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 partne