Worldwide Colocation Alliance Lead
This role has been designed as ‘Hybrid’ with a requirement that you will work on average 2 days per week from an HPE office.
Who We Are: Hewlett Packard Enterprise is the global edge-to-cloud company advancing the way people live and work. We help companies connect, protect, analyze, and act on their data and applications wherever they live, from edge to cloud, so they can turn insights into outcomes at the speed required to thrive in today’s complex world. Our culture thrives on finding new and better ways to accelerate what’s next. We know varied backgrounds are valued and succeed here. We have the flexibility to manage our work and personal needs. We make bold moves, together, and are a force for good. If you are looking to stretch and grow your career our culture will embrace you. Open up opportunities with HPE.
Job Description: HPE is seeking a strategic, partner‑centric Colocation Alliance Lead to drive Joint Go to Market business development and accelerate joint solution development with a leading Data Centre Colocation Partner. This role sits at the intersection of technology, ecosystem strategy, and go‑to‑market execution. You will work directly with a Global Leader in Data Centre Colocation and HPE Business units to drive a Data Centre concierge focus for HPE Service Providers and Major customers to enable them to transform the Data Centre Operations and well as address new business requirements to agile Data environments. You will work closely with our Advisory and Professional Services, marketing, product management, business development, engineering, and other peers to create joint solutions across the industries we serve.
Successful candidates should have a background in Alliance management and business development. This Worldwide Alliance lead role will be responsible for collaboration across HPE and a leading colocation partner for the joint go to market of our joint solutions. This role requires a strong collaborative approach across HPE product groups and the Colocation partner to create joint solution to accelerate IT services transformation to deliver tangible business outcomes. These will include major mega trends such as AI, multi-cloud management, data residency and compliance, as well as the growing need for interconnection. Collaborating with cross functional teams is core to this role as well as the ability to drive progress across diverse virtual teams. Specific initiatives will vary over time and the ability to step in and get things done in a collaborative fashion is critical. Driving progress in the identification of joint offerings, business justification, and collaborative development of these offerings is also key to this role.
Responsibilities
- Works with appropriate stakeholders within HPE and the Colocation partner to support and execute a global business plan focused in key GTM areas. Plan may include, but is not limited to enablement, focused offerings, executive alignment, key metrics, executive sponsors, field engagement, and marketing plan.
- Drives business engagement to facilitate Colocation partner and HPE’s capabilities and lay the groundwork for commitment towards global business plans.
- Collaborates with SMEs on building solutions or offerings across HPE Advisory and Professional services, hybrid cloud, Networking and GreenLake; engaging both Service Provider and End Customers, hence will require a good level of Technical expertise.
- Works with HPE Advisory and Professional services, Product Management, Geo’s, Marketing, and Sales to deliver integrated go-to-market (GTM) programs for products, services, and solutions to drive development and launch of joint HPE-Colocation Partner offerings.
- Collaborates with one or many cross functional teams with objective of supporting the launch of specific joint offerings into market. Engage with key HPE WW and regional GTM resources to implement effective demand generation campaigns.
- Overall Business Management including tracking deal pipeline by influencing HPE and Channel Sales Teams; utilize/consolidate HPE Salesforce tooling and Partner driven pipeline data, coordinate partner support.
- HPE and Colocation Partner Sales enablement activities.
- Qualify, identify and develop sales opportunities.
- Deal oversight and coordination to ensure we get to the Price to Win between Colocation partner, geo, and business unit functions for large opportunities.
- Support quarterly business reviews and executive business reviews, engage in marketing activities and events as needed to ensure competitiveness, and increase internal and external awareness of joint solutions with HPE.
Education and Experience Required
College degree in Technology, Marketing, or Business. Advanced University degree preferred. Minimum 10+ years in the technology industry and 3+ years in business development, sales, product or solution management. 3+ years in developing new business opportunities with clients and partners.
Knowledge and Skills
- Strong leadership capabilities.
- Critical thinker with strong writing, communication, presentation development and delivery skills.
- Excellent interpersonal and leadership skills with ability to influence.
- Excellent project management skills with the ability to bring diverse people together to complete projects.
- Must be a self-starter who thrives in a fast-paced environment.
- Detail oriented, well organized, efficient with time management.
- Ability to prioritize and manage parallel deliverables.
- Knowledge of the HPE and software products, particular vertical industry, particular service business area, or solution specialty.
- Understanding of key technical trends occurring in the market including AI and hybrid cloud.
- Collaboration skills both internally to HPE and with key alliance partners.
- Identify and establish strategic partnerships.
- Drive project negotiations.
- Able to present, propose, and position joint offerings to the HPE Sales community and drive pipeline generation, quoting, and deal execution.
- Requires professional interaction with multiple HPE internal teams, external partners, customers, and industry experts.
- Experience influencing sales with Channel Partners.
- Ability to interface effectively with all levels of management and functional disciplines, both within and outside the company.
- This position may require travel, to be determined by the needs of the business to provide training, attend events and engage with customers.
What We Can Offer You
Health & Wellbeing
We strive to provide our team members and their loved ones with a comprehensive suite of benefits that supports their physical, financial and emotional wellbeing.
Personal & Professional Development
We also invest in your career because the better you are, the better we all are. We have specific programs catered to helping you reach any career goals you have — whether you want to become a knowledge expert in your field or apply your skills to another division.
Unconditional Inclusion
We are unconditionally inclusive in the way we work and celebrate individual uniqueness. We know varied backgrounds are valued and succeed here. We have the flexibility to manage our work and personal needs. We make bold moves, together, and are a force for good.
Job Details
Job: Services
Job Level: Expert
Equal Employment Opportunity Statement
HPE is an Equal Employment Opportunity/ Veterans/Disabled/LGBT employer. We do not discriminate on the basis of race, gender, or any other protected category, and all decisions we make are made on the basis of qualifications, merit, and business need. Our goal is to be one global team that is representative of our customers, in an inclusive environment where we can continue to innovate and grow together.
HPE is an E-Verify employer.
Accessibility
HPE is committed to creating an inclusive and accessible workplace and encourages applications from all qualified individuals, including those with disabilities.
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