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HPS Strategic Alliances and Business Development Leader

Job ID 3014770 Location Palo Alto, California Date posted 08/23/2017

The Company

HP is a technology company that operates in more than 170 countries around the world. We provide technology and services that help people and companies address their problems and challenges, and realize their possibilities, aspirations and dreams. We apply new thinking and ideas to create more simple, valuable and trusted experiences with technology, continuously improving the way our customers live and work.

No other company offers as complete a technology product portfolio as HP.  We provide infrastructure and business offerings that span from handheld devices to some of the world's most powerful supercomputer installations. We offer consumers a wide range of products and services from digital photography to digital entertainment and from computing to home printing. This comprehensive portfolio helps us match the right products, services and solutions to our customers' specific needs.

Who we are

We are the leading printing and personal systems technology company in the world, and we are here to create technology that makes life better for everyone everywhere.

In an ever-changing, connected world, HP Inc. keeps reinventing itself, its technologies, and what tomorrow holds—so industries, communities, and individuals can keep reinventing how they operate, ideate, and create what matters the most to them.

We operate with the heart, creativity, and energy of a startup, and with the brain, muscles, and determination of a Fortune 100 corporation. We will use this unique combination, along with our 50,000 world-class employees and 76-year legacy of innovation, to engineer experiences that amaze our customers.

What we stand for

We believe in a Blended Reality created by the fusion of the physical and digital worlds. We believe everyone is a creator when empowered by intuitive, accessible technology. And we believe technology should work for you and adapt to your needs, context, and environment.

Summary

The HPS Strategic Alliances and Business Development leader role is a critical part of the transformation of the Home Printing Solutions organization. As part of this transformation, we are building a Strategic Alliances and Business Development team that will drive to develop and support strategic partnerships and new business model innovations.   The HPS Strategic Alliances and Business Development Leader will report directly to our GM and Global Head of Home Printing Solutions.

As the Strategic Alliances and Business Development leader, this position will be responsible for leading the team to develop and nurture strategic/mutually beneficial business relationships with partners to drive new business and/or grow existing business to drive additional revenue streams, new routes to market or linkages with new category development.  Activities encompass marketing programs/solutions to/through/with partners to create print solutions, opportunities to drive demand for printing and ultimately delivering differentiated HP Print customer experiences and technology solutions.  Assists partner(s) with and monitors delivery of the HP experience.

Key Responsibilities:

Manages a team of employees who drive to develop and support strategic partnerships and new business model innovations.  Develops strategy for HPS engagement with external and internal partnerships; this includes involvement in the Experience roadmap process and influencing the future strategy and direction of HPS product offerings and experiences.  Responsible for operational success, strategic alignment and integration of activities with other major organizational functions. Fully accountable for the success of the HPS Business Development team. Influences strategy and sets policy and direction. Owns a significant number of measurable operational and strategic goals or priorities. Assumes responsibility for the successful implementation of business plans in a defined area of responsibility. Contributes to the overall strategic definition of a function with strong business acumen. Acts as a key advisor to the HPS  executive management in influencing the strategic direction of the business.

  • Works closely with business development colleagues and partner teams to increase awareness of alliance related opportunities, and engages with the appropriate HP executives to build targeted strategic relationships to build long term business opportunities for HP.
  • Influences the organization to partner for near-term revenue growth, while at the same time, develop joint relationships, initiatives and programs for long-term sustained success.
  • Aligns closely with HPS Management, HPS product management, HP Print Software and HP Print Design teams, HPS Experience lead, HPS technologists and HP labs partners to ensure the identification, pursuit, closure and tracking of customer opportunities to perpetuate the existing base of HP revenue – engage in customer specific activities as needed.
  • Engages region category and sales teams to fully leverage all of HPS products and technology offerings.  This also includes linkages with HP Personal Systems where appropriate.  (voice, connectivity, etc)
  • Effectively increases HP opportunities by building strategic relationships with partner senior management, principles and decision makers; aligning partner and HP processes; and promoting HP programs and offerings.
  • Consults with business leaders at the EXEC2 and EXEC3 level to drive and influence strategic decision-making within a broad scope (e.g., mitigating risk, approving significant programs/deals)
  • May be responsible for significant dotted-line employee reporting relationships

Education and Experience (minimum):

·         College degree in Marketing/Business/Technical or related field; MBA strongly preferred

·         10-15 years of business experience in Marketing, Business development, Product Management or related field

·         Typically 4+ years of people management experience

·         Strong track record of customer empathy and a focus on quality

·         Amazing analytical skills, passion for products (hands on and strong technical skills (can work and coach on root cause)

·         Proven business development and execution management experience

Knowledge and Skills:

·         Demonstrated Management skills

·         Demonstrated strategic leadership in product design or current product management

·         Demonstrated experience working with partners, R&D or customers

  • Proven experience in partner management with operations across multiple regions
  • Ability to build partnerships across functions

·         Strong leadership and team development skills

·         Ability to interact with all levels of the company, including senior management

·         Excellent communication skills at all levels                                                                                 

·         Excellent consulting, influencing, and negotiation skills

In terms of the performance and personal competencies required for the position, we would highlight the following:

Strong Business Acumen:  The successful candidate will have demonstrated the ability to identify customer needs and use end-user knowledge to evolve services and create effective strategies and programs to drive business growth. This person must have the skills, experience, and market/customer insight to identify and capitalize upon emerging business trends and opportunities and exceed customer expectations.

Setting Strategy:  The successful candidate will have the ability to set a vision, communicate that vision, and develop the goals and objectives to enable that vision.  He / She will be able to combine their strategic acumen with their operating strength to ensure strategies and programs are grounded in a deep understanding of customer needs. This person provides clear direction, sets clear priorities, and allocates resources to the highest value opportunities. Further, they understand how to optimize decision making and track / measure success to maximize value and drive revenue.

Leadership: The successful candidate will have the ability to lead effectively in a complex environment, and deliver results; able to influence without direct authority; able to balance between competing priorities and be flexible and creative; an advocate for innovation and change across the organization, demonstrate thought leadership.

Results Driven: The successful candidate will set compelling goals and will be tenacious in accomplishing them. He / She has an ability to set priorities, allocate resources, take accountability, and achieve results.

Leading People:  The successful candidate will be a collaborative leader with a high degree of emotional intelligence who inspires, manages, coaches and respects people. He / She will have an inclusive style; they will build trust, frank dialogue and respect, and foster teamwork.  This person will also have a clear commitment to developing key talent and building future leaders. He / She empowers team members and fosters a culture of accountability.

Collaborative:  The successful candidate will have experience collaborating across a matrix as part of driving best practices. 

Driving Change:  The successful candidate will have the experience to evaluate a current state operating model, identify performance improvement initiatives, and drive those initiatives into the organization without disrupting client service. 

Growth Mindset:  Understanding of the Growth Mindset model and framework.  Anticipate using these skills.