Alliance Manager – Global System Integrators (AMS)
About The Position
This role is responsible for developing, managing, and growing strategic partnerships and alliances with Global System Integrators (GSIs) in the Americas region to accelerate business growth and market expansion. The role is accountable for defining and executing alliance strategies, establishing executive-level relationships with GSIs, identifying joint go-to-market opportunities, and driving revenue growth through co-sell and partner-led motions. The role works very closely with sales leadership teams internally and externally for a Joint GTM. 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 GSIs, influencing senior stakeholders, and creating mutually beneficial partnerships that deliver measurable business outcomes.
Requirements
- Proven experience in Alliance, Partner, Service Sales or GSI Management within a global technology or services environment.
- Strong understanding of enterprise co‑sell and alliance GTM models.
- Proven market expertise with an established network across Global System Integrators and HP sales teams.
- Ability to immediately operate at executive level with partners and act as a trusted advisor to internal Sales and leadership teams
- Ability to build business cases, drive executive alignment, and scale complex global initiatives.
- Commercial mindset with strong strategic, communication, and orchestration skills.
Responsibilities
- Own and grow strategic alliances with selected Global System Integrators, acting as the single point of accountability for alliance performance and long-term value creation.
- Lead the full partner engagement model across Sell-Through, Sell-With, Influenced amotions.
- Drive sustainable revenue growth through joint business planning and execution.
- Foster continuous joint solution development, ensuring HP products, services, and solutions are seamlessly embedded into SI portfolios.
- Drive and position GSI as essential GTM in joint offerings across GT1 and regions and enterprise customer segments.
- Translate requirements into compelling business cases in both ways, influencing internal product, services, and GTM teams to deliver differentiated solutions.
- Secure competitive advantage by shaping SI‑specific processes, offerings, and engagement models.
- Support field sales and enterprise teams in managing and expanding existing alliance-driven customer relationships.
- Act as an internal champion for the Alliance program in the region, supporting customer reach and pipeline growth.
- Drive awareness, relevance, and adoption of the Alliance Program internally and externally.
- Identify and address product, process, and resource gaps that may hinder alliance effectiveness.
- Provide strategic counsel to senior management, contributing to long‑term alliance strategy, operating models, and policy development.
- Represent the Alliance organization in executive reviews and strategic planning forums.
Benefits
- 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
- Additional flexible paid vacation and sick leave
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What This Job Offers
Job Type
Full-time
Career Level
Senior
Education Level
No Education Listed
