Partner Business Manager
HP
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Résumé du poste
HP in the United States is seeking a Senior Partner Business Manager to lead strategic alliances with Hosted Service Providers, UCaaS, CCaaS, and cloud collaboration partners. You will drive joint business planning, revenue growth, and integrated go-to-market initiatives while collaborating with executives to identify opportunities and accelerate customer acquisition.
The role requires deep knowledge of cloud communications, subscription-based models, and partner-led customer success motions,
Qualifications
- Four-year or Graduate Degree required or commensurate work experience.
- Experience in channel sales, alliances, hosted services, or cloud collaboration.
- Strong understanding of cloud communications and subscription-based services.
Responsabilités
- Own executive-level relationships with strategic partners to drive mutual growth.
- Develop and execute joint business plans focused on recurring revenue and customer acquisition.
- Identify opportunities to integrate partner portfolios into offerings and marketplaces.
- Drive partner readiness, enablement, and adoption of new technologies including AI-powered collaboration.
- Collaborate with teams to develop differentiated partner offerings and solutions.
- Monitor performance with metrics like revenue, bookings, attach rates, and pipeline growth.
- Lead executive governance meetings and provide market intelligence.
Connaissances
Formation
Outils
Description du poste
This role serves as the primary business leader for strategic Hosted Service Provider (HSP), UCaaS, CCaaS, and cloud collaboration partners. The individual drives joint business planning, recurring revenue growth, cloud services adoption, and integrated go-to-market initiatives. The role collaborates with executive stakeholders across partner organizations to identify new market opportunities, accelerate customer acquisition, increase attach rates of devices and services, and strengthen long-term strategic alignment. The position requires deep understanding of cloud communications ecosystems, subscription-based business models, managed services, and partner-led customer success motions.
This role serves as the primary business leader for strategic Hosted Service Provider (HSP), UCaaS, CCaaS, and cloud collaboration partners. The individual drives joint business planning, recurring revenue growth, cloud services adoption, and integrated go-to-market initiatives. The role collaborates with executive stakeholders across partner organizations to identify new market opportunities, accelerate customer acquisition, increase attach rates of devices and services, and strengthen long-term strategic alignment. The position requires deep understanding of cloud communications ecosystems, subscription-based business models, managed services, and partner-led customer success motions.
- Owns executive-level relationships with strategic Hosted Service Provider, UCaaS, CCaaS, and managed service provider partners to drive mutual business growth.
- Develops and executes joint business plans focused on recurring revenue growth, customer acquisition, retention, and adoption of cloud collaboration solutions.
- Identifies opportunities to integrate the organization's portfolio into partner service offerings, marketplaces, managed services, and bundled solutions.
- Drives partner readiness, enablement, and adoption of emerging technologies, including AI-powered collaboration, hybrid work solutions, voice, video, and contact center technologies.
- Collaborates with alliance teams, product management, marketing, sales, and solution architects to develop differentiated partner offerings and customer solutions.
- Influences partner roadmaps, service offerings, and go-to-market strategies to increase market share and competitive positioning.
- Monitors business performance through key metrics including recurring revenue, bookings, attach rates, customer retention, service adoption, and pipeline growth.
- Leads business reviews and executive governance meetings with senior partner leadership teams.
- Provides market intelligence on industry trends, competitive developments, cloud communications platforms, and customer requirements.
- Supports large enterprise customer opportunities through joint sales engagements, executive sponsorship, and solution strategy development.
- Drives cross-functional initiatives to improve partner experience, operational efficiency, and scalability across the partner ecosystem.
- Ensures alignment between partner investment strategies, business objectives, and organizational growth priorities.
- Four-year or Graduate Degree in Business Administration, Sales, Marketing, Information Technology, Communications, or related discipline, or equivalent work experience.
- Typically 7-10+ years of experience in channel sales, strategic alliances, hosted services, telecommunications, cloud collaboration, UCaaS, CCaaS, managed services, or related technology industries.
- Demonstrated experience managing executive relationships within strategic service provider, telecom, collaboration, or cloud platform partners.
- Experience developing joint business plans, go-to-market programs, recurring revenue business models, and partner-led sales motions.
- Strong understanding of cloud communications, workplace collaboration technologies, subscription-based services, and channel ecosystems.
- Microsoft Teams Rooms and Teams Phone Certifications
- Zoom Partner or Technical Certifications
- Google Workspace or Google Meet Certifications
- Cloud Sales Professional Certification
- Account Management
- Automation
- Business Development
- Business Planning
- Business To Business
- Channel Sales
- Customer Relationship Management
- Market Share
- Marketing
- Merchandising
- Outside Sales
- Product Knowledge
- Sales Management
- Sales Process
- Sales Prospecting
- Sales Strategy
- Sales Territory Management
- Salesforce
- Selling Technique
- Value Propositions
- Effective Communication
- Results Orientation
- Learning Agility
- Digital Fluency
- Customer Centricity
- Impacts function and leads and/or provides expertise to functional project teams and may participate in cross-functional initiatives.
- Works on complex problems where analysis of situations or data requires an in-depth evaluation of multiple factors.
- 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.
This role is responsible for cultivating strategic relationships, particularly with high-value partner accounts, assessing risks, and justifying the organization's investments. The role guides sales efforts, monitors performance, and provides accurate forecasts while achieving revenue targets and mentoring junior members. The role drives growth, staying updated on industry trends and refining engagement strategies based on feedback and market dynamics.
- Serves as an expert to the partners for a variety of wide range of complex information regarding the organization’s offerings, promotions, and configurations.
- Develops strategic relationships with partners to grow the organization’s overall business and ensure long-term business opportunities.
- Works with the largest partner accounts with high strategic value, performs risk assessment, and gives business rationale for the organization’s investments in the partner.
- Sets revenue targets and monitors performance against targets, and key performance indicators, and provides accurate revenue forecasts.
- Engages in transactional and relationship selling while directing sales professionals and achieving sales quotas.
- Navigates and resolve conflicts or disagreements between partners and the organization to maintain a positive relationship.
- Stays updated with industry trends, market dynamics, and competitive landscape to provide partners with actionable insights that contribute to their business growth strategies.
- Coaches and mentors junior partner sales representatives, sharing expertise and best practices.
- Drives the evolution of partner engagement strategies based on feedback, market changes, and performance data.
- Four-year or Graduate Degree in Sales, Marketing, Business Administration, or any other related discipline or commensurate work experience or demonstrated competence.
- Typically has 10+ years of work experience, preferably in enterprise selling, channel & alliance, or a related field.
NA
- Account Management
- Automation
- Business Development
- Business Planning
- Business To Business
- Channel Sales
- Customer Relationship Management
- Market Share
- Marketing
- Merchandising
- Outside Sales
- Product Knowledge
- Sales Management
- Sales Process
- Sales Prospecting
- Sales Strategy
- Sales Territory Management
- Salesforce
- Selling Techniques
- Value Propositions
- Effective Communication
- Results Orientation
- Learning Agility
- Digital Fluency
- Customer Centricity
- Impacts large functions and leads large, cross-division functional teams or projects.
- Provides highly innovative solutions to complex problems within established policy.
- 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 on-target earnings (OTE) range for this role is $195,450 to $308,000 USD annually with a 60%/40% (salary/incentive) mix. There are additional opportunities for pay in the form of bonuses 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
- 13 paid holidays
[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.
Sales
Full time
No shift premium (United States of America)
75%
No
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 or read about your rights as an applicant under the law here: “Know Your Rights: Workplace Discrimination is Illegal”
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