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
• 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
• 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
• 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
• 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

Benefits

• Generous family leave
• Matched donations
• Annual learning stipends
• Flexible PTO
• Competitive retirement plan
• Paid volunteer time- 10-15+ years in partner management, alliances, or ecosystem roles within enterprise software and/or consulting/implementation services
• Experience working with Wipro and/or developing strong relationships at all levels
• Experience supporting partner-involved deal and proposal motions, including identifying and aligning partners to pursue opportunities
• Experience leveraging AI tools into work processes, decision-making, or problem-solving—including AI-powered tools and workflow automation
• 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
• Strong understanding of partner-led and co-sell sales motions, including all routes to market
• Proven ability to collaborate and influence across multiple internal teams in complex, matrixed operating models
• Strong communication skills with the ability to align stakeholders on roles, expectations, and execution plans
• Familiarity with partner lifecycle management, partner experience and productivity drivers, and partner performance measurement