Alliance Manager - Global System Integrators (AMS)

HP Inc. • Palo Alto, CA • 6h ago

This role is responsible for developing, managing, and growing strategic partnerships and alliances with Global System Integrators (GSIs) in the Americas region to accelerate business growth and market expansion. The role is accountable for defining and executing alliance strategies, establishing executive-level relationships with GSIs, identifying joint go-to-market opportunities, and driving revenue growth through co-sell and partner-led motions. The role works very closely with sales leadership teams internally and externally for a Joint GTM. Additionally, the role will manage partner investments and budgets, lead complex commercial negotiations, mitigate partnership risks, and ensure alignment between partner objectives and overall business goals. Success in this role requires deep experience in building and managing strategic alliances with GSIs, influencing senior stakeholders, and creating mutually beneficial partnerships that deliver measurable business outcomes.

Key Responsibilities

Strategic Alliance Leadership

Own and grow strategic alliances with selected Global System Integrators, acting as the single point of accountability for alliance performance and long-term value creation.

Lead the full partner engagement model across Sell-Through, Sell-With, Influenced a motions.

Drive sustainable revenue growth through joint business planning and execution.

Joint Solution & GTM Development

Foster continuous joint solution development , ensuring HP products, services, and solutions are seamlessly embedded into SI portfolios.

Drive and position GSI as essential GTM in joint offerings across GT1 and regions and enterprise customer segments.

Translate requirements into compelling business cases in both ways, influencing internal product, services, and GTM teams to deliver differentiated solutions.

Commercial & Business Impact

Secure competitive advantage by shaping SI-specific processes, offerings, and engagement models.

Support field sales and enterprise teams in managing and expanding existing alliance-driven customer relationships.

Act as an internal champion for the Alliance program in the region, supporting customer reach and pipeline growth.

Drive awareness, relevance, and adoption of the Alliance Program internally and externally.

Governance, Optimization & Advisory

Identify and address product, process, and resource gaps that may hinder alliance effectiveness.

Provide strategic counsel to senior management, contributing to long-term alliance strategy, operating models, and policy development.

Represent the Alliance organization in executive reviews and strategic planning forums.

What We're Looking For

Proven experience in Alliance, Partner, Service Sales or GSI Management within a global technology or services environment.

Strong understanding of enterprise co-sell and alliance GTM models .

Proven market expertise with an established network across Global System Integrators and HP sales teams.

Ability to immediately operate at executive level with partners and act as a trusted advisor to internal Sales and leadership teams

Ability to build business cases, drive executive alignment, and scale complex global initiatives.

Commercial mindset with strong strategic, communication, and orchestration skills.

Why Join

Ownership of high-profile, global strategic partnerships.

Direct influence on enterprise growth, solution strategy, and go-to-market execution.

Autonomy to shape alliance strategy with visibility at senior leadership level.

Collaborative, cross-regional working model aligned to modern UK alliance roles

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.

Salary

The on-target earnings (OTE) range for this role is $187,200 to $232,470 USD

annually with a 80%/20% (salary/incentive) mix. There are additional

opportunities for pay in the form of bonuses and/or equity (applies to United

States of America 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

13 paid holidays

Additional flexible paid vacation and sick leave (US benefits overview

[https://hpbenefits.ce.alight.com/])

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.

All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or status as a protected veteran.

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