Title: Wipro ServiceNow Business Group Market Development Lead

DESCRIPTION

Do you have sales leadership experience spanning enterprise service management and IT, employee or customer workflows and emerging technologies to Fortune 500 enterprise organizations? Can you shape the market for digital transformation with disruptive technologies like SaaS for enterprise workflows? Have you built and led successful IT service management or employee and customer workflow sales teams? Can you work equally well with executives and technologists, shaping and leading highly visible, high impact sales pursuits that are transforming a company and potentially an entire industry?

At Wipro ServiceNow Business Group, we're hiring a Market Development Lead for our A1 / A2 Strategic Market Units (SMU) geographic business. This person will be responsible for growing and managing pipeline and engagement with governance at all levels (account, country, SMU, Wipro), senior executive sponsor touchpoints, and go to market for Wipro's ServiceNow related services business. You will be accountable for meeting partnership metrics KPI's based on new pipeline growth, consumption, services ACV / TCV, skills & certifications. Responsible for ensuring that client needs are properly defined, and proposals are developed to meet those needs in conjunction with account managers and Wipro Global Business Lines (iDEAS & iCORE). Working with the Wipro sales team and GBL, develop deep relationships with clients and partners to develop and grow the business.

The person will have a broad range of skills to lead a team of sector-aligned market development leaders to engage with the IT and business executives of our customers and advise them on the right technical & non-technical changes required in their journey with ServiceNow.

We are looking for candidates who are passionate about:

• Engaging with C-level executives to define Enterprise ServiceNow workflow strategies
• Identifying motivators/drivers for SaaS workflow adoption and unlocking business value for our customers
• Strong growth mindset and shape large transformation deals
• 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 team 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 plan

Candidates should have experience in the following areas:

• Having held a senior sales or alliance experience with the ServiceNow platform
• Achieved new bookings quota (depends on assignment)
• Achieved forecasted revenue and margin expectations
• Managing executive customer relationships and key business stakeholders both on the partner and end customer side
• A proven track record of managing and delivering large-scale enterprise IT projects