Remote Global ISV Ecosystem Alliances Lead

Hewlett Packard Enterprise

Texas

Remote

USD 135,000 - 311,000

Full time

14 days+

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Job summary

Hewlett Packard Enterprise in the United States (Texas) is seeking a Worldwide ISV Solutions & Ecosystem Alliance Manager to lead pursuit strategies, build client relationships, and shape the services value proposition across emerging and existing markets.

This remote role requires 5+ years in services and a track record of complex deal work; you will guide cross-functional teams through lengthy sales cycles, develop business cases, and ensure tight alignment with the company portfolio.

Qualifications

Typically 5+ years in the Services Industry and 3+ years in developing new business opportunities with clients, preferably with the CxO level.
Advanced University degree preferable.
Advanced Opportunity Prospecting.
Market research & analysis.
Pursuit strategy planning/building.
Client executive engagement & interest generation.
Sales and Opportunity Building.
Qualification & development of new opportunities - large deal.
Due diligence skills, positioning and deal-shaping.
Deal Advancement.
Business case development.
Consultative sales support.
Custom Services Education.
Client awareness creation, large Account Team influencing and enlistment.
Ensure we have the company solution and Industry alignment.
Capabilities of the company's partners (range and type).
Consultative selling (analysis, solution selling, relationship building).
The company sales knowledge.
Strong leadership skills.
C-level partnering, resource optimization, prioritizing.
Solution Skills such as vertical industry core concepts, processes, trends, and pressures.
Sales Skills such as negotiating, proposal development, and account planning.
General Business Acumen.
Financially savvy to meet financial targets.
Advanced knowledge of company service product, particular vertical industry, particular service business area, or solution specialty.
Knowledge & awareness of total company portfolio at value add level.
Strategic thinking/planning.
Creates the value proposition.

Responsibilities

Leverages market research to intelligently focus pursuit time, resources and effort on winnable opportunities.
Rigorously qualifies large opportunities for active pursuit based on the probability of success and the intelligent allocation of the company's resources.
Develops client relationships and interest over the span of lengthy large deal cycles and continually builds & reinforces client's perception of the company as a credible partner through active persuasion and education.
Consultatively & proactively positions the company early in deals to influence client strategy and shape deal (RFP) requirements towards the company's strengths.
Move towards Sole Source.
Develops and champions the business justification for the company services to ensure a successful engagement based on critical case review.
Actively educates & engages with others (EAMs, CBMs, Account team, Engagement Managers, Solution Architects, etc.) on the company business solutions, deal requirements & challenges to facilitate effective RFP/RFI responses, successful closes and client satisfaction.
Crafts pursuit strategies that masterfully guide account team pursuit activities across often lengthy sales cycles.
Leads and manages a virtual team across the geographic area to drive the business development activities and report on a regular basis the progress on growth.
Acts as lead for coaching/mentoring.