Job Description

Role Purpose

The individual will be responsible for growing, managing pipeline and engagement with governance at various levels (account/sector/country/ SMU), senior executive sponsor touchpoints, and go to market for Wipro s  partnership related services business. Individual will be accountable for meeting partnership metrics KPI s based on new pipeline growth, consumption, services ACV / TCV, skills & certifications. Responsible for ensuring that client needs are properly defined and proposals are developed to meet those needs in conjunction with account managers and Wipro Global Business Lines (iDEAS & iCORE). With the Wipro sales team, GBLs develops deep relationships with clients and partners to develop and grow the business.

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Roles & Responsibilities

• Own & drive the overall partnership business and Wipro partner relationship for the designated Sector/Geo
• Own and nurture the partner relationships (sales leadership, accounts, alliance) in respective Sector/Geo
• Own and deliver the partnership biz plan for the respective sector/Geo: OB/ Pipeline/Rank/ Initiatives
• Support GAE in proactive origination - Lead ideation for opportunities identified based on market potential and internal capability (beyond mere engagement during RFP responses)
• Perform joint A/c planning with partner (including Lighthouse, exclusive, and accounts with preferential treatment from partners)
• Set account vision, create investment plan and action plan to achieve revenue target and growth targets; Forecast revenue and run-off risks; identifies account-based marketing opportunities
• Leads the first conversation with client to share Wipro s perspective (e.g., Application modernization key trends, success factors, client s pain points) Invest time to understand the business problem and objectives

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• Drive Demand generation through proactive GTM initiatives on identified plays in chosen accounts within the sector/Geo
• Drive early alignment of partner to value propositions and opportunities
• Review current pipeline deficit undertake initiatives for proactive origination (ideation workshops to identify whitespaces, engagement with alliance partners on joint GTM etc.)
• Creates proactive ideas in partner portfolio
• Performance management - track account team KPIs across origination and conversion in line with growth aspirations for the sector/Geo
• Create opportunity in qTRACE
• Register opportunity with partner
• Engage with partner sales teams during pursuit
• Support proposal teams on top deals by facilitating partner engagement
• Work with partners for marketing funds, incentives, discounts, support, testimonials
• Capture and record business and partnership success stories
• Record N2P
• Create and own lifecycle of differentiated industry specific offering plays (including technology, services, process, commercial models) and associated pipeline build, working with practice teams & portfolio leader  (Optional Dual role)

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