西宁招聘

OBJECTIVES

The Alliance Manager is an enterprise-wide position with employees having the skill-set to maintain contact with HP at an executive level, focusing on the strategic nature of the relationship. The AM represents the Company’s entire range of solutions to the HP different team of CFS & sales team & Purchasing team

The position is responsible to work closely with internal global HP alliance team, and direct call on HP for the purposes of building awareness of Company solutions, responsible for developing and driving all aspects of the sales process including developing favorable specifications, build good relationship with HP, and focus on the HP internal own project & HP CFS purchasing ITB’s solution in the DC turnkey package , coordinate with the ITB internal project sales.

HP is the global alliance & strategic account focused, with a strategic impact on the long-term success of the organization. Thus, this role should develop the complete relationship with HP, encourage HP team using ITB solution, to get the win-win result.

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RESPONSIBILITIES

· Driving world-class selling performance by helping to expand the understanding of the value of the company’s solution;

· Establishes long-term sales pursuit and business partnering philosophies with team and colleagues.

· Creates strategic plans to set the direction and agenda for alliance sales planning. Develops compelling value propositions aligned with customer needs, end-user business priorities, and/or technical and operational requirements;

· Orchestrates and aligns the technical or functional contributions of functional and technical experts; communicates key competitive advantages; works with others to ensure appropriate pricing; and manages the milestones essential for timely proposal delivery. Partners with internal Company resources as well as external alliances and partners to drive specifications.

· Together with internal project sales team: Facilitate field sales in contact cultivation, specifically; the multiple points of influence as it pertain to the design, specification and implementation of the company’s Solutions, Software and Services. This should include system technical/design team, sales team, purchasing team when appropriate.

· Builds and leverages internal relationships to assemble the strongest strategic team to consult the customer on Company solutions resulting in account specification. Provides professional leadership and coordination for the sales team focused on single, strategic project.

Implements the global alliance strategy to ensure that sales targets are met or exceeded in the marketplace. Develops and implements penetration plans for HP to continue to grow market share. Utilizes the CRM tool to build, manage, and maintain the sales pipeline. This includes managing, communicating, and tasking account sales activities. Works to ensure alignment and accuracy in the pipeline tool.

· Coordinate and engage the appropriate HP project sales. Organizing, scheduling and conducting regular approach with HP’s team to drive and manage account penetration.

· Identify opportunities in the region/segment coverage to work together with internal the Project Sales Team.

· Achieve yearly alliance sales quota and maintain pipeline to reach target.

REQUIREMENTS

· BS/BA Degree: Technical, Business or Marketing

· 5+years outside sales on global accounts or global accounts sales coordination experience, special in data center industry, clear understanding of HP china organization, preferably within HP working experience

· Must have successful track record of team selling/ work with large global account

· Experience in business planning and sales forecasting, short, mid, and long-term opportunities.

· Fluent speaking & writing English skill

· Good coordination & communication skill with external & internal team. Good team worker

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