Job Description

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Role Purpose

Principal Consultants are expected to have a deep area ofconsulting expertise, with a good understanding of the client\xe2\x80\x99sbusiness 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 \xe2\x80\x98well rounded\xe2\x80\x99 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\xe2\x80\x99s 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

%Revenue Achievement (actual vs. target)

% ofPersonal Utilisation Achievement (against target)

No. ofRFI/RFPs responses led/supported

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\xe2\x80\x99 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 \xe2\x80\x93 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

SAP FI - Vendor Invoice Management

Wipro