Partner Manager - Wipro

The Partner Manager, is an individual contributor role responsible for the health, performance, and go-to-market execution, strategy and execution at WIPRO. Working directly with the Global WIPRO Partner Leader, this role translates joint global strategy into practice strategy and execution —engaging partners in co-sell motions, pipeline development, and customer delivery.
The Partner Manager operates cross-functionally alongside the Product Group, Field Sales, Enablement, Marketing, and Technical Partner Advisors (PTAGs) to ensure Wipro are activated at the right time for the right opportunities and across the Wipro teams. This role focuses on partner growth, sales effectiveness, and scalable execution across ServiceNow's routes to market.
Partner Engagement & Pipeline Execution
Own end-to-end partner lifecycle management for WIPRO, including joint business planning, GTM execution, and performance tracking
Own NNACV targets across sourced and influenced motions (sell-to, sell-with, sell-through).
Drive strategic pursuits, new logo acquisition, and pipeline expansion through close ServiceNow-Wipro collaboration.
Drive partner pipeline development and deal progression in close collaboration with field sales
Engage the right WIPRO teams in active customer opportunities, including proposal situations requiring partner collaboration
Generate new business in existing accounts, new markets, and net new logos through partner-led and co-sell motions
Cross-Functional Collaboration
Operate as a defined participant in cross-functional RACI models covering customer lifecycle and implementation motions
Align with internal stakeholders on roles, responsibilities, and execution across delivery and implementation activities
Partner to align sales plays to routes to market and guide partners on how to position and sell ServiceNow
Coordinate with Marketing to develop joint demand generation campaigns that drive co-sell pipeline
Partner Readiness & Governance
Conduct quarterly and bi-annual business reviews, governance forums, and milestone tracking with WIPRO
Coach and enable WIPRO teams —remotely and in person—building senior-level relationships and managing partner risk
Advise WIPRO on market, geographic, and route-to-market expansion, including new buying centers and customer segments
Track performance metrics and readiness indicators; escalate risks proactively to minimize business impact
Act as the primary partnership advocate across sales, product, customer success, marketing, and leadership teams to ensure consistent execution and impact globally.
Success Measures
WIPRO pipeline growth and revenue contribution (sourced and sell-through NNACV)
Expansion into new markets, buying centers, and net new logos
Partner engagement quality: early activation in customer opportunities and proposal motions
Build trusted relationships with senior executives, align priorities across complex organisations, and mobilise stakeholders around shared business outcomes.
Embed AI across GTM, solution development, and operational governance. Champion AI-driven, scalable ways of working and accelerate adoption of AI-native business models.
To be successful in this role you have:
Experience in leveraging or critically thinking about how to integrate AI into work processes, decision-making, or problem-solving. This may include using AI-powered tools, automating workflows, analyzing AI-driven insights, or exploring AI's potential impact on the function or industry
10-15+ years in partner management, alliances, or ecosystem roles within enterprise software and/or consulting/implementation services
Experience leveraging AI tools into work processes, decision-making, or problem-solving—including AI-powered tools and workflow automation
Familiarity with partner lifecycle management, partner experience and productivity drivers, and partner performance measurement
Experience supporting partner-involved deal and proposal motions, including identifying and aligning partners to pursue opportunities
Experience working with Wipro and/or developing strong relationships at all levels
Strong communication skills with the ability to align stakeholders on roles, expectations, and execution plans
Proven ability to collaborate and influence across multiple internal teams in complex, matrixed operating models
Strong understanding of partner-led and co-sell sales motions, including all routes to market

Employment type
Full-time

Work arrangement
Yes