What a Greater Asia ISV Alliance Manager does at HP:
- Manage ISV (Independent Software Vendors) relationships across Greater Asia countries including Japan, Australia,New Zealand, Korea & SEA countries.
- Work with ISV vendors on joint programs, events, go-to-market strategies across the key verticals like AEC, Manufacturing, Digital content creation, Data Science, AI, Finance, Oil and Gas and others.
- Identify new ISV for growth segments like Data Science, AI and others.
- Close collaboration with ISV vendors channel partners for driving hardware/software solutions
- Deep understanding of the hardware category product, business management and sales challenges and strategies.
- Actively contributes to the definition of the category business plan along with ISV’s.
- Work on join offerings and solutions to help customers meet their most complex demands.
- Establishes relationships and represents team with sales force and other partners at senior level.
- Product line and quota responsibility for Greater Asia market
- Functional responsibility for the team in one or several areas (market analysis, marketing engagement, SF communication etc).
Individuals who do well in this role at HP, usually possess:
- Strong understanding of workstation hardware products
- Previous experience working with ISV vendors or prior experience with companies selling workstation hardware and/or software products from Adobe, Autodesk, PTC, Siemens etc.
- University or Bachelors degree in Engineering, Business Management or Marketing; advanced degree or MBA preferred.
- Typically 8-12 years of professional experience with a combination of Marketing, Sales, Category, Business Planning experienced preferred.
- Consumer and/or Commercial Partner management expertise, End User Acct management as an alternative.
- Experience working with ISV vendors/channel partners & workstation product line preferred.
- Business planning skills, multidimensional.
- Financial planning and modelling skills, comfortable to manage high complexity business planning and reporting.
- Strong communication skills at senior management internally and externally.
- Knowledge of promotional marketing processes and practices.
- Negotiation skills and ability to frame the product value proposition to customers/partners.
- Leadership skills and cross functional expertise (sales, supply chain, marketing)
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