דרושים National Alliance Manager- Isv Si ב-Hp ב-India, Gurugram

• This role is responsible for fostering exceptional customer satisfaction through ownership of operational relationships, managing risks, and driving SLA delivery. The role leads teams and solves complex issues, contributing to strategic growth and seamless service delivery. The role proactively manages issues that could impact service delivery, identifies and drives transformation optimization while managing scope, resources, cost of delivery and coordination.
• Develops and nurtures excellent customer satisfaction by owning operational relationships and understanding local requirements for strategic contributions.
• Serves as the primary contact for operational issues, managing performance metrics, reporting, and communication.
• Manages expense targets and ensures performance goals for service delivery, implementing corrective actions as needed.
• Manages risk for low-risk projects and supports timely, cost-effective SLA delivery across functions.
• Leads a team for seamless service delivery, contributes to service delivery plans, and supports custom solutions.
• Provides support to all account delivery managers within assigned region on issues such as management of difficult accounts and high-quality customer communications.
• Measures and reports KPIs, identifies revenue opportunities, and ensures compliance with policies and regulations.
• Drives alignment around business review meetings, regular reporting intervals, structures, and cadences.
• Solves difficult and complex problems with a fresh perspective, demonstrating good judgment in selecting creative solutions and managing projects independently.
• Leads moderate to high complexity projects, delivering professionally written reports, and supports the realization of operational and strategic plans.
• Four-year or Graduate Degree in Computer Science, Information Technology, Business Administration, or any other related discipline or commensurate work experience or demonstrated competence.
• Typically has 4-7 years of work experience, preferably in ITIL/ITSM, business, customer support, or a related field or an advanced degree with 3-5 years of work experience.
• Effective Communication
• Results Orientation
• Learning Agility
• Digital Fluency
• Customer Centricity• Responds to moderately complex issues within established guidelines.
• 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.

Please be assured that you will not be subject to any adverse treatment if you choose to disclose the information requested. This information is provided voluntarily. The information obtained will be kept in strict confidence.

• This role is responsible for conducting market research, assisting in the development of marketing plans, and analyzing marketing campaign data. The role ensures compliance with marketing regulations, prepares performance reports, and coordinates marketing plan execution. Additionally, the role contributes to customer experience design, collaborates with cross-functional teams, and leads content adaptation to assigned country/market.
• Conducts market research to understand local consumer behavior, preferences, and trends.
• Assists senior marketing managers in the development of market plans and initiatives, including the development of budget scenarios tailored to the assigned market.
• Collects, tracks, and analyzes marketing data to evaluate the performance of campaigns in the target market.
• Stays updated with country/market marketing regulations and ensures that all marketing activities adhere to legal and regulatory requirements.
• Prepares regular reports on marketing performance metrics, including ROI, conversion rates, and campaign effectiveness.
• Coordinates execution of marketing plan deliverables and milestones across markets.
• Contributes to the design of customer experience journeys and touchpoint plans that leverage paid and owned media channels to maximize awareness and marketing goals.
• Works with cross functional teams to execute specific touchpoints and activations in marketing plans.
• Leads translation and adaptation of marketing content to market/country’s language, culture to ensure it resonates with the local audience.
• Works independently on moderate scope problems while applying professional expertise, exercising judgment, and resolving various issues by following company policies and procedures.
• Four-year or Graduate Degree in Marketing, Business Administration, or any other related discipline or commensurate work experience or demonstrated competence.
• Typically has 2-4 years of work experience, preferably in segment marketing, channel marketing, partner marketing, or a related field or an advanced degree with little or no work experience.• Analytics
• Business Development
• Business Marketing
• Business To Business
• Customer Relationship Management
• Data Analysis
• Demand Generation
• Digital Marketing
• Go-to-Market Strategy
• Key Performance Indicators (KPIs)
• Market Research
• Marketing
• Marketing Communications
• Marketing Management
• Marketing Strategies
• Product Marketing
• Project Management
• Salesforce
• Social Media
• Thought Leadership
• Effective Communication
• Results Orientation
• Learning Agility
• Digital Fluency
• Customer Centricity
• Impacts immediate team and acts as an informed team member providing analysis of information and limited project direction input.
• Responds to routine issues within established guidelines.
• 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.

Please be assured that you will not be subject to any adverse treatment if you choose to disclose the information requested. This information is provided voluntarily. The information obtained will be kept in strict confidence.

Managing existing accounts: (50% of time)

• Maintain a good engagement with key accounts and keep a close track on accounts’ sales performance, deal opportunities, market feedback, competition, etc.
• Collaborate with Ops team on customers’ order fulfillment.
• Provide rolling sales forecast updates every month and POR forecast updates twice a year.
• Plan and execute programs to drive revenue growth with focus on hp supplies.
• Promote new products in managed territory.
• Drive partner/customer loyalty to hp TIJ technology.
• Keep existing account profile updated in CRM system.
• Maintain account documents in one-drive, including sales performance, contra-rev program, key meetings notes, and competition.
• Follow SPTS contract process and ensure relevant agreements/contracts are signed and updated timely.
• Collaborate with CQE team and AE team to solve product issues and meet customer requests.
• Provide feedback to ww teams regarding products, pricing, customer requests, competitor moves, etc.

Developing new accounts and new projects: (50% of time)

• Actively Explore, screen and evaluate new biz opportunities through new accounts development and/or new projects with existing accounts.
• Enter qualified sales leads and prospect info in CRM timely. Maintain sales funnel info updated in CRM and account documents in one-drive.
• Lead project management in new account development and new project development by following SPTS process.
• Support local marketing programs both in planning and execution, and drive hp TIJ awareness and preference in managed territory.
• Provide market feedback and request for ww product roadmap planning.

Performance measurement:

• Revenue achievement of owned accounts.
• YoY growth and seq growth of owned accounts.
• Partner/customer relationship and loyalty.
• Sales funnel development and maintenance.
• Quality of sales funnel, measured by $ growth opportunity.
• Project management in new account/new projects.
• Account information and sales funnel maintenance in CRM and one-drive.
• Product and market knowledge.
• Internal and external communications.
• Leadership and teamwork.
• Compliance to hp guidelines, policies and process.

• Knowledge of printing technologies and printing industry including both digital and analog.
• Strategic thinking and planning.
• Project management skills
• Good presentation skill and effective communication
• Negotiation skill and closing deals
• Relationship building and maintenance
• Adaptability and resilience
• Self motivation in continuous learning and development

• University degree, engineering degree is preferred.
• 8-10 years of sales experience with good track record.
• Good communication in English and local language
• Printing industry experience is preferred
• Outstanding leadership and teamwork spirit
• People oriented personality

-

Please be assured that you will not be subject to any adverse treatment if you choose to disclose the information requested. This information is provided voluntarily. The information obtained will be kept in strict confidence.

This individual contributor role is responsible for building sustainable partnership with ISV and SI Partners in contemporary technology areas including Machine learning, Gen AI, Computer vision and IoT.

• Identifies, qualifies and develops partnerships with ISVs and SI companies in India to develop solution capabilities in line with the growth areas of our Enterprise and Public sector customers

• Develops methods for driving change and innovation across the organization to inculcate new solutions led growth.
• Builds an ecosystem of engagements across OEM and Consulting partners

• Creates new areas of business growth for the organization to drive incremental revenue and profitability.

• Collaborates strongly across the organization to develop win- win engagements between multiple line of businesses and functions and the new ISV/ SI partners
• Four-year Degree in Engineering/ Technology/ MCA. MBA degree or equivalent is preferred but not mandatory
• Above 14 years of experience in development of alliances with ISVs and SI partners. Deep understanding and experience of at least 2 years in new technology area including Machine learning, Generative AI with either LLM or SLM, Computer vision, IoT and Edge Computing either in development of business use cases or in building executable Technology architecture.

• Experience of at least 2 years in negotiating and signing of complex Techno commercial contracts is preferred.

Please be assured that you will not be subject to any adverse treatment if you choose to disclose the information requested. This information is provided voluntarily. The information obtained will be kept in strict confidence.

• This role is responsible for improving the customer experience and handling a variety of issues and concerns while working closely with cross-functional teams. The role maintains positive customer relationships, gathers and analyzes feedback, and tracks key performance metrics to share insights with the management. The role participates in training, adheres to policies and procedures, and contributes to process improvements to ensure customer satisfaction and retention.
• Handles and resolves a variety of moderately complex customer issues ensuring timely and satisfactory solutions.
• Maintains clear, proactive, and timely communication with customers and channel partners regarding order and delivery status, as well as updates on any issues or inquiries.
• Maintains detailed records of customer interactions, support activities, and issue resolution, ensuring accuracy and completeness for reporting and future reference.
• Supports in developing strategies to enhance customer retention, loyalty, and satisfaction, ensuring a positive customer experience at all touchpoints.
• Collaborates effectively with cross-functional teams to facilitate efficient issue resolution, process improvements, and a seamless customer experience.
• Collects and analyzes customer feedback to identify trends, pain points, and areas for improvement in products, services, and processes, and provides feedback to relevant teams.
• Maintains relationships with vendors and channel partners, ensuring smooth collaboration and effective communication to meet customer needs.
• Ensures adherence to organizational policies and procedures related to customer engagement and support activities, including compliance with legal requirements.
• Participates in ongoing training and development programs to stay updated on industry trends, best practices, and emerging technologies.
• Generates regular reports on key performance metrics, customer satisfaction, and issue resolution effectiveness to management and relevant stakeholders.
• Four-year or Graduate Degree in Business Administration, Economics, Sales, Marketing, or any other related discipline or commensurate work experience or demonstrated competence.
• Typically has 2-4 years of work experience, preferably in customer relationship management (CRM), customer service, customer experience management, account management, or a related field or an advanced degree with little or no work experience.
• Certified Sales Operations Professional (CSOP)• Effective Communication
• Results Orientation
• Learning Agility
• Digital Fluency
• Customer Centricity
• Impacts immediate team and acts as an informed team member providing analysis of information and limited project direction input.
• Responds to routine issues within established guidelines.
• 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.

Please be assured that you will not be subject to any adverse treatment if you choose to disclose the information requested. This information is provided voluntarily. The information obtained will be kept in strict confidence.