AWS Market Development Lead

at  Wipro Limited

DESCRIPTION

Do you have IT leadership and/or consulting experience with Fortune 500 enterprise organizations across a cloud and emerging technologies? Are you a consultant that can transform how an enterprise views and uses IT with disruptive technologies like AI, Data and cloud computing? Have you built and led successful, global IT consulting practices? Can you work equally well with executives and technologists, shaping and leading highly visible, high impact engagements that are transforming a company and potentially an entire industry?
Wipro’s AWS Partnership is hiring a AWS Market Development lead for our DACH business. We’re looking for an energetic and inspiring leader to drive business growth and innovation forward while putting customer success at the forefront of our business.
The ideal candidate will be responsible for AWS relationship, business development and go to market for Wipro’s AWS related services business in the DACH region. You will be responsible engaging AWS early, ensuring clients’ needs are properly defined and proposals are developed to meet those needs in conjunction with account managers. Work closely with wider Wipro Global Business Lines (GBL), AWS and ISV partners, to proactively position fields of play during the sale cycle. Be accountable for the AWS DACH GTM strategy, sales enablement, key deal pursuits and order booking results.

CANDIDATES SHOULD HAVE EXPERIENCE IN THE FOLLOWING AREAS:

• Business Development experience for a consulting company operating in Cloud professional services, perhaps in a sales role or as managing consultant or similar client-facing role.
• Achieved new bookings quota, forecasted revenue and margin expectations.
• Comfortable in ambiguity and being part of a small, dynamic team, able to work autonomously but also an effective team player.
• Managing executive customer relationships and key business stakeholders.
• A proven track record of shaping large-scale enterprise IT projects.
• Have deep expertise in AWS offerings, migration tools and cloud methodologies.
• Handling large cloud transformation programs/projects, with the ability to lead and adapt existing approaches / methodologies based on emerging standard methodologies for immediate use.
• Advanced market analysis skills and experience with principles of technology design and implementation to guide cloud strategy development.
• Familiarity with compliance & security standards across the enterprise IT landscape.
• Experience in a range of cloud migration discovery, profiling, migration, and operations technologies and tools.
• Knowledge on cloud native application architectures such as micro-services and full-stack development.

BASIC QUALIFICATIONS

• A bachelor’s degree.
• Experience working on data center migrations or cloud migrations with AWS
• Demonstrated industry leadership in the areas of IT operations, cloud computing, IT strategy, business architecture, or enterprise architecture
• Excellent written and verbal communication skills, including group leadership and executive presentations.
• Located near a major Wipro office; be mobile and travel to client locations as needed. Estimated 25-50% travel as needed.
• Demonstrated ability to think strategically about business, product, and technical challenges coupled with strong program management capabilities.

PREFERRED QUALIFICATIONS

• AWS certification(s)
• Track record of conducting a cloud transformation as an AWS customer or consulting with a customer in their AWS transformation
• Master’s/MBA degree preferred

• Work closely with Wipro leaders to coordinate SMU efforts across FSC teams, wider Wipro GBLs, to establish clear strategy, priorities and execution plan to drive AWS partnership growth on focus and hunting accounts
• Research and identify new business opportunities, building strong sales pipelines, enhancing customer onboarding and AWS partner enablement programs.
• Work with and advise account management teams on solution selling and establishing executive relationships in their accounts.
• Identify customer motivators/drivers for Wipro industry solutions, cloud adoption and unlocking business value for our customers jointly with AWS.
• Proactively support co creation of transformational engagements with client using Wipro solution studios, to accelerate wins.
• When required generating cloud migration roadmaps and driving buy-in across complex organization structures.
• 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.
• Develop and position field of plays offerings during the sale life cycle.
• Support cost/benefit modelling and help with creating compelling business cases for transformation by leveraging various AWS funding programs.
• Build and maintain relationships with AWS at all levels to influence their long-term strategic direction with Wipro.
• Manage day to day execution and weekly deal growth pipeline.