**Strategic Alliance Manager - Mexico City based for all of Central and South America.**(Must be fluent in English and Spanish)**
**_ We are looking to fill this position in the March timeframe._**
HP is a proven leader in printing, microfluidics and delivering innovations that empower people and companies to create, interact, and inspire like never before. We leverage our strong financial position to extend our leadership in traditional markets and invest in exciting new technologies through our partnerships.
HP Specialty Printing &Technology; Solutions (SPTS) has an impressive portfolio and strong innovation pipeline across areas such as: coding and marking, print mechanisms, postage, mail addressing and transaction, personalized printing and life sciences. We are looking for a Strategic Alliance Account Manager to join our team in the Americas Region, for Central and South America.
**Key Responsibilities**
- ** Key Responsibilities**
Recruit new OEM partners in Mexico and Colombia primarily, with other countries as opportunities arise. Act as a trusted advisor to new OEM partners and existing partners by demonstrating a deep understanding of their business drivers, organizational imperatives, and customer experience challenges, and offer solutions utilizing effective sales strategies Establish and maintain relationships with Government entities to help grow HP SPTS interest in the Central and South America, such as the Commerce Department of the US Embassies, AmCham and other in country government agencies that can help grow awareness, OEM partner relationships, end user interest and ultimately revenue. Work closely and manage our Master Distributors in Brazil, Mexico and Colombia. Work with key partners to set annual sales goals based on assigned quota and work in unison with partner sales teams and marketing teams to develop action plans to meet set goals Oversee partner business development, training, sales programs, and co-op marketing efforts that increase HP's revenues and expand adoption of existing HP products through the channel Provide competitive intelligence and represent needs of partners for existing and new product opportunities to key HP stakeholders and executives Support HQ partner team in driving cross-regional sales and marketing activities including account planning and contractual activities Manage forecasting and funnel management for existing partners and new business pursuits Responsible for creating and driving their sales pipeline through HP’s Contact Records Management System (CRM). Capture leads outside of specialization and use closed-loop lead management to ensure assignment and follow
- up by others. Establish a professional, working, and consultative, relationship with the customer, up to and including the C-level for small and mid-to-large accounts, by developing a core understanding of the unique business needs of the client within their industry. Drive new business funnel through a variety of hunting efforts:
- Cold calling
- Online research
- Competitive moves
- Networking with industry associations
- Connecting with other HP sales teams and business development groups focusing on life sciences
Serve as a member of the executive team in identifying, developing, and managing new business and strategic partnerships for future products or services
- Gather and present firsthand market and competitive intelligence
- Outline ideas for product development or market expansions based on industry knowledge and customer/partner interaction
Work with HP marketing, engineering, and contract teams to determine GTM channels for future products including cross licensing activities, SWOT analysis of potential new partners/channels, competitive positioning Partner with internal HP organizations (legal, technology licensing, corporate, etc.) to develop and negotiate contracts for new business pursuits. Maintain liaison and good relationships with other divisions of HP in Central and South America.
**Education and Experience Required**:
- **Education and Experience Required**:
- Minimum of 10 years of industry sales/business development experience managing complex deals and selling printing solutions (HW, SW, and consumables) - preferable with graphics industry experience.
- Master’s degree in business (MBA) preferred or Industrial Economics or equivalent combination of bachelor’s degree and work experience
- Must be able to **travel up to 50%** and be able to go to countries outside of Mexico, throughout Central and South America.
- Demonstrated success in achieving and/or exceeding sales targets and objectives.
- Self-motivated, disciplined, and pays attention to details.
- Strong written and oral communication and negotiation skills.
- Well versed in Microsoft Office Suite of Products (Excel, PowerPoint, OneNote, OneDrive and Outlook)
- Keen interpersonal, group facilitation and customer relations skills.
- Demonstrated ability to develop and implement go-to-market strategi