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Extended Go To Market
1900000714 Requisition #
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Job Description:
  • Positioning Wipro as the preferred partner of choice in the Partner technology.
  • Responsible for generating Alliance influenced OB, pipeline and Leads.
  • Target includes License OB and pipeline, Services OB and pipeline.
  • Aligns closely with the regional sales teams to ensure the identification, pursuit, closure, and tracking of customer opportunities in the technologies related to that alliance.
  • Responsible for ensuring partner incentives, commissions paid to Wipro for influence deals etc.
  • Conversion of Leads from Alliance Partner to Opportunities and wins.
  • Value of Business Development Fund generated for Wipro by Partner.
  • Focus on 36O-relationship bringing in Professional services for Wipro from the partner.
  • Ensuring Participation of Alliance Partner in Wipro events.
  • Working with the Practices to ensure competency building with help of the Partner.
  • Evangelize Partner within Wipro.
  • Evangelize Wipro within Partner Organization.
Knowledge and Skills Required:
  • Leadership skills to manage partner effectively.
  • Ensuring that partner is listed in the Vertical account plans.
  • Deep understanding of the partner products, competing vendors to provide differentiation in value propositions, RFP’s, business model etc.
  • Effectively sells company offerings by building strategic relationships with partner senior management, principles and decision makers.
  • Develops strategic plans with the partner to grow the size of the business and Wipro’s share in the partner’s business pie.
  • Works effectively with SL’s/VH’s to ensure coordinated efficient partner management.
  • Ability to leverage partner sales team for joint GTM for specific accounts.
  • Coordinates and directs efforts across company sales teams w.r.t to GTM for partner technology.

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