Job Description

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Role \xe2\x80\x93 AWS Global Partner Development Leader

Role Purpose

The purpose of this role is to drive focus on profitable growth through building and execution of a global partnership with AWS globally that mutually benefits both parties and provides transformational solutions to our clients.

About the Alliances Practice

• The Global Partner Development Leader is responsible for creating, managing and delivering upon an extremely ambitious hyper growth plan for Wipro services on the AWS platform.
• Achieve strategic, investment and outcomes alignment in the business plan with regards to growth ambition, developing differentiated offerings, capabilities and identifying industries / geos / customer segments for joint investments and joint GTM.
• Have intimate knowledge of AWS\xe2\x80\x99s offerings and their roadmaps, competitive strategies, organization structure and workings, and pre-existing relationships with the leadership of the technology firm. Should come with a strong track record and references.
• Build trust and a strong relationship between Wipro and the technology providers.
• Should be able to work in a matrixed and leveraged organization construct as a part of the Chief Growth Officer\xe2\x80\x99s portfolio - with go to market customer facing units of Wipro (SMU\xe2\x80\x99s) and practices and delivery teams of Wipro (GBL\xe2\x80\x99s) to design and deliver the business plan.
• Should help create a \xe2\x80\x9cpreferred partner\xe2\x80\x9d positioning for Wipro in the minds of the leadership and sales teams of technology provider. Elevate Wipro\xe2\x80\x99s positioning within the ecosystem of the technology provider.
• Should be self-driven, independent and a fairly balance between relationships, business and technology skills.

Roles & Responsibilities:

Enabling New Business Development through building and managing partnerships with alliances * Draw upon deep understanding of complex market dynamics to identify and drive solutions with the partners for clients

• Develop and leverage professional and personal networks within the geography to gain market intelligence and opportunities to leverage upcoming technologies and capabilities in the geographies
• Structure appropriate partner models to achieve mutually beneficial business results and drive execution of related partnership agreements
• Effectively manage an assigned territory and achieve lead generation targets
• Secure the necessary internal and external stakeholder support across involved teams and business units, including local partner management and sales teams
• Evangelize, engage, and enable partners to pursue \xe2\x80\x9cwin-win\xe2\x80\x9d partner business plans and models that support and promote the enterprise strategic agenda and leverages the internal digital business transformation portfolio
• Identify and empanel appropriate partners to develop and execute strategic initiatives in support of areas under digital and transformation
• Foster development of partner services capacity in growth areas and spearhead efforts to drive product adoption in current client portfolios
• Plug in Wipro domain knowledge and leverage it to create business and revenues through differentiated methodology
• Facilitate development of joint solution and/or technology roadmaps (depending on nature of partnership) with alliances
• Lead negations on product pricing and discounts with partners to ensure maximum benefit for clients and accounts
• Collaborate with sales leaders and teams to provide partner opportunities that add value to our current customers, identify incremental customer opportunism and assist in current sales pursuits where directed by the customer
• Execute the strategic business development plan for/with alliances while working with all its key internal stakeholders/teams (e.g. sales, delivery, legal, finance, etc.)

• Develop, Drive & Lead the GTM Strategy for all Alliances/Partnerships
• Develop and drive the annual Go-To-Market strategy for the alliance business with senior leadership
• Develop and lead the successful execution of joint go-to-market activities with Strategic Partners and sales teams
• Collaborating with internal and external teams of partner organizations to foster links and businesses
• Work with existing partners and alliance organizations to define and execute GTM programs like joint roadshows, campaigns, products for revenue generations
• Work closely with alliances to identify current trends in the market and develop themes linked to it for better results
• Co-create services which can act as market differentiator to seize new opportunities and market
• Support sales effort to acquire new logos by showcasing practice thought leadership, providing solutions and capability under the area of transformation
• Collaborate with leaders and business partners to provide strategic and operational plans associated with transformation products/solutions
• Shape the value proposition through development of case studies, point of views, proofs of concept and other collaterals to show case the business benefits
• Facilitate client workshops to identify new opportunity spaces, ideate new solutions, or develop new capabilities
• Serve as a collaborative luminary for representing strategic partner capabilities across the company\xe2\x80\x99s other strategic relationships, proactively sharing best practices and mentoring/advising on products/solutions
• Leading efforts to increase alignment, mutual understanding, and trust between collaboration participants, including activities such as the kickoff event and periodic collaboration team events
• Drive co-innovation initiatives with selected Strategic Partners in identified Industries and geographies
• Identify specific customer segments and industry verticals to approach with a joint value proposition for using various internal and partner products
• Partner with the Marketing team to drive branding and marketing activities such as round table sessions, networking events etc. to showcase capabilities, market service offerings and seek market intelligence

• 3. Ensure Operational Excellence through Effective Partnership Governance & Management
• Plan and manage the strategic partnership to foster new product development to achieve planned business outcomes
• Build and manage strong industry relationships with assigned and empanelled partners
• Ensure effective preparation, briefing, alignment, and execution of all alliances/partnerships for key executive meetings and board updates
• Ensure effective partner engagement across board areas, geographies, and business/ market segments
• Qualify and register the partners in the client as well as internal portals for business development and database
• Ensure the NDAs are signed with all partners before registering/empanelling them on the internal Portal
• Collaboratively work on improvements to enhance the customer experience at each level of the cycle
• Create, review and get signoff to all partner agreements as per internal compliances and protocols
• Manage the day-to-day interactions/operations with partners/vendors
• Manage partner escalations, potential risks or early warning signs and drive issue resolution effectively
• Lead co-selling with partners to close sales opportunities and interact with direct sales on the Partner engagement model
• Work directly with marketing team to develop channel marketing program, including enhanced partner website portal, partner product certification and training, collateral, etc
• Drive and track stages from order booking to order fulfilment to invoicing realization for own geographies
• Understand the technical requirements of our customers and work closely with the internal development teams to guide the direction of our product offerings for the healthcare industry
• Present business reviews to the senior management team regarding progress and roadblocks to expanding our reach in the industry
• Openly embrace and capitalize on the winning practices of others to drive continuous improvement in the partnership management process

Key leadership characteristics include:

• Understanding the Business - Knows the business and the mission-critical technical and functional skills needed to do the job; understands various types of business propositions and understands how businesses operate in general; learns new methods and technologies easily.
• Making Complex Decisions - Can solve even the toughest and most complex of problems; great at gleaning meaning from whatever data is available; is a quick study of the new and different; adds personal wisdom and experience to come to the best conclusion and solution, given the situation; uses multiple problem-solving tools and techniques.
• Acting with Character - Is a person of high character; is consistent and acts in line with a clear and visible set of values and beliefs; deals and talks straight; walks his/her talk; is direct and truthful but at the same time can keep confidences.
• Being Open and Receptive - At ease and relaxed; easy to talk to and get to know; listens attentively; is an open book; has a positive sense of humor; deals calmly with stress and gives people a chance to catch up.
• Managing Diverse Relationships - Relates well to a wide variety of diverse styles, types, and classes; open to differences; effective up, down, sideways, inside, and outside; builds diverse networks; quick to find common ground; treats differences fairly and equitably; treats everyone as a preferred customer.
• Being Organizationally Savvy - Manoeuvres well to get things done; maze bright; knows where to go to get what he/she needs; politically aware and agile; knows what the right thing to do is; presents views and arguments well.
• Resilient - fearlessly takes on all issues, challenges, and people; comfortably confronts and works through conflict; delivers negative feedback and messages without hesitation; deals promptly and fairly with problem performers; lets everyone know where they stand; thrives in crises and is energized by tough challenges; not afraid to make negative decisions and take tough action; challenges the status quo.

Qualifications:

PROFESSIONAL EXPERIENCE/ QUALIFICATIONS

Experience:

• Experience: 20 \xe2\x80\x93 25 years of senior leadership experience within a professional services or technology organisation with a demonstrable track record of delivering results.
• Driving the business strategy; building the ecosystem for revenue generation; and a strong track record of growth will be critical pre-requisites for the role.
• A deep customer-centric approach is a critical must-have, and the leader will have a proven track record of growing accounts or practices, meeting or exceeding revenue, profitability, customer, and employee satisfaction targets.
• Should have worked for Best in Class Organisations, with a strong personal track record
• Forward thinker who understands the impact of new technologies and identifies how to be commercially innovative
• Strategic mind-set, can quickly assimilate the scale & complexity and challenge the status quo to deliver efficiencies
• The individual will be an independent, dynamic, high-energy personality with strong interpersonal, influencing and relationship skills
• Ability to build, develop and retain a world class management team
• Manage relationships with Customers, Analysts and other stakeholders, both internally & externally
• Experience working with AWS\xe2\x80\x99s partner ecosystem

Education:

• Bachelor\'s degree in engineering, business, or an equivalent in a related field.

Wipro