Job Information
HP Inc. Strategic Alliance Sales Development Manager in Austin, Texas
We are seeking a Strategic Alliance Sales Development Manager to take responsibility for driving our partner influenced revenue. This will include managing the joint pipeline, driving joint sales teaming, and ensuring that effective sales enablement is achieved for both HP Anyware and our Strategic Partners. In addition, you will be responsible for driving successful go to market programs with our Strategic Partners. In this role, you will find that relationship development and execution of joint partner leveraged programs is essential for success.
The successful candidate will have extensive experience working within a highly strategic, solution-based sales environment and will have demonstrated success meeting corporate sales, revenue, operational, and strategic goals. In addition, the successful candidate will have experience field market development. This role will be a good fit for someone who is competitive and result-oriented, while at the same time being a consummate team player and possessing the highest level of integrity in their business conduct.
Responsibilities:
Build productive field-to-field teaming across sales, pre-sales, and other resources from both HP Inc and HP's Inc's strategic alliances; metrics associated with performance would be built around new pipeline creation, customer acquisition, reference building/selling and other associated metrics.
Coordinate and deliver solution enablement training to our strategic alliance's regional and HP's field organizations.
Work with our strategic alliance's regional field sales teams to drive joint sales engagements and pipeline growth (direct co-sell and through mutual channel partners).
Conduct regional 'lunch & learns' and other relationship building activities aimed at sales and technical presales teams.
Conduct joint sales engagement sessions and develop joint customer targets and sales action plan for POCs, Lighthouse accounts, and 'must win' targets.
Drive co-sell opportunities with our strategic partners and contribute to regional sales targets.
Track/report on pipeline and revenue performance weekly, monthly, quarterly and half, and regular pipeline review meetings with sales teams (internal and with HP's partner counterparts).
Work jointly with HP's marketing team to drive regional demand generation events such as solution-based webinars, seminars, and joint lead gen programs.
Facilitate the creation and delivery of sales enablement tools such as demos, videos, reference architectures, technology briefs, and deployment guides.
Engage with our strategic partner's SI's and their key resellers to build out three-way multi-partner GTM strategy and implement GTM/Sales programs.
Requirements:
At least 3+ years of partner/sales development experience with SaaS based solutions
Sales, Channel and/or Alliances background is required
Having demonstrated through persistence an ability to gain mindshare with partner sales teams
Ability to engage directly in the sales cycle on joint 'must win' pursuits/opportunities, as well as facilitate co-sell opportunities
An understanding of server and desktop virtualization and cloud infrastructure is a plus.
Strong verbal and written communication skills including presentation skills; attention to detail is a must.
Experience producing revenue growth through leveraged alliance partnerships is important - an ability to influence joint sales programs, partnerships and relationships is key to this role.
History of developing alliances, growing partnerships and driving GTM/Lead Gen/Sales Development partner initiatives.
Highly effective at working within a cross-functional team environment as this role will spans multiple strategic partners
Strong collaboration & negotiation skills, showing the ability to influence, gaining support and trust across the organization to achieve agreed-upon business outcomes
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).