Job Id: 20210110015
Company: Hewlett Packard Enterprise
Job Role: Alliance Business Manager
Experience: 10-15 years of selling experience at end-user account or partner level.
Qualification: University or Bachelor’s degree.
Job Location: Bangalore
Salary: Best in Industry
Vacancies: Not Mentioned
Job Description Hewlett Packard Careers for Alliance Business Manager in January 2021:
Develops and nurtures a strategic/mutually beneficial relationship with the partner or with a targeted set of resellers, distributors, Systems Integrators (SIs) and/or Independent Software Vendors (ISVs) and their ecosystem partners to drive additional revenue with joint sales efforts. Works closely with business development colleagues and sales teams to increase awareness of alliance related opportunities, and engages with the appropriate company executive to build targeted strategic relationships to build long term business opportunities for the company. These jobs focus on selling to customers, typically through work that occurs outside the company offices.
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 and using the Alliance Account Plan as a means to document and communicate the plan.
Creates, fills-in and manages company funnel for deals with partners and transform potential leads into joint sales activities.
Acts as the advocate for the SI/O in the company and represents all GBUs with SI/O.
Manages the virtual team of company representatives to ensure the pursuit and closure of global opportunities through the SI/Os, and increase the funnel for the company.
Knowledge and Skills:
Leverages consultative presence in partner to identify opportunities.
Actively and proactively manages the partner to protect & grow company’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 company’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 the company’s organization & operations, including key business rules, and alignment with company GBU go-to-market strategies, partner segmentation, key programs & initiatives, structure and business model.
Thorough understanding of the company’s products, software, and services. Able to communicate the strengths of the company’s offerings relative to competition, and overcome objections.
Effectively sells the company’s offerings by building strategic relationships with partner decision makers; aligning partner and company processes; and promoting company programs and offerings.
Develops strategic plans with the partner to grow the size of the business and the company’s 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 the company’s sales teams.