Global Head Alliances - Indian GSIs

HP; Gurugram District; On-site; INR 1,800,000 - 2,500,000; Full time

Job summary

HP is looking for a professional to develop and grow strategic partnerships with Indian Global System Integrators. This role involves defining alliance strategies, managing partner relationships, and driving revenue growth. The position requires deep experience in strategic alliances, influencing senior stakeholders, and creating partnerships that deliver measurable outcomes.

The ideal candidate will manage a team, oversee the partner lifecycle, and negotiate contracts effectively, ensuring alignment with business goals. This job offers an opportunity to impact market expansion in a dynamic environment.

Qualifications

• Typically 10+ years of relevant experience or 8-10 years of management experience in sales or business management.
• Strong understanding of partnership strategies and the ability to manage partnerships effectively.

Responsibilities

• Lead and manage a team of partner sales managers.
• Oversee partner lifecycle, from onboarding to performance evaluation.
• Develop partnership strategy and identify new opportunities.
• Monitor revenue targets and adjust strategies accordingly.
• Lead contract negotiations and manage risks associated with partnerships.

Skills

Account Management

Business Development

Channel Sales

Customer Relationship Management

Strategic Partnership

Education

Four-year or graduate degree in Sales, Marketing, Business Administration, or a related discipline

Job description

Job Summary

This role is responsible for developing, managing, and growing strategic partnerships and alliances with Indian Global System Integrators (GSIs) at a global level to accelerate business growth and market expansion.

The role is accountable for defining and executing alliance strategies, establishing executive-level relationships with Indian GSI partners, identifying joint go-to-market opportunities, and driving revenue growth through co-sell and partner-led motions. Additionally, the role will manage partner investments and budgets, lead complex commercial negotiations, mitigate partnership risks, and ensure alignment between partner objectives and overall business goals. Success in this role requires deep experience in building and managing strategic alliances with Indian GSIs, influencing senior stakeholders, and creating mutually beneficial partnerships that deliver measurable business outcomes.

Responsibilities

• Lead and manage a team of partner sales managers and representatives.
• Oversee the entire partner lifecycle, from onboarding and training to ongoing support and performance evaluation.
• Develop and refine the organization's partnership strategy, including identifying new partnership opportunities, market expansion, and optimizing the partner network.
• Provide strategic direction and leadership to the partner sales team, aligning partner initiatives with the overall business strategy and revenue goals.
• Set ambitious revenue targets and closely monitor progress, working with internal teams to develop strategies to achieve or exceed those targets.
• Manage the budget for partner sales activities, allocating resources effectively to support partner initiatives and maximize ROI.
• Identify and mitigate risks associated with partner relationships, developing proactive plans to address potential challenges.
• Lead complex contract negotiations with key partners, ensuring agreements are favorable to the organization and aligned with strategic objectives.
• Stay informed about market trends, competitor activities, and emerging opportunities, and use this information to adapt partner strategies and make informed decisions.

Education & Experience

• Four-year or graduate degree in Sales, Marketing, Business Administration, or a related discipline, or equivalent work experience.
• Typically 10+ years of relevant experience or 8-10 years of management experience, preferably in sales, business management, project management, or related fields.

Knowledge & Skills

• Account Management
• Business Development
• Business Planning
• Business to Business
• Channel Sales
• Customer Relationship Management
• Finance
• Go-to-Market Strategy
• Key Performance Indicators (KPIs)
• Marketing
• Partner Relationship Management
• Product Management
• Revenue Growth
• Sales Process
• Sales Prospecting
• Selling Techniques
• Strategic Alliance
• Strategic Partnership
• Thought Leadership
• Value Propositions

Additional Skills

• Customer Centricity
• Prioritization
• Resilience
• Team Management
• Strategic Thinking

Impact & Scope

• Impacts large functions and leads projects requiring knowledge of multiple disciplines.

Complexity

• Uses managerial concepts and company objectives to resolve highly complex issues in creative and effective ways, potentially supervising subordinate supervisors.

Disclaimer

• This job description describes the general nature and level of work performed in this role. It is not intended to be an exhaustive list of all duties, skills, responsibilities, knowledge, etc. These may be subject to change and additional functions may be assigned as needed by management.