AI ISV Strategic Business Development Manager

Job Summary

The Commercial PC business is a high-growth, fast paced business with an innovation and customer-centered mindset delivering solutions for our enterprise, mid-market, and SMB customers. Within the Commercial PC Business is the AI SW Ecosystem and Services Enablement team – building out new AI SW ISV partnerships to drive adoption of AI PCs, working with HP Solutions to design the best HW for circularity and services growth, and driving thought leadership around the Future of Work.

The AI ISV Strategic Business Development Manager is a highly visible role establishing new relationships with the top software companies who are leaders in their functional or vertical domains, with the goal to influence and build strategic plans for on-device AI. A key objective for the role will be to drive scale of the AI PC as well as overall One HP agenda for company revenue and operating profit growth. This role will have direct visibility with our CEO and ELT teams and requires cross-business collaboration.

Responsibilities include developing strategies and value propositions of working with HP and the AI PC, understanding the drivers and organizational and business dynamics, and recommending potential use cases for hybrid cloud and local models. Additional responsibilities will include determining short, medium, and long-term plans, working with the partner across technical and go-to-market teams, and driving gaining support from necessary internal HP teams and subject matter experts. The role requires heavy influencing skills, developing an optimized SW architecture strategy, strategic pitches, setting metrics and project plans, and communication at all levels of the organization, including our CEO. The Business Development Manager will determine new business and go-to-market models, negotiate contracts, and demonstrate business impact with measurable financial benefits for HP hardware, services, and solutions. They will be the recognized authority both internal and external to HP for responsible partners, serving as organization spokesperson and champion of a program that affects the company’s long-range goals and objectives.

Responsibilities

• Oversee targeted partner strategy and plans, managing across business, strategy, category/sales and technical teams within HP and at the partner
• Develop pursuit strategies and establish relationships with AI leaders and executives.
• Devise a compelling value proposition that addresses partner and customer needs, evaluating key business drivers and potential risks
• Negotiate and manage marketing, distribution, and co-development agreements
• Proven industry/vertical expertise to drive transformative use cases ideation for significant impact in how we work at an international level
• Educate and engage with various stakeholders to effectively communicate partner and solution strategies, address challenges, and ensure cohesive execution strategies
• Create partner opportunities and positions the organization early to guide strategy and contract requirements to align with organizational strengths, potentially leading to exclusivity, time to market, and differentiation opportunities
• Educate and engage with various stakeholders to effectively communicate AI PC local inferencing strategies, address technical, resource, and GTM challenges
• Nurture partner relationships both short and long term, consistently reinforcing the organization’s credibility through adept persuasion and educational interactions
• Provide innovative solutions and integrates advanced technologies, theories, or techniques with a significant impact across disciplines, championing large projects for long-range goals
• Be expert in the partner’s industry, understanding customer needs, dynamics and market trends relating to AI and the future of work
• Serve as a thought leader with industry knowledge, develop and deliver engaging and credible presentations, knowledge sharing to internal and external audiences

Qualifications

• 10 years of experience in the computer/technology industry, including roles in solutions architecture, software development, consulting, business development/sales engineering, product management, and management
• Entrepreneurial mindset with the drive to continuously innovate and stay ahead of market demands
• Strong partnering skills, including proven pursuit experience
• AI software development expertise and PC hardware knowledge
• Strong customer and partner communication skills, as well as the ability to influence CxO level and executive AI teams.
• Exceptional customer centric skills, understanding of use cases
• Excellent program management and planning and organization skills
• Strong business acumen leveraging best practices with the ability to map technology capabilities to strategic business drivers
• Provides subject matter expertise and consults to our ISVs and customers establishing HP as a leader
• Builds relationships with other distinguished technologies, fellows, solution architects and futurists pan-HP
• Excellent presentation and interpersonal skills to build credibility and distinction with external partners and customers, stakeholders and HP colleagues

Disclaimer

• This job description describes the general nature and level of work performed in this role. It is not intended to be an exhaustive list of all duties, skills, responsibilities, knowledge, etc. These may be subject to change and additional functions may be assigned as needed by management.

Who We AreAt HP, we believe in the power of ideas. We use ideas to put technology to work for everyone. And we believe that ideas thrive best in a culture of teamwork. That is why everyone – at every level in every function, is encouraged to think big, have original ideas and express and share them. We trust anything can be achieved if you really believe in it, and we will invest in your ideas to change lives and the way people work. This vision is what sets us apart as a company. At HP, we work across borders and without limits. Global virtual teams share resources, pool their big ideas to solve our biggest business opportunities. Everyone is valued for the unique skills, experiences and perspective they bring. That’s how we work at HP. And this is how ideas and people grow.Our compensation reflects the cost of labor across several U.S. geographic markets, and we pay differently based on those defined markets. The typical base pay range for this role across the U.S. is $159,650.00 - $255,450.00 annually with additional opportunities for pay in the form of bonus and/or equity. Pay within this range varies by work location and may also depend on job-related knowledge, skills, and experience. Your recruiter can share more about the specific salary range for the job location during the hiring process.