Worldwide ISV Solutions & Ecosystem Alliance Manager

Hewlett Packard Enterprise • All, TX

7d • $135,000 - $310,500 • Remote

About The Position

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.

Requirements

• 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.

Benefits

• Health & Wellbeing
• Personal & Professional Development
• Unconditional Inclusion

What This Job Offers

• Job Type: Full-time
• Career Level: Principal