Wipro AWS Americas Market Development Lead

Title: Wipro AWS Americas Market Development Lead

DESCRIPTION

Do you have IT leadership and/or consulting experience with Fortune 1000 enterprise organizations across cloud and emerging technologies? The Wipro's AWS Partner Management team is responsible for building strategic vision for customers for their journey to cloud. At Wipro, we lead with our 5 habits (Being Respectful, Being Responsive, Always Communicating, Demonstrating Stewardship, and Building Trust) - these guide us in how we obsess over our customer's outcomes and how we treat our employees.

Wipro's AWS Partner Management team is hiring for Market Development Lead to lead our Americas Strategic Market Units (SMU) geographic business. In this role, you will represent the entire portfolio of AWS products, services, and solutions across the strategic accounts you manage within the Global/Enterprise customer market segment. With Wipro, our customers benefit from the fastest pace of innovation, the broadest and deepest functionality, the most secure computing environment, and the most proven operational expertise. You will represent both Wipro and AWS in this role as a key contributor to the customer's journey to cloud. Our team takes pride in leading customers through an accelerated and innovative cloud journey and creating long-term business relationships built on trust.

• As a Market Development Lead, you will drive digital transformation through meaningful engagement with C-level executives, IT leaders, architects, developers, and various lines of businesses of your customers.
• Grow, manage pipeline with governance at all levels (account, country, business line, etc.).
• Drive differentiation for Wipro through vertical and horizontal solutions built on AWS.
• Support business development through proactive opportunity identification, proposition development, and sales campaigns.
• Build strategic relationships by being a partner with our key account executives, lead pursuit team and participate with the proposal development process.
• Generating cloud migration roadmaps and driving buy-in across complex organization structures.
• Create and collaborate with Wipro industry experts and global business lines to build account-based growth plans.
• Achieve targets of qualified pipeline growth to mature to booked revenue.

• Deep knowledge in AWS offerings, go-to-market strategy, and cloud methodologies. AWS certification(s) preferred.
• Experience in a range of cloud migration discovery, profiling, migration, and operations technologies and tools.
• Managing executive customer relationships and key business stakeholders both at the partner and end customer
• A proven track record of managing and delivering large-scale enterprise IT projects.

• 15+ years of direct sales or business development in software, cloud or SaaS markets selling to C-level executives experience.
• 15+ years of business development, partner development, sales, or alliances management experience.
• Has proven customer success in the enterprise market.
• Worked on data center migrations or cloud migrations with AWS.
• Excellent written and verbal communication skills.
• Demonstrated ability to think strategically about business, product, and technical challenges.

• AWS certification
• Track record of conducting a cloud transformation as an AWS customer or consulting with a customer in their own AWS transformation
• 5+ years of building profitable partner ecosystems experience.
• Experience developing detailed go to market plans.

• New Leads created per month (also, from what source).
• Number of qualified sales opportunities created per month.

• The total dollar amount of new qualified pipeline generated this week, month, this quarter (the best indicator of future revenue).

• Percentage conversion rate of leads to qualified opportunities.
• Total bookings or revenue (broken out by "New Business," "Add-On Business," or "Up-Sell.")
• Win rates. What percentage of new pipeline resulted in won deals?