Salesforce Partner Alliance

The purpose of this role drive focus on profitable growth through building and execution of a technology partnership in a geography that mutually benefits both the parties and provide transformational solutions to the clients 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 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 “win-win” partner business plans and models that support and promote the enterprise strategic agenda and leverages the internal digital business transformation portfolio 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 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 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 regional leadership Develop and lead the successful execution of joint go-to-market activities with Strategic Partners and sales teams Work with existing partners and alliance organizations to define and execute GTM programs like joint roadshows, campaigns, products for revenue generations 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 Facilitate client workshops to identify new opportunity spaces, ideate new solutions, or develop new capabilities Leading efforts to increase alignment, mutual understanding, and trust between collaboration participants, including activities such as the kickoff event and periodic collaboration team events 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 Ensure Operational Excellence through Effective Partnership Governance & Management Build and manage strong industry relationships with assigned and empaneled partners Ensure effective partner engagement across board areas, geographies, and business/ market segments 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 presales/ practice teams to guide the direction of our product offerings for the industry Present business reviews to the senior management team regarding progress and roadblocks to expanding our reach in the industry