Job ref no.: CT3119337-01#0091

Alliance Business Manager

Hewlett Packard Enterprise



  • Influences large account sales teams to partner for near-term revenue growth, while at the same time, develop joint relationships, initiatives and programs for long-term sustained account success.
  • Develops long term and short term business with the SI/O and using the Alliance Account Plan as a means to document and communicate the plan.
  • Creates, fills-in and manages company funnel for deals with partners and transform potential leads into joint sales activities.
  • Acts as the advocate for the SI/O in the company and represents all GBUs with SI/O.
  • Manages the virtual team of company representatives to ensure the pursuit and closure of global opportunities through the SI/Os, and increase the funnel for the company.


Education and Experience Required:

  • University or Bachelor's degree.
  • Typically 8-12 years of selling experience at end-user account or partner level.
  • Experience selling to partners in a complex environment.


Knowledge and Skills:

  • Leverages consultative presence in partner to identify opportunities.
  • Actively and proactively manages the partner to protect & grow company's business; coordinates all partner plans and funnel activities.
  • Aggressively shapes offers in pursuit of new business and/or portfolio enhancement.
  • Leadership skills to manage partner's sales force.
  • Actively manage the account to protect & grow company's business.
  • Forecasting, planning and reporting skills in relation to partner/alliance deals.
  • Shapes offers in pursuit of new business and/or portfolio enhancement.
  • Thorough understanding of the IT industry, competing vendors, and the channel.
  • Dimensions include competitive positioning and business models.
  • Thorough understanding of the company's organization & operations, including key business rules, and alignment with company GBU go-to-market strategies, partner segmentation, key programs & initiatives, structure and business model.
  • Thorough understanding of the company's products, software, and services. Able to communicate the strengths of the company's offerings relative to competition, and overcome objections.
  • Effectively sells the company's offerings by building strategic relationships with partner decision makers; aligning partner and company processes; and promoting company programs and offerings.
  • Develops strategic plans with the partner to grow the size of the business and the company's share.
  • Partners effectively with others in the account to ensure coordinated efficient account management.
  • Ability to motivate partner's sales force.
  • Coordinates and directs efforts across the company's sales teams.


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More job information
Job ref no. CT3119337-01#0091
  • N/A
Job Function
Employment Term
  • Full-time
  • 8 years - 12 years
Career Level
  • Middle management level
  • Degree