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Wipro - Alliance Manager (5+ yrs)
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Written by MBA Jobs
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Wednesday, 05 May 2010 |
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Job Code: 14967
Location:
Role – Alliance Manager
Job Title – Alliance Manager
Experience Range – 60 – 120 months
Location – Bangalore
Qualifications –MBA from premier institute. Prior experience in alliances, sales and marketing roles in IT Industry is essential.
This position is directly responsible for developing and managing alliances with large multinational ISVs with the objective of -
+ Identifying any sales engagement opportunities and leads. Carry an alliance quota for direct and indirect order booking.
+ Responsible for Sell to and Sell through revenue through identified Alliance partners.
+ leveraging such alliances to promote and facilitate Wipro’s Telecom business unit sales & marketing efforts;
+ to enhance visibility, mindshare and credibility in the industry and market;
+ to enrich our customer value proposition;
+ and to facilitate interactions with such alliances for the purpose of solution delivery and customer delivery processes
* The main activities associated with the role include
o Lead and anchor building new/existing alliances with partner organizations based on direction/requirements from sales and practice groups.
o Anchor engagements with the partners on Sales, Joint marketing, GTM activities, technical initiatives, competency building and proof of concepts
o Lead the partner led sales engagements from initiation to deal closure.
o Identify incremental solution sales and professional services opportunities to/through partner organisation.
o Manage the alliance relationship and facilitate interactions of all Wipro Telecom groups including finance, legal, sales and marketing, Be the POC from the business unit
o Map and manage contacts with partners at all levels – including the CXO level in the alliance organisation. This includes delivering presentations, organizing briefing, arranging onsite visits, meetings etc. for the partner organisation
o Manage and facilitate transactions with various alliance partners pertaining to pricing, agreements, licensing, billing, deal structuring etc.
o Briefing on Wipro’s value proposition to these partners and attending to partnership related meetings and interactions. Ensuring “top of the mind recall” in the sales leaders of the Alliance partner.
o Attending partner seminars/events and keeping abreast of developments in partner organization/technology. Getting partner participation/sponsorships for Wipro marketing events
o Proactive market development initiatives through focussed campaigns and solutions leading to qualified lead generation.
Key Skills
+ Strong sales acumen
+ Negotiation & Analytical skills. Ability to structure contracts and deals.
+ Communication and Computer application skills
+ Knowledge of telecom ecosystem
+ Ability to multitask and work in large multi national remote teams
+ Ability to balance Strategic and tactical priorities
Please send your resume to sagar.raina@wipro.com
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