Global System Integrator Alliance Manager

Description -

Management level definitions

Applies advanced subject matter knowledge to solve complex business issues and is regarded as a subject matter expert. Frequently contributes to the development of new ideas and methods. Works on complex problems where analysis of situations or data requires an in-depth evaluation of multiple factors. Leads and/or provides expertise to functional project teams and may participate in cross-functional initiatives. Acts as an expert providing direction and guidance to process improvements and establishing policies. Frequently represents the organization to external customers/clients. Exercises significant independent judgment within broadly defined policies and practices to determine best method for accomplishing work and achieving objectives. May provide mentoring and guidance to lower level employees.

Responsibilities

Influences large account sales teams to partner for near-term revenue growth, while at the same time, develop joint relationships, initiatives and programs for long-term sustained account success.
Develops long term and short term business with the SI/O (System Integrators/ Outsourcers) and using the Alliance Account Plan as a means to document and communicate the plan.
Creates, fills-in and manages HP funnel for deals with partners and transform potential leads into joint sales activities.
Acts as the advocate for the SI/O in HP and represents all GBUs (Global Business Unit) with SI/O.
Manages the virtual team of HP representatives to ensure the pursuit and closure of global opportunities through the SI/Os, and increase the funnel for HP.

Job Functions

Management of strategic GSI relationships and strategic GTM (Go to Market) strategy.
Drive and facilitate engagement between HP and GSI sales organizations
Build relationships and drive preference for HP solutions within assigned accounts
Participate in strategic sales pursuits
Achieve quota targets
Funnel development and forecasting for assigned accounts
Coordinate sales pursuits between HP DaaS, MPS teams and GSI partners
Contribute to WW (World Wide) Alliance strategy (sales, marketing and solution development) for assigned accounts
Training of HP generalist organization on GSI strategy
Manage/coordinate GSI trainings and customer events

Education and Experience Required

University or Bachelor’s degree.
Typically 8-12 years of selling experience at end-user account or partner level.
Experience selling to partners in a complex environment.

Knowledge and Skills

Leverages consultative presence in partner to identify opportunities.
Actively and proactively manages the partner to protect & grow HP’s business; coordinates all partner plans and funnel activities.
Aggressively shapes offers in pursuit of new business and/or portfolio enhancement.
Leadership skills to manage partner’s sales force.
Actively manage the account to protect & grow HP’s business.
Forecasting, planning and reporting skills in relation to partner/alliance deals.
Shapes offers in pursuit of new business and/or portfolio enhancement.
Thorough understanding of the IT industry, competing vendors, and the channel.
Dimensions include competitive positioning and business models.
Thorough understanding of HP’s organization & operations, including key business rules, and alignment with HP GBU go-to-market strategies, partner segmentation, key programs & initiatives, structure and business model.
Thorough understanding of HPs products, software, and services. Able to communicate the strengths of HPs offerings relative to competition, and overcome objections.
Effectively sells HP offerings by building strategic relationships with partner decision makers; aligning partner and HP processes; and promoting HP programs and offerings.
Develops strategic plans with the partner to grow the size of the business and HPs share.
Partners effectively with others in the account to ensure coordinated efficient account management.
Ability to motivate partner’s sales force.
Coordinates and directs efforts across HP sales teams.

Complexity

Multi-BU (Business Unit), multi-year with region.
Coordinate sales deals across BU.

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The base pay range for this role is $161 600 up to $234 350annually with additional opportunities for pay in the form of bonus and/or equity (applies to US candidates only). Pay varies by work location, job-related knowledge, skills, and experience.

Benefits:

HP offers a comprehensive benefits package for this position, including:

Health insurance
Dental insurance
Vision insurance
Long term/short term disability insurance
Employee assistance program
Flexible spending account
Life insurance
Generous time off policies, including;
- 4-12 weeks fully paid parental leave based on tenure
- 11 paid holidays
- Additional flexible paid vacation and sick leave (US benefits overview)

The compensation and benefits information is accurate as of the date of this posting. The Company reserves the right to modify this information at any time, with or without notice, subject to applicable law.

Job -

Sales

Schedule -

Full time

Shift -

No shift premium (United States of America)

Travel -

25%

Relocation -

Equal Opportunity Employer (EEO) -

HP, Inc. provides equal employment opportunity to all employees and prospective employees, without regard to race, color, religion, sex, national origin, ancestry, citizenship, sexual orientation, age, disability, or status as a protected veteran, marital status, familial status, physical or mental disability, medical condition, pregnancy, genetic predisposition or carrier status, uniformed service status, political affiliation or any other characteristic protected by applicable national, federal, state, and local law(s).

Please be assured that you will not be subject to any adverse treatment if you choose to disclose the information requested. This information is provided voluntarily. The information obtained will be kept in strict confidence.

If you’d like more information about HP’s EEO Policy or your EEO rights as an applicant under the law, please click here: Equal Employment Opportunity is the Law Equal Employment Opportunity is the Law – Supplement