Dir TS Alliances
HP - Houston, TX

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Dir TS Alliances - 1024232
Business Environment:

The WW Alliances TS lead has the responsibility to manage the Global TS alliances team with a specific focus on driving HP, and in particular incremental TS revenues and SoW through the development and execution of specific breakthrough initiatives which create and shape markets for HP and TS.

The person taking this role needs to have a strong strategic skill set. We need to figure out:
· The correct TS Partner GTM model
· Optimal coverage model at WW and Field levels
· A model for staffing WW TS alliances portfolio. Today there are a bunch of alliance which generate little revenue, or are aligned to a single BU.
· Integration into the overall FY13 alliances model/strategy.
· Alignment of TS partner initiatives with GABMs Initiatives.
· Integrate TS alliances fully into EG alliances programs, processes and reporting cadences.
There is also a shift which we need to drive for Tier 1 partners. Our focus is not necessarily to staff each of these alliances with a separate TS person, but to figure out how to drive/increase ‘TS Attach’ with each of those partners. This will result in (1) less confusion with partners, and (2) better leveraging of our limited resources. The portfolio of Tier 1 Alliance Partners include: o
Accenture o
Capgemini o
Wipro o
PwC o
Deloitte o
Others as determined by business need
There are also a specific set or ‘TS led’ alliance partners in the following portfolios to identify
and drive specific growth initiatives with the filter described previously. o
(HP) Cloud enablement
§ VMWare
§ Citrix
§ Symantec
§ Intel §
Red Hat
§ SUSE §
Others as determined by business need o
(HP) Network enablement
§ F5 §
§ Polycom
§ Avaya §
Others as determined by business need
· Leverage and linkage with the channel organization to maximize channel led opportunities and markets
· By working in collaboration with BU, region and country teams to drive strategic intersect and alliance alignment, planning, priorities and execution for all partners in remit
· Engagement with BU, account and alliance planning processes, including HPSW
· Sales and key initiative and opportunity management
· Represent One HP to the partners
· Provide strategic insight and direction to the broader global alliances team
Knowledge and Skills Required:
  • Understands relationship/value partner management requirements - solution focus, alliance building and resourcing.
  • Leverage consultative selling in account to identify TS alliance opportunities
  • Good understanding of alliances ecosystem and sales process
  • Good understanding of the sales process in solution and services selling
  • Understanding Triangulation of System Integrators, ISV’s and HP
  • Forecasting, planning and reporting skills in relation to partner/alliance deals.
  • Solid understanding of the IT industry, and HP competition
  • Solid understanding of HP's organization & operations, including key business rules, and alignment with HP GBU go-to-market strategies, partner segmentation, key programs & initiatives, structure.
  • Solid understanding of many of HP's products, including software, and ES services. Able to communicate the strengths of HP's offerings, and overcome objections
  • Experience in developing alliance plans to grow HP's share of the business
  • Experience of managing a geographically dispersed team
  • Ability to motivate HP and partner's sales force.

Job - Services
Primary Location - United States-Texas-Houston

Schedule - Full-time
Job Type - Experienced
Shift - Day Job
Travel - Yes, 25 % of the Time

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Hewlett-Packard Company, or HP, is a multinational information technology corporation headquartered in Palo Alto, California, USA. HP got...