North America Collaboration Alliances Business Development Manager

HP•Houston, TX

About The Position

The North America Collaboration Alliances Business Development Manager develops and expands HP’s strategic alliance relationships with Microsoft and Zoom across North America. The role translates global alliance strategies into coordinated regional market execution plans to accelerate category revenue, market share, profitability, and customer adoption. It owns regional alliance strategy, joint business planning, investment management, go-to-market execution, performance governance, and launch support. The manager works across Category, Marketing, Sales, Product, Channel, and global business unit teams to create differentiated value propositions, activate integrated collaboration solutions, and deliver measurable outcomes with alliance partners. The role shapes and executes regional alliance strategy affecting North America Collaboration business performance, leads and advises cross-functional project teams, and participates in regional and global initiatives. It handles complex, multi-stakeholder challenges requiring evaluation of market, partner, financial, and operational factors, balances global alliance direction with North America market needs, and independently drives alignment with internal teams and external partners.

Requirements

Four-year or graduate degree in Marketing, Business Administration, or a related discipline, or commensurate work experience and demonstrated competence.
7–10 years of experience in alliances, business development, partner marketing, sales, channel management, category management, product marketing, or a related field.
Demonstrated experience building joint business plans, managing partner investments, executing cross-functional go-to-market programs, and using performance data to drive business decisions.
Knowledge of alliance strategy and relationship management, business development, joint business planning, go-to-market strategy, and 4P execution.
Knowledge of partner, channel, and category management; demand generation and integrated marketing; market development funds and investment management; KPI development, business analytics, and ROI measurement.
Knowledge of new product introduction and launch management, value propositions, solution positioning, and sales enablement.
Executive communication, negotiation, and stakeholder influence skills.
Knowledge of Microsoft and Zoom collaboration ecosystems, Salesforce, and digital marketing tools.
Effective communication and executive presence, results orientation and accountability, learning agility and digital fluency, and customer centricity.
Cross-functional leadership and influence, strategic thinking, and analytical problem solving.

Nice To Haves

Experience with technology ecosystems, collaboration solutions, or Microsoft and Zoom partner motions is strongly preferred.

Responsibilities

Develop Microsoft- and Zoom-specific alliance growth plans aligned to North America Collaboration revenue, market share, volume, and profit objectives.
Translate global alliance strategies into actionable North America execution plans with priorities by quarter, product category, route to market, and customer segment.
Establish partner-specific KPIs, scorecards, quarterly business targets, milestones, owners, and governance.
Develop differentiated value propositions, integrated solution offers, and market positioning for HP Collaboration within partner ecosystems.
Negotiate, secure, manage, allocate, and monitor market development funds and other joint alliance investments, including utilization, compliance, and ROI.
Create investment proposals and business cases for alliance-funded initiatives that support incremental demand, pipeline, and revenue.
Partner with Category, Marketing, Sales, Product, and Channel teams to develop and execute integrated 4P plans across product, pricing, placement, and promotion.
Coordinate launch support, demand generation, channel programs, partner enablement, sales incentives, and customer acquisition activities.
Ensure alliance-funded initiatives are consistently executed across North America markets and comply with partner commitments and program requirements.
Lead development of joint messaging, campaign frameworks, sales content, and enablement for HP Collaboration solutions with Microsoft and Zoom.
Own senior relationships with Microsoft and Zoom regional alliance teams and establish operating rhythms and escalation paths.
Lead quarterly business reviews, annual planning cycles, executive updates, and ongoing performance governance with alliance partners.
Negotiate joint marketing, channel, sales, launch, and customer engagement activities that advance shared business goals.
Optimize existing partnerships and identify opportunities to expand routes to market, solution integration, customer reach, and partner advocacy.
Track and analyze market share, revenue, volume, attach rates, rebates, funding utilization, pipeline, and program performance against targets.
Assess market trends, competitive activity, customer needs, ecosystem developments, and partner priorities to identify risks and opportunities.
Recommend and drive corrective actions when performance is below plan, including changes to investment, activation, enablement, portfolio focus, or sales execution.
Provide concise performance updates and decision-oriented recommendations to North America Collaboration leadership and cross-functional stakeholders.
Engage Product Management and global business units to secure Microsoft and Zoom support for new product introduction launches and strategic portfolio priorities.
Coordinate joint launch readiness, market activation, promotional campaigns, partner enablement, and field execution.
Provide market intelligence, partner input, and customer feedback to influence portfolio, roadmap, positioning, and go-to-market decisions.
Support integrated solution launches combining HP Collaboration hardware, software, services, and partner platform capabilities.
Lead development and delivery of alliance-focused training, sales education, playbooks, and enablement for HP, channel, and partner sales teams.
Equip sellers with solution positioning, competitive differentiation, use cases, and partner-aligned customer narratives to support opportunity creation and conversion.
Build productive internal and external working relationships and guide cross-functional teams contributing to alliance initiatives.