Associate Director - HEAD OF PARTNERSHIP/ALLIANCES

City: Bengaluru

State/Province: Karnataka

Posting Start Date: 2/12/26

Wipro Limited (NYSE: WIT, BSE: 507685, NSE: WIPRO) is a leading technology services and consulting company focused on building innovative solutions that address clients' most complex digital transformation needs. Leveraging our holistic portfolio of capabilities in consulting, design, engineering, and operations, we help clients realize their boldest ambitions and build future-ready, sustainable businesses. With over 230,000 employees and business partners across 65 countries, we deliver on the promise of helping our customers, colleagues, and communities thrive in an ever-changing world. For additional information, visit us at www.wipro.com.

Job Description:

About The Role

Wipro Engineering - Connected Services is seeking a seasoned leader to lead an alliance organization to support the business. The technology alliances leader will can drive the growth of our business by building and managing strategic partnerships with leading tech companies. You will be responsible for identifying, negotiating, and executing high-impact deals that create value for our customers, partners, and ourselves. You will also work closely with our product, sales, marketing, and engineering teams to ensure alignment and collaboration across the organization. This leader will be responsible for the strategy, execution, and expansion of strategic alliance partnerships across the business, supporting our vertical focus in Healthcare, Telecom, Industrial, Retail, Hospitality and Software. This role will drive all solutions and partner Go-To-Market opportunities in these targeted verticals and own the strategic alliance partnerships. Focus will be on scaling partnerships with hyper-scalers, ISV's, and platform companies. The primary accountability is the development of formal partner relationships that grow revenue, market presence and our capability set. This role will work in partnership with our Business Unit leaders, Product Services & Platform team as well as the sales and marketing organizations to determine the right partnerships and approach to alliance solutions.

Your Team:

This role will carry a team of 1-2 resources and will have a lot of indirect influence on Sales teams, PL, and BU Heads and collaborates very closely with these teams.

What Will You Do:

• Develop and execute a partner strategy that supports our growth objectives and vision
• Identify, qualify, and prioritize potential technology partners that can enhance our product offerings, expand our market reach, and generate revenue opportunities
• Manage and nurture existing partner relationships to ensure satisfaction, retention, and growth
• Coordinate and collaborate with cross-functional teams to ensure successful partner integration, launch, and support
• Track and measure the performance and impact of each partnership and provide regular feedback and reporting to internal and external stakeholders
• Create a strategic plan for alliance development and growth
• Create a systematic, process-driven approach to partner outreach and relationship management.

• Collaborate with senior management and other teammates to align our internal goals with new and existing partner relationships that includes Product, Business Unit leaders and marketing
• Establish connects with the senior partner executives and manage HARMAN DTS and Partner stakeholder relationships
• Identify and source partnership opportunities to open net new opportunities for DTS
• Leverage the partner relationship to improve win rates within DTS leads and opportunities for both existing and net new deals
• Build strategic alliances to enhance the sales efforts, with a focus on Healthcare (with a focus on Pharma/med devices), Communications (HiTech, Service Providers/Semi-conductor), Industrial (IIoT, Smart Manufacturing), Retail, Software and Hospitality

• Manage and expand key stakeholder contact network with assigned Alliance Partner(s) and work closely with internal teams to identify and expand networks
• Research partners, identify key players, and generate interest.
• This role will be measured on the new biz development/generation, ACV, Revenue, and TCV generated through the new Alliances and growth in the current Alliances.
• Establish an exclusive Go-To-Market model with the alliance partners for specific industries and solutions
• Enable Partner or Market Development funds through the partners for marketing and product development
• Work with marketing to establish industry thought leadership with the partner organization

• Minimum of 10 years in enterprise business-to-business (B2B) software experience in sales, OEM, business development, channels, alliance, product marketing, and partner marketing roles.
• 5 plus years in Alliance management role with in-depth knowledge of key partner contacts and business models
• Recognized as a leader in Alliance management within the industry
• Deep knowledge of AWS, Microsoft, Google Cloud Platform, Oracle Cloud Infrastructure and other cloud platforms, services, and ecosystems
• Excellent communication, presentation, and negotiation skills
• Established contacts with leading enterprise technology providers (Amazon, Microsoft, IBM, Google, Sales Force, etc.)
• Track record of structuring and executing complex large sales contracts.
• Superior strategic thinking, marketing, product, and sales skills.

• Ability to establish and manage trusted relationships with senior business leaders.
• Strong project management background and enterprise software expertise.
• Solid understanding of sales, channel sales, & M&A, as well as experience in developing and executing partner marketing plans.
• Customer-focused and partner advocate.
• Exceptional leadership, interpersonal and teaming skills.
• Hands-on, self-directed executive, who plans, prepares, and executes professionally.

• Ability to work well with limited supervision and limited resources
• Track record of success.
• Engineering and R&D or Product Management preferred.
• Experience working with the global delivery role

• Ability to travel either domestically or internationally.
• Any offer of employment is conditioned upon the successful completion of a background investigation