Cloud Alliance Manager

Cloud Alliance Manager

Successfully operates in HP's most complex disciplines. Provides highly innovative solutions. Leads large functional teams or projects cross-division and cross-alliance partners that affect the organization's long-term goals and objectives. Will participate in cross-division, cross-alliance partner multi-function teams. Routinely exercises independent judgment in developing methods, techniques and criteria for achieving objectives. Develops strategy and sets functional policy and direction. Acts as a functional manager within area of expertise but does not manage other employees as a primary job function.

Responsibilities

• Partner across HP teams to support and help guide the strategy, operating model, strategic partners, and execution for our cloud solutions & services business
• Build strategic partnerships cloud solution partners; map collaboration opportunities with each partner
• Facilitate or lead technical engagement with partners to support partners' technology, product and solution development

• Collaboration across HP will primarily include (1) Alliance Managers responsible for OS and services partner relationships and (2) Product Management / Engineering teams

• Design and drive complex, integrated current and future solution offerings based on internal products/services and external partner offerings (typical partner profile is major global 1000 companies with operations in multiple regions in the enterprise business).

• Build optimal solution portfolio of partner through ongoing assessment of partner landscape, strategy, segment competitiveness, marketability and solution requirement and actively facilitate partner into HP portfolio offering.
• Identify and prioritize key ecosystem partners to drive technical and business alignment against HP product/services offerings.
• Recommend strategic partners HP should be focusing on a regular basis to maximize revenue and margin.
• Establish internal and external network to promote, gain buy- in and expand partner program within and across HP as appropriate.
• Strategize partner network and integrate partner into strategic HP initiative to drive market and platform direction.

Education and Experience Required

• BA or BS in Computer Science or related field; MBA preferred
• 10+ years experience business development or technical sales specialist for SaaS, PaaS or IaaS products
• Strong understanding of M365 cloud solution for Enterprise
• Working knowledge of Voice & Collaboration technologies
• Strong understanding of the global market of cloud providers; how cloud is leveraged on the endpoints; virtualization; public vs private cloud

Knowledge and Skills

• In-depth experience in SaaS, IaaS or PaaS product/service/solution offerings within industry and segments.
• Ability to interface effectively with executive management across different business functions.
• Excellent written/oral communications and analytical skills.
• Excellent interpersonal skills; ability to build, manage and influence virtual teams.
• Excellent negotiating, influencing, consensus- building and conflict- resolution skills.

Impact/Scope

• Initiate/drive innovative cross- functional and cross- organizational strategies and tactics that generate revenue and share.

Complexity

• High Extensive cross- functional/cross-organizational senior management, partner and/or customer interface; deals with complex strategic/tactical issues.

HP offers a comprehensive benefits package, including:

• Dental insurance
• Disability insurance
• Employee assistance program
• Flexible schedule
• Flexible spending account
• Health insurance
• Life insurance

The estimated range of compensation for this job at the time of this posting is $135,000 - $172,500. This position may be eligible for incentive pay, for openings where this is applicable.