Wipro - Alliance Manager

Role Dimensions of an Alliance Manager:

- Execute the strategic business plan for partner alliance program for the region - measured by collaborative license revenue (influence revenue, no resell) and joint opportunity pipeline. Partnership should be amongst the Top 3 Global Systems Integrators and National System Integrators (GSIs & NSIs) for Microsoft in the region measured by size of joint revenue parameters.

Impact of alliance program on Wipro revenues – measured by alliance influence on Wipro services order bookings

- Build key relationships with Microsoft and Wipro field teams and with customers to whom to sell - measured by partner executive connects, Wipro field connects and customer connects in the region

- Building a predictable pipeline of joint opportunities via differentiated proposition to the customer - measured by partner sourced revenue from joint solutions and performance against solution business plans

- Conduct Pro-active Joint Account Planning Sessions for key accounts with opportunities - measured by preparation of joint account plans and plan achievement against target

- Consistently message the alliance value proposition and strategic direction internally and externally - evaluated by Wipro's choice as a preferred partner in the region and measured by joint strategic initiatives in play, executive connects in the region

- Own the relationship map, and drive and monitor cadence meetings, both with Partner field teams and with Wipro internal field & practice teams - measured by partner feedback, executive connects, QBRs

- Recommend, direct and drive partner sales and marketing campaigns - measured by joint GTM initiatives, events and commensurate pipeline & conversions

- Develop a thorough understanding of partner products, roadmap, strategic direction and provide inputs to deals and engagements - measured by alliance influence on Wipro order book, represent Wipro at partner & industry forums and events in the region

- Influence and facilitate global cooperation for complex multinational partner initiatives

- Drive account level connects for Global accounts which have a downstream US level account for both partner and Wipro

- Participate in sales and delivery escalation resolution jointly with partner organization

- Drive execution of all compliance activities associated with the relationship in the region

- Manage all reporting requirements and performance metrics such as pipeline and revenue

Ideal candidate should have the following attributes:

- 10+ years experience in Infrastructure and Application area on the Microsoft Technology ecosystem is a must. Should have ideally spent time in large enterprise engagements or in sales leadership roles in the region with specific focus on Microsoft Technologies.

- Good understanding of the Microsoft field sales structure in the Continental Europe, Regions, Countries, and Subsidiaries is necessary. Familiarity with the Microsoft field leadership will be valuable. Connections with ATU, STU and PTU will be valuable in the region.

- Good understanding of Microsoft technologies like System Center, Azure, Sharepoint, SQL, O365 in areas of Business Intelligence, Private Cloud, Public Cloud will be valuable

- 2+ of experience in Alliance Management will be good to have. Microsoft field sales experience will be valuable.

Track-record of performance in achieving revenue or P&L goals will be valued.

- Candidate should be comfortable in dealing with senior level executives from Microsoft and clients.

Should be able to work with the business heads within Wipro; previous experience in holding relationships at CxO level will be valued

- Candidate should be comfortable in working across stakeholders from within the company and should be able to build working relationships with Vertical and Practice sales teams within Wipro

- Comfortable in internal stakeholder management in a large global organization – experience in sales, sales support roles in large global organizations will be valuable

Self-driven, Initiative taker, Analytical, Thought leadership, communication and collaboration skills are utmost essential

- Commercial and business acumen are necessary

- Good communication and networking skills are necessary

- Previous experience as an alliance manager in particular with other Global System Integrators will be valuable

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