Cloud Alliance Manager

Location(s):
Spring, Texas, United States of America
Palo Alto, California, United States of America|Fort Collins, Colorado, United States of America
Category: Marketing
Job ID: 3070317
Posted: 2/5/2021 8:00:00 AM

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.

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