Director, Strategic Platform Alliances
HP, the company that founded Silicon Valley, is the leading printing, personal systems, and collaboration technology company in the world, and we create amazing digital experiences that make life better for everyone, everywhere. 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.
HP’s vision and promise are to engineer experiences that delight our customers. With the heart, creativity, and energy of a startup, and the brain, muscles, and determination of a Fortune 100 corporation, operating in more than 170 countries, we continue to deliver ground-breaking new technologies to build on our 70+ year legacy of innovation.
HP’s commitment to diversity, equity, and inclusion is just who we are. From the boardroom to factory floor, we create a culture where everyone is respected and where people can be themselves, while being a part of something bigger than themselves. We celebrate the notion that you can belong at HP and bring your authentic self to work each day. When you do that, you are more innovative and that helps grow our bottom line. Come to HP and thrive!
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About The Position
HP Workforce Solutions (HPWS) is a new global business unit that brings together all commercial services teams across HP with a goal of providing a comprehensive portfolio of services and solutions to our enterprise, mid-market, and in partnership with our strategic channel partners, to the SMB segment. Our goal is to enable CIOs to optimize the IT experience of their workforce while balancing other business pressures of affordability and risk. HP’s core strengths in personal systems and computing, printing and document workflows, and advanced collaboration solutions, provide the foundation from which we will expand our services portfolio. Our passion for our customers and our employees is our differentiation.
We are looking for a highly motivated and experienced Director of Strategic Platform Alliances to lead our partnership initiatives and drive strategic growth for HPWS. In this senior leadership role, you will be responsible for building and managing a high-impact partnerships team, shaping our partnership strategy, and fostering key relationships with industry stakeholders. This role will work closely with other departments at HP to deliver the overall business objectives and to shape the future GTM strategy for HPWS.
Key Responsibilities
Partnership Strategy and Program Leadership
- Work with the HP Workforce Solutions leadership team to define and execute the company's overarching partnership strategy, ensuring alignment with business goals and objectives.
- Lead and mentor a team of partnership professionals, fostering a collaborative and high-performance culture.
- Set clear direction, partner targets and general goals for the partnerships team and provide ongoing mentorship and feedback to develop the team.
Partnership Acquisition and Management
- Establish the strategy to identify, evaluate, and prioritize a portfolio of target partners, including technology providers, resellers, ISVs, and other strategic alliances.
- Foster and maintain strong, long-term relationships with partners to drive mutual success both directly and through the team.
- Oversee the negotiation and structure of software partnership agreements with support from HP teams.
- Ensure that all software partnerships are strategically aligned, onboarded effectively, and empowered to thrive so we may deliver on our shared objectives.
- Represent HP Workforce Solutions at industry events, trade shows and through digital media.
Cross-functional Collaboration
- Collaborate closely with product development, sales, marketing, and other internal HP teams to ensure successful execution of partnership initiatives.
- Act as the internal champion for the program, building a bridge between partnership and product teams to translate partner feedback and market needs into product enhancements.
Channel Enablement and Support
- Develop comprehensive programs to enable and support a large portfolio of partners, including training, marketing collateral, education, and sales assets for co-selling motions.
- Monitor and optimize partner performance, identifying opportunities for optimization and providing support as required.
Partnership Metrics and Reporting
- Build and maintain a standardized review cycle where key performance indicators (KPIs) and general partnership operations are reviewed and action plans are mutually agreed to then executed upon.
- Provide regular, data-driven reports to HP Workforce Solution’s senior leadership team regarding the status and impact of the growing partnership portfolio.
Experience Required
- Bachelor’s degree in Business, Marketing, or a related field
- 8+ years of experience in partnership management and business development within the SaaS industry.
- Proven track record of successful negotiations, building strategic relationships and executing on targets.
- Outstanding communication and interpersonal skills, with the ability to influence and lead cross-functional teams.
- Demonstrated the ability to create and execute effective partnership strategies including development initiatives which support the growth of the program.
- Servant leadership approach, with experience managing and mentoring a high-performing partnerships team.
- Experience leading within hyper growth companies.
- Results-driven mindset, consistently achieving and exceeding partnership goals
- Entrepreneurial approach, innovative thinker with a scrappy mind-set.
- Experience in People, Security or Productivity tech a plus.
- Masters in Business, Marketing or related field a plus.
This role can be based in any state of the continental US.
Some travel is to be expected.
The base pay range for this role is $147K to $235K annually with additional opportunities for pay in the form of bonus and/or equity (applies to US candidates only). Pay varies by work location, job-related knowledge, skills, and experience.
Benefits
HP offers a comprehensive benefits package for this position, including:
- Health insurance
- Dental insurance
- Vision insurance
- Long term/short term disability insurance
- Employee assistance program
- Flexible spending account
- Life insurance
- Generous time off policies, including;
- 4-12 weeks fully paid parental leave based on tenure
- 11 paid holidays
- Additional flexible paid vacation and sick leave (US benefits overview)
The compensation and benefits information is accurate as of the date of this posting. The Company reserves the right to modify this information at any time, with or without notice, subject to applicable law.
