APJ OPS Solutions Alliance Manager

Job Description

Roles and Responsibilities

• Responsible for enabling alliance partnerships for driving Jet-advantage Solutions and 3rd-party local solutions in Asia Pacific & Japan
• Build developer and industry connections and ecosystem
  • Link Apps ISV / local ISV & SI recruitment
  • Represent HP at industry functions, such as association events and conferences
  • Keep pace with market insights / competitive landscape
• Manage alliance partners engagement and ecosystem
  • Partner engagement forums and feedback loop
  • Engage partners to build use cases and best practices
  • Partner – HP support structures to enable partner to be successful
• Supplement and drive optimize software and solutions portfolio between HP and 3rd party global / local solutions end-to-end including enabling partner onboarding, business model alignment, pre-sales readiness and other set-up needed
• Understand country level macro-knowledge for document solutions such IT standards, regulations / restrictions, infrastructure readiness, norms and expectations of the commercial market
• Responsible for communications / updates on HP HW or other related information with alliance partners
  • Work with product marketing and GBU teams on content / training and communications
• Drive beach-heads with alliance partners and capture feedback loop for improvement of any new deployment / launch

Education and Experience requirements

• Business, Marketing, Management university degree or equivalent experience
• 10-12 years of working experience in product marketing, product planning and business development.
• Experience in Commercial and /or Solutions sales and Developer engagement
• Experienced in collaborating with Global Business Units and WW business groups
• Experience working with management and with cross-functional teams
• Some technical experience / knowledge in Networking and Security is useful
• Good to have experience in Australia and China/Chinese language skills

Knowledge and Skills Required

• Good understanding of the printing industry (hardware and supplies) and on document SW and Solutions
• Digitization solutions expertise an added bonus
• China Solutions landscape an added
• Strong presenter, negotiator and ability to build and manage relationships fast and maintain them with win-win to both HP and partners
• Analytical, precise with strong data-driven decision-making/problem solving skills, able to work with depth and detail with Partner
• Strong teamwork and leadership attributes, able to manage virtual team and influence without authority
• Ability to work autonomously, with tolerance of ambiguity.
• Multi-tasker with the ability to equally execute on strategic initiatives and tactical tasks
• Effective Organization, Time Management, Prioritization, Follow-up and Execution skills
• Excellent written and oral communication, ability to influence and persuade
• Ability to effectively use MS Excel and MS PowerPoint

Responsibilities

• Lead the definition of 3rd party solutions portfolio
• Understand the Solutions and services offerings and develop ISV relations to complete the offerings
• Engage country category and GTM teams to define country specific local solutions
• Onboard ISV partner solutions and define Joint Go to market strategies.
• Engage Global Solutions business units to onboard and monetize solutions sales
• Enable internal solution specialist and pre-sales to support solutions sales
• Deliver 3rd party solutions sales targets and margins