 Cross- Skilling - Numbers of reporting consultants worked on joint projects cutting across the different practices within GCGxc2xb7 Self Development - Min 32 hrs on training in a year. Combination of online and classroom.Build the consulting communityxc2xb7 Individual contribution to People Development and Collaboration Effectiveness to the level expected of others performing this Rolexc2xb7 Distinct participation in and demonstration of:xc2xb7 Collaboration across GCG - through the contribution to cross-practice offerings, sharing of best practices/industrial/technological expertise, sharing of talent poolxc2xb7 Knowledge Management - Number of webinars/knowledge sharing/thought leadership sessions conducted, Number of Assets owned and contributed to Consulting CentralInfra Cloud Computing Consulting

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