BPM Pre-Sales Lead & Practice Manager

Position: Integration and BPM Pre-Sales Lead & Practice Manager, Bangalore

Experience: 10-12 years of experience

This position is within EAI/BPM practice of Mphasis to lead the RFPs, RFIs, overall bid process, customer presentation, consulting, CoE building & fulfilment support as per below defined responsibilities.

Responsibilities:

• Define and achieve annual / quarterly practice revenue impact targets working with Geo-sales and respective sub-Practice managers.
• Establish and own the lead management process qualification, prioritization based on profitability and potential, conversion rates, win/ loss analysis
• Collaborates with sales, delivery, technical and vertical teams to ensure proposed deals include technical solutions, winning themes that accurately address customer needs
• Assist overlay sales in supporting the named logo list of must-win prospects
• Assist marketing team in driving practice specific campaigns develop key messages, design relevant content
• Drive customer visits, pre-sales workshops and expertise presentations
• Collaborative with verticals pre-sales teams representing Analytics for large proposals which has multi-practice and technology involvement.
• Secures input from all necessary solution stakeholders and adapts solutions, as necessary.
• Conversion % for qualified leads and opportunity creation from the RFP and customer connects through overlay sales and sub-practices.
• Participate in short-term consulting engagements and pre-sales assessments/workshops
• Able to manage and run EAI/BPM CoE and build capability including solution accelerators and point solutions.
• Able to handle and manage the EAI/BPM pool management for internal fulfilment
• Support talent acquisition and talent fulfilment groups at Mphasis to meet all fulfilment needs for EAI/BPM at Mphasis

Mandatory Skills & Required Competencies:

• BE/MCA with 10-12 years of progressive experience with implementation and project execution background in Integration, API Management and BPM projects
• At least 4 years of implementation and consulting experience in any of the leading Integration, API Management and BPM technologies.
• At least 4 years of pre-sales experience with the end-to-end ownership of overall bid management and RFP responses for large Integration, API Management and BPM deals
• Excellent hands-on experience on Integration, API Management and BPM
• Good experience with automation tools is a plus.
• Proactively scope the technical solution required to address customer requirements, assesses customers’ stated and unstated needs, and recommends solutions that optimize value for both the customer and organization
• Maintains high customer satisfaction ratings and winning ratios
• A record of achievement and technical solution expertise in a comparable sales role.
• Experience in life cycle methodologies like Agile, Lean and waterfall
• Should be able estimate and cost Integration, API Management and BPM projects across these technology set - Java Microservices, APIGEE, MuleSoft, Dell Boomi, MS Azure Logic Apps, Cloud Integration platforms, Pega, Appian, Camunda etc. etc.)
• Experience in working with matrix organization with shared responsibilities
• Excellent communication skills, Problem solving, Analytical skills and people management skills