Strategic Alliance Sales Development Manager

7 days ago

Spring, United States Hewlett Packard Full time

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.

**_ 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

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