Worldwide ISV Solutions & Ecosystem Alliance Manager

Hewlett Packard Enterprise; Austin (TX); Remote; USD 135,000 - 311,000; Full time

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Job summary

Hewlett Packard Enterprise is seeking a Worldwide ISV Solutions & Ecosystem Alliance Manager. This role is remote/teleworker, primarily working from home in the United States.

You will lead the Deal Pursuit team, drive revenue growth in emerging markets, qualify opportunities, build client relationships with CxOs, and guide pursuit strategy across cross-functional teams. The position requires 5+ years in services and 3+ years creating new business opportunities; advanced university degree

Qualifications

• Typically 5+ years in the Services Industry and 3+ years in developing new business opportunities with clients, preferably with the CxO level.
• Advanced knowledge of deal dynamics, value selling, and pursuit planning.

Responsibilities

• Leverages market research to focus pursuit time, resources and effort on winnable opportunities.
• Rigorously qualifies large opportunities for active pursuit based on probability of success and resource allocation.
• Develops client relationships over lengthy deal cycles and builds the perception of the company as a credible partner.
• Consultatively positions the company early in deals to influence client strategy and RFP requirements.
• Develops business justification for services to ensure engagement success.
• Educates cross-functional teams on the company solutions and deal requirements to support RFP/RFI responses.
• Crafts pursuit strategies to guide account team activities across long sales cycles.
• Leads a virtual team across regions to drive business development and reports progress.

Skills

Opportunity Prospecting

Market Research

Pursuit Strategy

Executive Engagement

Deal Shaping

Education

Advanced University Degree

Job description

Worldwide ISV Solutions & Ecosystem Alliance Manager

This role has been designated as ‘Remote/Teleworker’, which means you will primarily work from home.

Who We Are:

Hewlett Packard Enterprise is the global edge-to-cloud company advancing the way people live and work. We help companies connect, protect, analyze, and act on their data and applications wherever they live, from edge to cloud, so they can turn insights into outcomes at the speed required to thrive in today’s complex world. Our culture thrives on finding new and better ways to accelerate what’s next. We know varied backgrounds are valued and succeed here. We have the flexibility to manage our work and personal needs. We make bold moves, together, and are a force for good. If you are looking to stretch and grow your career our culture will embrace you. Open up opportunities with HPE.

Job Description:

Job Family Definition: Responsible for driving business growth by developing new business or new ways to grow revenue of existing business. Leads the Deal Pursuit team in preparing and communicating the customer business case/proposal for emerging markets, existing markets, and specific deals. Guides Pursuit & account teams through opportunity creation and pursuit strategic planning, qualifying mega deals, and developing and substantiating the services value proposition. Leads the development of innovative principles and ideas, and provides the business value selling expertise for specific solutions. Devises and executes a growth plan that meets business goals for a given geographic and/or service business area; including accountability for achieving revenue & order targets. Builds high-quality funnels that generate customer demand in partnership with marketing & sales.

Management Level Definition:

Unique mastery and recognized authority on relevant subject matter knowledge including technologies, theories and techniques. Contributes to the development of innovative principles and ideas. Successfully operates in the most complex disciplines, in which the company must operate to be successful. Provides highly innovative solutions. Leads large, cross-division functional teams or projects that affect the organization's long-term goals and objectives. May participate in cross-division, multi-function teams. Provides mentoring and guidance to lower level employees. Routinely exercises independent judgment in developing methods, techniques and criteria for achieving objectives. Develops strategy and sets functional policy and direction. Acts as a functional manager within area of expertise but does not manage other employees as a primary job function.

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.

Education and Experience Required:

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.

Knowledge and Skills:

• 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.

Accessibility

HPE is committed to creating an inclusive and accessible workplace and encourages applications from all qualified individuals, including those with disabilities. If you believe you require accommodation during any stage of the application or interview process, please submit your request by completing our secure form linked here.

Note: This option is reserved for applicants needing assistance/reasonable accommodation related to a disability.

What We Can Offer You:

• Health & Wellbeing: We strive to provide our team members and their loved ones with a comprehensive suite of benefits that supports their physical, financial and emotional wellbeing.
• Personal & Professional Development: We also invest in your career because the better you are, the better we all are. We have specific programs catered to helping you reach any career goals you have — whether you want to become a knowledge expert in your field or apply your skills to another division.
• Unconditional Inclusion: We are unconditionally inclusive in the way we work and celebrate individual uniqueness. We know varied backgrounds are valued and succeed here. We have the flexibility to manage our work and personal needs. We make bold moves, together, and are a force for good.
• Let's Stay Connected: Follow @HPECareers on Instagram to see the latest on people, culture and tech at HPE.

Job:Services

Job Level: Master

Salary Information

The expected salary/wage range for this position is provided below. Actual offer may vary from this range based upon geographic location, work experience, education/training, and/or skill level.– United States of America: Annual Salary USD 135,000 - 310,500 in TexasThe listed salary range reflects base salary. Variable incentives may also be offered.

Information about employee benefits offered in the US can be found atHPE is an Equal Employment Opportunity/ Veterans/Disabled/LGBT employer.

HPE is an Equal Employment Opportunity/ Veterans/Disabled/LGBT employer. We do not discriminate on the basis of race, gender, or any other protected category, and all decisions we make are made on the basis of qualifications, merit, and business need. Our goal is to be one global team that is representative of our customers, in an inclusive environment where we can continue to innovate and grow together.

In accordance with applicable Mexican laws and our commitment to non-discrimination, HPE strictly prohibits requiring medical certificates related to pregnancy status or HIV as conditions for employment, continued service, or promotion.

Hewlett Packard Enterprise is EEO Protected Veteran/ Individual with Disabilities.

HPE will comply with all applicable laws related to employer use of arrest and conviction records, including laws requiring employers to consider for employment qualified applicants with criminal histories.