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.

Strategic Alliance Account Manager drives current product sales through finding new OEM partners and existing partners in the AMS region, specifically in Central and South America.  She/He will build funnel for future growth in existing or adjacent verticals by identifying potential strategic partners, alliances, and relationships to expand core product line or bring new product offerings and new customers to the organization. Applies advanced subject matter knowledge to solve complex business issues for our customers and is regarded as a subject matter expert. Frequently contributes to the development of new ideas and methods. Acts as a liaison between the customer and HP for existing accounts and is responsible for the overall management and health of assigned accounts. Prospects for new business through previous sales expertise and experience. Works on complex problems within the organization to solve issues for the customer, maintain contractual arrangements and drive new business opportunities. Frequently represents the organization to external customers/clients. Exercises significant independent judgment within broadly defined policies and practices to determine best method for accomplishing work and achieving objectives. May provide mentoring and guidance to lower-level employees.

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 callingOnline researchCompetitive movesNetworking with industry associationsConnecting 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 intelligenceOutline 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 experienceMust 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 strategies and business models, engage external prospects, and identify, develop, negotiate, drive and close new business opportunities.Advanced business acumen, strong technical knowledge and extensive knowledge in printing and solutions sellingStrong relationship management skills, including partnering and consultingAbility to independently draft and present partner deliverables, recommendations, and communications strategiesAccount planning and accurate account revenue forecasting skills.Able to cultivate and maintain positive relationships, up to the executive level, with HP partners to ensure account growth and preferred vendor status Demonstrates leadership and initiative in helping partners in successfully driving specialty sales in their end-user accounts - including helping to prospect and close deals as necessaryIndustry expertise including HP products and positioning against competitive products or solutions or similarCultivates & maintains positive relationships with customers to ensure account retention & growth, and position HP as the preferred vendor for meeting all business needsExcellent project management skills.Fluent in English and Spanish