ISV Business Development Manager

Hewlett Packard Enterprise; Madrid; Presencial; EUR 60.000 - 100.000; Jornada completa

Descripción de la vacante

An established industry player is seeking a dynamic ISV Business Development Manager to drive transformation and foster innovation. In this pivotal role, you will manage key relationships within the ISV ecosystem, identifying and nurturing strategic opportunities that enhance revenue growth. This role demands a blend of strategic thinking, collaboration, and hands-on execution, ensuring that HP’s solutions meet the evolving needs of ISVs and their customers. Join a forward-thinking team that values leadership development and innovative strategies, making a significant impact in the tech landscape.

Formación

• Senior-level experience in business development within the ISV ecosystem.
• Expertise in developing executive-level presentations and strong emotional intelligence.

Responsabilidades

• Lead business development initiatives with new and existing ISVs.
• Manage strategic partnerships ensuring alignment with customer needs.

Conocimientos

Strategic Thinking

Relationship Management

Cross-Cultural Communication

Presentation Excellence

Opportunity Management

Problem Solving

Educación

Advanced degree in leadership and management

Descripción del empleo

ISV Business Development Manager

Apply locations: Sant Cugat del Valles, Barcelona, Spain; Meudon, Hauts-de-Seine, France; Las Rozas, Madrid, Spain

Time type: Full time

Posted on: Posted 3 Days Ago

Job requisition id: 3147095

Description:

HP is seeking senior professionals to join our Global Independent Software Vendor (ISV) team. This dynamic team will be instrumental in driving HP's transformation into a solutions-based organisation, managing key ISV relationships, and fostering innovation in collaboration with ISVs, their customers, and partners globally. In this role, you will also be responsible for building and managing a robust opportunities funnel in collaboration with ISVs, identifying and nurturing strategic opportunities that drive revenue growth and customer success.

These roles require a blend of strategic thinking, influencing, cross-functional collaboration, and hands-on execution to expand HP’s footprint within the ISV ecosystems. The role also collaborates with internal sales teams to ensure the seamless execution of HPS strategy while monitoring OKRs. The role demonstrates a superior understanding of product categories, workflows and solutions within their area of expertise.

Responsibilities:

1. Lead business development initiatives to identify, onboard, and grow partnerships with both new and existing ISVs.
2. Manage strategic market partnerships with ISVs, ensuring alignment with their customer needs and broader HP objectives.
3. Act as the primary liaison between HPS, ISVs, their partners, and customers to develop innovative, solutions-driven opportunities.
4. Collaborate cross-functionally to ensure HP’s products and solutions meet the evolving needs of ISVs and their end customers.
5. Drive quota-based objectives, ensuring both individual and team targets are met or exceeded.
6. Represent HP and its solutions at ISV events, conferences, and customer engagements.
7. Facilitate and integrate leadership development practices within daily operations, enhancing individual and team readiness for future challenges.
8. Act as the Subject Matter Expert influencing HP’s solutions portfolio decisions and providing strategic guidance for the development of innovative go-to-market strategies.
9. Contribute/lead in defining the category business plan and strategies to drive growth and profitability.
10. Collaborate with various internal teams from marketing, sales, and finance to ensure seamless execution of WW category strategy.
11. Monitor Objectives and Key Results (OKRs) and their performance to identify areas for improvement, develops and executes action plans accordingly.
12. Demonstrate a superior understanding of product categories, business management, and sales challenges and strategies.
13. Develop and implement initiatives to improve processes/policies/offerings based on insights gathered from feedback and market trends.
14. Build relationships and represent the team at a senior level with the sales force and other partners.

Education & Experience Recommended:

1. Senior-level experience in business development, partnership management, or a similar role within the ISV ecosystem.
2. Expertise in developing and delivering executive-level presentations, coupled with strong emotional intelligence.
3. Familiarity with ISV ecosystems, workflows, technical sales, and software-hardware integrations.
4. Strategic thinker with the ability to balance long-term vision and short-term goals.
5. Advanced negotiation skills, with a demonstrated ability to structure and close complex agreements that drive mutual value for partners and HP.
6. Advanced degree in leadership and management preferred.

Leadership and Personal Development:

1. Demonstrate a growth mindset by seeking opportunities to enhance your current knowledge, skills, attributes, and abilities in alignment with HP’s people-first philosophy.
2. Build leadership capabilities through strategic thinking, cross-cultural communication, and emotional intelligence development.
3. Engage in activities that prioritize people-first leadership, fostering collaboration, trust, and a solutions-oriented mindset.
4. Develop a deeper understanding of leader developmental readiness, preparing yourself for future challenges and opportunities.
5. Enhance your expertise in areas such as executive-level presentations, negotiation skills, and relationship management, driving meaningful impact in HP’s transformation journey.

Knowledge:

1. ISV Ecosystems: In-depth understanding of ISV business models, partnership ecosystems, and software/hardware integration.
2. Solution Selling: Knowledge of solutions-based selling approaches, particularly in enterprise and B2B markets.
3. Industry Trends: Familiarity with emerging technologies in the ISV domain (e.g., cloud computing, AI, and SaaS solutions).
4. Market Dynamics: Regional knowledge of market trends, customer needs, and competitive landscapes in North America, Europe, and global markets.
5. Negotiation Frameworks: Expertise in advanced negotiation strategies and creating win-win outcomes.

Skills:

1. Strategic Thinking: Ability to create and execute long-term strategies that align with HP’s transformation goals.
2. Relationship Management: Strong interpersonal skills to build and nurture trust with ISVs, customers, and partners.
3. Cross-Cultural Communication: Skilled in adapting communication styles to diverse audiences across regions.
4. Presentation Excellence: Proficiency in crafting and delivering executive-level presentations that resonate with key stakeholders.
5. Opportunity Management: Expertise in identifying, prioritizing, and managing a robust opportunities funnel.
6. Problem Solving: Analytical thinking to address challenges, innovate solutions, and drive results.

Abilities:

1. Leadership Readiness: Capacity to lead by influence and develop leadership capabilities for future roles.
2. Quota Achievement: Proven ability to consistently meet or exceed business development targets.
3. Stakeholder Influence: Strong ability to engage, influence, and align diverse stakeholders around common goals.
4. Multitasking and Prioritisation: Ability to balance competing demands, evaluate priorities, and focus on initiatives that deliver the greatest value.

Job Schedule:

Full time

Shift:

No shift premium (Spain)

Travel:

Relocation:

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).

Please be assured that you will not be subject to any adverse treatment if you choose to disclose the information requested. This information is provided voluntarily. The information obtained will be kept in strict confidence.

If you’d like more information about HP’s EEO Policy or your EEO rights as an applicant under the law, please click here: Equal Employment Opportunity is the Law.