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Google Market Development Leader (Hi-Tech, Energy & Utilities, and Manufacturing)

Company: Wipro Technologies
Location: New York
Posted on: November 26, 2022

Job Description:

Title: Market Development Leader - Americas 2DESCRIPTIONDo you have Cloud sales leadership experience shaping and positioning cloud as a digital transformation and innovation enabler for Fortune 500 enterprise organizations? Can you work equally well with partner and Wipro executives and technologists, shaping and leading highly visible, high impact sales pursuits that are transforming a company and potentially an entire industry?At Wipro Google Business Group, we're hiring a Market Development Lead for our Americas 2 Strategic Market Unit (SMU) geographic business covering industry verticals such as Hi-Tech, Energy & Utilities, and Manufacturing. The Google Cloud Market Development Leader will generate, source, pursue, and cultivate new business by nurturing relationships with Google Cloud's partner and field sales executives and through Wipro's direct go-to-market initiatives. This specific role will source and generate new business through our partnerships with Google Cloud. The ultimate measure of success in this role is the ability to build revenue generating relationships, evangelize Wipro's differentiation, collaborate with others, and manage the sourced deal flow to closed business.This role reports directly to the Americas Head of Goggle Business Group, Strategic Growth Office and is responsible for all aspects of Google Cloud partner management and business development for their verticals.What You'll Be Doing

  • Generate and source leads through the Google Cloud partner channel and field to evangelize the value of Wipro Google Cloud services
  • Nurture and qualify sourced leads by determining target clients with Google, defining the business problem and challenge, understand what Wipro Google Cloud services and solutions could help, and the timing in which the impact needs to be made.
  • Coordinate and assess each sourced opportunity by requesting necessary Strategic Marketing Unit (SMU) and Global Business Lines (GBL) resources needed for pursuit, providing context and guidance to the group, and leading the ongoing effort to quantify needs and build credibility with Google and the client.
  • Oversee the development of a compelling story and presentation about how Wipro will uniquely solve the client's problem and impact their business. Support the pursuit team in determining the best approach for delivery of the pitch and proposal materials for your sourced deal.
  • Drive the proposal efforts of your sourced deal by collaborating with the GBL team to develop scope, a completed statement of work, estimates, and all other related materials ensuring that everything is properly reviewed and approved. You will be responsible for ensuring everyone on your Google Cloud sourced deals stays on track and understands expectations.
  • The ultimate measure of success is sourcing and closing joint deals with Google. You are responsible for engaging with decision-makers, procurement, legal, etc. to push our proposal and differentiation through the Google channel and field for your sourced deals.
  • Successfully source and transition new client relationships to our vertical sales team in a healthy state to create opportunities for us to grow the relationship over time.We are looking for candidates who are passionate about:
    • Google Cloud Platform & the 'why Google' for our clients
    • Engaging with C-level executives to derive value from investing in Google
    • Identifying motivators/drivers for cloud adoption and unlocking business value for our customers
    • Strong Partner-first growth mindset to shape large transformation deals for clients
    • Innovation to drive differentiated Wipro vertical and horizontal solutions
    • Cost/Benefit modelling and creating compelling business cases for transformation
    • Leveraging and managing the wider Wipro eco-system
    • Support business development through proactive opportunity identification, proposition development, RFP responses
    • Relationship management and business development by being the excellent partner with our key account executives, lead pursuit teams for your sourced deals and participate with the proposal development process while supplying proposal pricing strategies
    • Generating cloud migration roadmaps and driving buy-in across complex organization structures
    • Collaborating with Wipro industry experts and global business lines to build and execute planPREFERRED QUALIFICATIONS
      • A Bachelor's degree: Master's / MBA degree preferred
      • 6-10+ years' experience in selling cloud services, including strategy, transformation programs and cloud technology implementations to key stakeholders, including Directors, VP, SVP and C suite.
      • Proven ability to articulate the value and business impact of Google Cloud Platform and associated services.
      • An established network of existing relationships in the Cloud space, ideally within Google.Be mobile and travel to client locations as needed. Estimated 25-50% travel requirement.

Keywords: Wipro Technologies, New York , Google Market Development Leader (Hi-Tech, Energy & Utilities, and Manufacturing), Other , New York, New York

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