India Independent Software Vendors Partner Manager@ HP

Job Information

Job Description:

The ISV Business Development Manager will be responsible for nurturing business relationships and executing partnership strategies with Independent Software Vendors (ISVs), with a specific emphasis on the EDU and Productivity sectors. The role involves creating a robust pipeline of partners, fostering relationships, and enhancing the strategic and financial value of ISV partnerships. The ideal candidate will have a blend of technical knowledge, business insight, and strong relationship management skills.

Responsibilities: 

1. Sourcing Partnerships: Identify and engage with potential ISV partners in the EDU and Productivity sectors that can significantly enhance our offerings in both consumer and commercial sectors. Do this through market knowledge, primary research and other creative methods. Build a landscape view of the partnerships including their scope, size and applicability to a PC bounty program in India.

2a. Building Commercial Models: Develop a commercial model with the partners, including bounty programs and factory preloads on our PCs.

2b. Build commercial models to help with the printing of content from these ISVs. Create partnerships to distribute HPs Print learn center subscriptions through learning solution providers (B2B and B2B2C) . Build partnerships where ISVs use PLC/HP reach to meet learning needs of customers while enriching the PLC offering

3. Lead the setting targets for each partner (number of conversions of paid by customer usage, $s per year as well as margin targets for HP)

4. Market Development Funds (MDF)/Promotion: Assist with MDF and promote partnerships into the marketplace. Work with our sales team, marketing teams and channel partners to put in place comprehensive go-to-market plans. Ensure these plans dovetail into the broader India marketing programs

5. Monitoring Revenue Stream: Keep track of the revenue stream and collaborate with the 4P plans to push partners along with the Go-to-Market (GTM) team and the GBU.

6. Cross-Functional Collaboration: Coordinate closely with internal teams (such as product development, sales, and marketing) to ensure partnerships are effectively utilized across the organization.

7. Needs to understand the technical structure of the ISV platforms/SW and how it can be integrated (where needed) into the PC and Print experiences.

8. Expand the learnings to other markets. Work with similar markets across the globe to promote the best practices and help them implement like for like programs.

Qualifications:

1. Bachelor’s degree in Business, Computer Science, or a related field. A Master’s degree or MBA is preferred.

2. Proven experience in business development, partnership management, management consulting, or a similar role, preferably in the technology sector.

3. Strong understanding of the ISV landscape, and the EDU and Productivity sectors.

4. Excellent relationship management skills.

5. Strong negotiation and deal-making abilities.

6. Ability to work cross-functionally and influence without authority.

7. Exceptional communication and presentation skills.

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