Partner Sales Representative

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Job Description

Opportunity

India and other growing markets represent a huge opportunity in PCs and Print for the company who can best understand and then build specific products to meet the unique needs. With 500 million people with access to the internet but not PCs and Printers, HP is looking to build a new division in India to address this market. HP will succeed by developing local talent and designing products and solutions that are 100% targeted to the needs of the underserved population. Then for added scale HP will position and sell these solutions in other markets around the world.

The need to deeply understand the market requirements, the India tech landscape and partner landscape as well as emerging new business models will be an essential part of providing the right solutions. An entrepreneurial mindset and spirit will form the basis of this new and exciting division at HP.

Job Description: 

The ISV Business Development Manager will be responsible for nurturing business relationships and executing partnership strategies with Independent Software Vendors (ISVs), with a specific emphasis on the EDU and Productivity sectors. The role involves creating a robust pipeline of partners, fostering relationships, and enhancing the strategic and financial value of ISV partnerships. The ideal candidate will have a blend of technical knowledge, business insight, and strong relationship management skills. 

Responsibilities: 

1. Sourcing Partnerships: Identify and engage with potential ISV partners in the EDU and Productivity sectors that can significantly enhance our offerings in both consumer and commercial sectors. Do this through market knowledge, primary research and other creative methods. Build a landscape view of the partnerships including their scope, size and applicability to a PC bounty program in India.

 2a. Building Commercial Models: Develop a commercial model with the partners, including bounty programs and factory preloads on our PCs. 

2b. Build commercial models to help with the printing of content from these ISVs. Create partnerships to distribute HPs Print learn center subscriptions through learning solution providers (B2B and B2B2C) . Build partnerships where ISVs use PLC/HP reach to meet learning needs of customers while enriching the PLC offering

3. Lead the setting targets for each partner (number of conversions of paid by customer usage, $s per year as well as margin targets for HP)

 4. Market Development Funds (MDF)/Promotion: Assist with MDF and promote partnerships into the marketplace. Work with our sales team, marketing teams and channel partners to put in place comprehensive go-to-market plans. Ensure these plans dovetail into the broader India marketing programs

 5. Monitoring Revenue Stream: Keep track of the revenue stream and collaborate with the 4P plans to push partners along with the Go-to-Market (GTM) team and the GBU. 

 6. Cross-Functional Collaboration: Coordinate closely with internal teams (such as product development, sales, and marketing) to ensure partnerships are effectively utilized across the organization. 

7. Needs to understand the technical structure of the ISV platforms/SW and how it can be integrated (where needed) into the PC and Print experiences.

8. Expand the learnings to other markets. Work with similar markets across the globe to promote the best practices and help them implement like for like programs.

  Qualifications: 

  1. Bachelor's degree in Business, Computer Science, or a related field. A Master's degree or MBA is preferred.

2. Proven experience in business development, partnership management, management consulting, or a similar role, preferably in the technology sector.

3. Strong understanding of the ISV landscape, and the EDU and Productivity sectors.

4. Excellent relationship management skills.

5. Strong negotiation and deal-making abilities.

6. Ability to work cross-functionally and influence without authority.

7. Exceptional communication and presentation skills. 

The ISV Business Development Manager will play a pivotal role in expanding our capabilities in both consumer and commercial sectors in the EDU and Productivity sectors. If you are passionate about AI technology and building strategic partnerships, we would love to hear from you.

Impact & Scope
Impacts large functions and leads projects requiring knowledge of multiple disciplines or areas of HP.

Complexity
Uses managerial concepts and company objectives to resolve highly complex issues in creative and effective ways. May achieve goals through subordinate managers.

Disclaimer
This job description describes the general nature and level of work performed in this role. It is not intended to be an exhaustive list of all duties, skills, responsibilities, knowledge, etc. These may be subject to change and additional functions may be assigned as needed by management.

HP is an equal opportunity employer. We encourage diversity and are committed to creating an inclusive environment for all employees.

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Equal Opportunity Employer (EEO) - 

HP, Inc. provides equal employment opportunity to all employees and prospective employees, without regard to race, color, religion, sex, national origin, ancestry, citizenship, sexual orientation, age, disability, or status as a protected veteran, marital status, familial status, physical or mental disability, medical condition, pregnancy, genetic predisposition or carrier status, uniformed service status, political affiliation or any other characteristic protected by applicable national, federal, state, and local law(s).

Please be assured that you will not be subject to any adverse treatment if you choose to disclose the information requested. This information is provided voluntarily. The information obtained will be kept in strict confidence.

If you’d like more information about HP’s EEO Policy or your EEO rights as an applicant under the law, please click here: Equal Employment Opportunity is the Law Equal Employment Opportunity is the Law – Supplement