Role Purpose
HP and Microsoft expanded their partnership with a new multi-year global strategic initiative driving infrastructure-to-application innovation in virtualization, data management, systems management, and tier 1 applications. The initiative includes advancements in the area of Cloud Computing, Dynamic Datacenter, Mission Critical Workloads and Converged Apps (SQL, Exchange); all of which will add tremendous value to our Enterprise and Midmarket customers. This is a game-changing play within the competitive landscape. We are focused on driving bottom line results for our customers and increasing revenue growth for both HP and Microsoft.
HP and Microsoft will invest $250M, over the next three years, including joint offerings, product integration, R&D, sales engagement, professional services and shared marketing initiatives.
This is a key milestone for our global alliance and Frontline Partnership http://pro-isvdbi.houston.hp.com/tsgonline/index.aspx?id=532>. We will accelerate the transformation of virtualization solutions, systems management, large scale data management solutions, appliance based solutions for easy deployment and management, and tier 1 class OLTP, data warehouse, and ERP for large scale enterprises. Complementing Microsoft’s capabilities, we will tap HP’s leading portfolio of services, software and infrastructure.
With our customers and through partner-led solutions, the role will be supporting this strategic initiative for Microsoft by creating a strong Partner ecosystem as well as driving sales and deployment of Microsoft products such as Windows Server Hyper-V, Systems Center, SQL Server, and Exchange Server.
The HP EMEA Region Initiative Lead is a strategic region based role that will evangelize our partnership with HP and deliver on our sales and deployment targets in region. The role is pivotal to the success of this initiative and require a strong sales leadership background.
The individual is responsible for sales and deployment metrics, by matching HP’s solutions and capabilities to the needs of the Enterprise customers in EMEA.
Role Mission
To ensure the widespread uptake of initiative solutions with Microsoft technologies in key market places. To focus on driving sales and deployments, building trust between the Microsoft and HP teams and winning against key, joint competitors.
Key Accountabilities
1. Closing deals by working with the appropriate HP sales teams and by acting as an interface between the Microsoft and HP Engagement Managers.
2. Developing a healthy pipeline of qualified, HP-led opportunities with a focus around Unified Communications, Exchange and SharePoint.
3. Evangelize HP within Microsoft in an effort to drive engagement and joint wins
4. Support opportunity generation by supplying solution expertise in an effort to evangelize HP as an systems integrator
5. Profiling targeted accounts in conjunction with the account teams, and helping to match HP solutions to specific accounts needs and driving a strategy that maximizes HP’s, Microsoft related footprint in those accounts.
6. Ensuring hand-offs to and engagements with the appropriate resources at the appropriate sales phase, to maximize win probability and minimize time to close.
7. Increasing HP technical and sales capacity through available readiness programs and knowledge transfer.
8. Educating account teams on how to identify potential opportunities that match the HP, Microsoft based solution set.
9. Manage and build relationships with HP and sales teams to evangelize the partnership and drive sales engagement and results in the field
Key Success Criteria
Driving sales and solution deployment wins by working with the account teams, alliance managers, and specialist sales teams to convince customers of the value of the HP/Microsoft Solution Sets and gaining references and case studies
Exceeding targets by successfully driving pipeline health.
Building knowledge of the value of the HP Solution Sets within Microsoft to drive engagement and joint wins.
Knowledge, Skills and Experience
1) Essential Experience
Strong, proven sales track record of consistently holding or exceeding quota, using an indirect sales model, focused on solving enterprise customer problems, taking new products and solutions to market.
Demonstrated experience and expertise selling technology to senior business decision-makers by reinforcing the value of the technology to the customer’s overall business pain and/or strategic opportunities.
Strategic thinking & execution. Ability to create broad business strategies and plans that will allow us to grow and scale the Microsoft/HP business
Knowledge of Virtualization, Data Management, Exchange, OLTP, Tier 1 applications industries/solutions, along with offerings of the key competitors
Strong Team Player: Work effectively across virtual teams to solve partner and channel issues, account issues, leverage best practices, & deliver results
Knowledge on how to build a virtual team across HP and Microsoft to sell the solutions.
Prior experience of working at a large IT product company or large Systems Integrator
Experience of presenting to broad and CxO level audiences.
Great leadership and strong passion for building and driving a business
Ability to positively influence and motivate others to deliver the desired outcomes.
Ability to work well under pressure
BA/BSc degree qualification or equivalent industry experience desired
Management experience preferred
Experience build virtual teams across Microsoft and HP (or other partners)
Special Requirements/Additional Information
Flexibility to travel 40-60% of time
