AI Software Business Development Manager
HP Inc.
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Benefits offered by this job
Job summary
HP, Inc. is seeking an AI Software Business Development Manager to scout ISV partnerships and define use cases for AI PCs.
You will collaborate with ISVs, solution architects, and product/engineering teams to shape joint solutions leveraging on-device AI and local inference. You will influence executives, negotiate contracts, and build business cases, with exposure to CEO visibility and cross-functional strategy development.
Qualifications
- Bachelor's or graduate degree in CS, Business Admin, or related field.
- 10+ years in computer/tech industry including product mgmt, solutions architecture, or business development.
- Strong strategic negotiation and executive communication skills.
- Experience mapping customer journeys and defining use cases.
- Entrepreneurial mindset with AI software and PC hardware insight.
- Ability to map technology capabilities to business drivers.
- Excellent presentation and cross-functional collaboration.
Responsibilities
- Scout and recruit ISV partnerships meeting targeted business needs.
- Negotiate contracts for marketing, GTM, co-development and new business models.
- Define AI local use cases demonstrating economic value to users.
- Define product truths and differentiators for high-value experiences.
- Build business cases with ROI/TCO for the user.
- Educate stakeholders and communicate AI PC strategies across teams.
- Mentor and coach organization members.
Skills
Education
Job description
The Commercial PC business is a high-growth, fast-paced business with an innovation and customer-centered mindset, delivering solutions for our enterprise, mid-market, and SMB customers. Within the Commercial PC business is the AI Software Ecosystem team – building out new AI software ISV partnerships with industry-leading ISVs as well as high potential startups to drive adoption of AI PCs.
The AI Software Business Development Manager is a highly visible role, responsible for scouting and driving partnerships with ISVs for verticals such as healthcare, retail and finance. Responsibilities included recruiting ISVs, defining use cases and differentiated experiences, and negotiating win-win partnerships including potential new business models. This role may work with the top large or emerging disruptive software companies, who are leaders or are disruptors in their functional or vertical domains, with the goal to influence and build strategic plans, use cases, and product differentiation opportunities for on-device AI.
They will need to work closely with the ISV and our solution architects, as well as across the Commercial Product Management and Engineering groups, to identify use cases, unique experiences, and potential joint solutions leveraging the AI PC. A key objective for the role will be to drive scale of the AI PC, leveraging the NPU, as well as the overall One HP agenda for company revenue and operating profit growth. As such, this role will have direct visibility with our CEO and Executive Leadership teams and serve as an organization spokesperson and champion of a program that affects the company’s long-range goals and objectives.
Responsibilities include acquiring deep understanding of the applications along with subject matter experts, developing customer journeys, transformative workflows, and opportunities for local and hybrid (cloud and local) experiences for the AI PC, understanding drivers and organizational and business dynamics. Additional responsibilities will include determining short, medium, and long-term plans, and drive gaining support from necessary internal HP teams and subject matter experts. The role requires heavy influencing skills and the ability to define business models, negotiate marketing, GTM, and co-development contracts. Need to communicate at all levels of the organization, including the executive team. Deep customer experience focus and technical acumen to understand possibilities of use cases leveraging local models on AI PCs is required.
- Scout for new ISV partnerships which meet targeted business needs
- Negotiate favorable contracts for marketing, GTM, co-development including defining new business models
- Define potential AI local use cases that demonstrate economic value to the user
- Define product truths for where HP can differentiate in experiences which deliver high value to the customer
- Build business case with ROI/TCO for the user, including productivity improvements and economic value
- Devise a compelling value proposition that addresses partner and customer needs, evaluating key business drivers and potential risks
- Investigate vertical opportunities and ecosystem landscape
- Be expert on responsible ISVs, seek subject matter experts, and understand pain points, lead customer research to validate understanding
- Educate and engage with various stakeholders to effectively communicate partner and solution strategies, address challenges, and ensure cohesive execution strategies
- Educate and engage with various stakeholders to effectively communicate AI PC local inferencing strategies, address technical, and resource challenges
- Serve as a thought leader with industry knowledge, develop and deliver engaging and credible presentations, and share knowledge with internal and external audiences
- Mentors and coaches organization’s lower-level employees
- Four-year or graduate degree in Computer Science, Business Administration, or any other related discipline or commensurate work experience or demonstrated competence
- 10+ years of experience in the computer/technology industry, including roles in software product management, solutions architecture, consulting, business development/sales engineering, and management
- Strong strategic negotiation skills
- Strong customer experience/journey mapping and use case development
- Entrepreneurial mindset with the drive to continuously innovate and stay ahead of market demands
- AI software product expertise and PC hardware knowledge
- Technical acumen to understand implications and differentiation opportunities, leveraging best practices with the ability to map technology capabilities to strategic business drivers
- Ability to think outside of the box, with a focus on innovations, workflows with AI, and leveraging local models
- Strong customer and partner communication skills, as well as the ability to influence CxO level and executive AI teams
- Exceptional customer focus and acumen, with an understanding of pain points, use cases, and workflow transformation opportunities
- Excellent program management and planning and organization skills
- Strong business acumen and business case development
- Excellent presentation and interpersonal skills to build credibility and distinction with external partners and customers, stakeholders and HP colleagues
- Desired: Proven industry/vertical expertise to drive transformative use cases ideation for significant impact
- 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.
The pay range for this role is $130,700 to $205,200 USD annually with additional opportunities for pay in the form of bonus and/or equity (applies to United States of America candidates only). Pay varies by work location, job-related knowledge, skills, and experience.
HP offers a comprehensive benefits package for this position, including:
- Health insurance
- Dental insurance
- Vision insurance
- Long term/short term disability insurance
- Employee assistance program
- Flexible spending account
- Life insurance
- Generous time off policies, including;
- 4-12 weeks fully paid parental leave based on tenure
- 11 paid holidays
- Additional flexible paid vacation and sick leave (US benefits overview (https://hpbenefits.ce.alight.com/) )
The compensation and benefits information is accurate as of the date of this posting. The Company reserves the right to modify this information at any time, with or without notice, subject to applicable law.
Marketing
Full time
No shift premium (United States of America)
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.
For more information, review HP’s EEO Policy (https://www8.hp.com/h20195/v2/GetDocument.aspx?docname=c08129225) or read about your rights as an applicant under the law here: “Know Your Rights: Workplace Discrimination is Illegal (http://www.eeoc.gov/sites/default/files/2023-06/22-088_EEOC_KnowYourRights6.12ScreenRdr.pdf) \"\"
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