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
Business development
Thought Leadership
Contribution to Practice/Wipro
Display
Lists the competencies required to perform this role effectively:
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 |
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Personal Attributes
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' 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 |