Deal Desk Specialist

Wipro Limited • Bengaluru, Karnataka, India • 1w ago

Job Description

Key responsibilities: VAR deal desk will be working dedicatedly to position resell business as value adding business and ensure seamless Operations by establishing robust governance mechanism to track and support resell deals throughout the sales life cycle.

Supporting resell operation dedicatedly for an assigned set of Partners or Geos.
Creates Quote Forms and reviews the Bill of Materials for correct configurations and quantities by leveraging internal teams to validate BOM to meet deal requirements with right approval matrix
Engage with existing Wipro Partners / Suppliers / Marketplace with whom we already have a resell agreement.
Proactive setup for identified /upcoming empanelment & onboarding new entity/Country/Region/Partner with registration.
Track renewals/incremental business to ensure offer submission proactively.
Support partnership teams to establish/track the online Marketplace and listing of solutions, products and services.
Make sure deals are registered with respective partner/OEM for visibility and support.

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Tracking the Re-Sell deals including Marketplace transactions on regular basis and will make sure successful execution in system from Sales Cycle to booking.
Coordination with GSE/CPO/Extended teams to address system improvement, development/enhancement for seamless tracking of resell deals. Defined a workflow in Ariba, qTrace and prerequisite (checklist).
Stakeholder management : End to end coordination with stakeholders (SMU, SL/Practices, Partnerships, BFM, Legal and CPO) to offer wide range of partner products.
Defines In scope and Out scope for Resell working with Resell Filed team and the Partnerships – Work with larger teams to finalize Partners empaneled and in focus.
Maintaining catalog of products (Solutions, Licenses, Hardware. Partner Advantage etc.) offerings, and integrate/customize the products to add value and resell them with additional offerings bundled in per customer requirement.
Periodic pipeline and booking review with partners/FSC/WEE/Extended teams.
Establish governance for Pipeline and Bookings with identified Partnerships & larger Wipro teams for achieving the performance KPIs for margins
Collaborate with extended teams (Marketing, Partnerships etc.) to socialize the product and offering available for resell.

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Key Competencies:

Minimum 4+ yrs of relevant experience, preferably in partnership/resell business with global community.
Result oriented, able to work in a dynamic and fast paced environment, keen to work with global team irrespective of time zones and in stretch hours.
Excellent communication, interpersonal and team building skills.
Willingness to learn and work with complex engagements and distributed teams.