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Strategic Alliances Manager
2 weeks ago
Our top producers are hunters, think outside of the box to develop and deliver solutions for our sellers, channel partners and their customers and are relentless in their pursuit to drive results.
They are trusted advisors on matters relating to HP’s product offerings, know how to leverage executive relationships and they can displace the competition.
No day is average in our fast-paced, solution sales environment. At HP, our Alliance Team works across all disciplines including Engineering, Business Units, Commercial and GEM (Government/Education/Medical) Sales, all to assist our extended teams in providing our joint customers with the best possible solutions. You will develop and execute a business plan designed to maximize HP revenues. This will include strategic planning and positioning of the complete HP product family, executive engagements, trainings and speaking engagements.
You will join a successful team of Alliance focused sellers who are self-motivated to succeed at start-up speed. They can articulate HP’s product and business strategies and have a proven track record of success in delivering results.
In summary, we are looking for someone to join our team who enjoys spending most of their time engaging with customers and partners at multiple levels, managing relationships and maximizing HP revenue.
**What a Strategic Alliances Manager does at HP**:
- Builds growth opportunities using the account planning process; actively manages planning process through scheduled reviews and updates.
- Extensive time working with and leveraging external partners to deliver solution sale.
- Significant percentage of time spent directly with customer; interfaces with all levels, including highest within customer organization; highly diverse set of functions and buyers; focus in on management level.
- Develops business plan in conjunction with customer.
- Applies consultative-selling techniques to identify and advance opportunities that result in ongoing profitable revenue growth for HP.
- Maintains high-level of customer loyalty and builds trust and integrity, as indicated in HP-conducted surveys and reports.
- Responsible for achieving/managing quarterly, half yearly, annual quota and/or margin.
- Enters all opportunities in pipeline tool and updates them weekly. Recommends and Implements industry leading Pipeline management practices.
- Ability to implement margin recovery activities/strategies.
- Acts as a first interface for international accounts in collaboration with members of global business teams, and local teams.
- Identifies customer requirements, matches with HP capabilities, and chooses respective HP supply chain accordingly (Volume Direct or Indirect).
**Individuals who do well in this role at HP, usually possess**:
- University or bachelor’s degree.
- Detailed knowledge of key customer types or customers on given products.
- Viewed as expert in company; sought out by other Sales Representatives and/or first level managers for input.
- Typically, 8-12 years of experience as referenced above, and industry experience required.
- Experience in product specialty (computers, printers, servers, storage).
- Has good leadership skills and cross functional expertise.
- Must have good time management skills.
- Broad understanding of the customer's needs; applies standard as well as creative solutions to meet those needs; particularly considering the specific industry/market.
- Ability to coordinate multiple internal and external partners on multiple levels to deliver appropriate solution sale.
- High level customer management relationship building, working at management and executive level in lines of business.
- Partner organization intelligence aligned with partner management skills.
- Advanced sales negotiation, and deal closing skills.
- Identifies and effectively leads the account resources to ensure coordinated, efficient, account management, and accountability for achieving business results.
- Expertise in managing end
- to-end sales processes in large deals.
- Relevant knowledge of client's industry; keeps abreast of trends and lead discussions with IT on strategic directions and linking discussions.
- Knowledge of HP's breadth of solutions and engages specialist resources as needed.
- Ability to understand the customer's business issues and translate to HP solutions.
- Ability to prioritize and drive strategic sales activity on a complex solution basis.
- Excels in competitive selling skills and sells across platform and specialty.
- Sustainable impact is HP’s commitment to create positive, lasting change for the planet, its people, and our communities. This serves as a guiding principle for delivering on our corporate vision - to create technology that makes life better for everyone, everywhere._
- HP is a Human Capital Partner - we commit to human capital development and adopting progressive workplace practices in Singapore._
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