Job description

Alliances HPE/Micro Focus Director

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Job Category:   Business Development/Sales/Marketing
Line of Service:   Advisory
State & City:   CA-Los Angeles|CA-San Francisco|CA-San Jose|IL-Chicago|NY-New York|TX-Dallas|WA-Seattle
Travel Requirements:   0-20%
Position Type:   Director
Req ID:   104441BR
PwC/LOS Overview
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PwC Advisory helps our clients with their most challenging imperatives from strategy through execution. We combine the breadth of knowledge of over 48,000 global professionals with deep industry knowledge to deliver custom solutions for our clients. We work with the world's largest and most complex companies and understand the unique business issues and opportunities our clients face.

Job Description
The mission of the Alliances program is to serve as a primary channel to drive innovation and incremental revenue. It is comprised of a portfolio of strategic vendor relationships that drive planned and repeatable cross Line of Service revenue through differentiated joint go-to-market solutions. The measurable growth of the Alliances program is enabled by aligning non-exclusively with market leaders while selectively pursuing vertical and competency focused relationships that will positively impact firm growth and our ability to provide enhanced services to our clients.

The mission of the Hewlett Packard Enterprise/Micro Focus Technology Alliance team is to focus on strategic and complementary solutions and services and linking them between PwC Advisory and HPE/Micro Focus Technology. The measurable growth of the Alliance program is enabled by aligning non-exclusively with market leaders while selectively pursuing vertical and competency focused relationships that will positively impact firm growth and our ability to provide enhanced services to our clients. The team's goal is to develop relationships across PwC Advisory and the HPE/Micro Focus Technology Organization to develop relationships resulting in growth and opportunities with our HPE/Micro Focus Technology clients.

Position/Program Requirements
Minimum Year(s) of Experience: 10 in alliance management, consulting, product development or a related field.

Minimum Degree Required: Bachelor's degree

Degree Preferred: Master's degree in Business Administration.

Knowledge Preferred:

Demonstrates thought leader-level knowledge with, and/or a proven record of success directing efforts in the following areas:

- Building and managing the HPE/Micro Focus Technology Alliances while working with Firm leadership to design, execute, and manage the strategy and business plan of the Alliances with focus on market penetration and revenue growth;

- Working directly with the Alliances and Firm leadership to identify solutions that are compatible with Firm strategy and will generate revenue;

- Consistently messaging the Alliance value propositions and strategic direction internally and externally, and proactively aligning opportunities/activities with identified goals;

- Building key relationships with Alliance Executives, sell with teams VP of Sales, VP Alliances, etc. and acting as tactical advisor of both Alliances to Firm leadership;

- Identifying additional synergies between HPE/Micro Focus Technology and the Firm to expand both Alliance programs throughout the US;

- Coordinating and executing annual business planning sessions and ongoing planning workshops with Alliance and Firm leaders to drive ongoing alignment;

- Identifying potential account revenue/sell with opportunities sourced
from the Alliances;

- Forecasting and helping facilitate joint plays between Alliance programs;

- Providing oversight and directing the sales team in targeted direction of the Alliance business strategy for relevant opportunities;

- Recommending, directing and driving HPE/Micro Focus Technology sales and marketing campaigns that differentiate PwC to drive revenue and confirm activities are executing successfully;

- Meeting regularly with the Alliances to attest marketing and sales campaigns as valuable and effective;

- Communicating Alliance progress, issues, and expectations and taking corrective actions whenever necessary;

- Owning the relationship maps and driving and monitoring cadence of meetings;

- Driving the execution of all compliance activities associated with the relationship;

- Managing all reporting requirements and monitoring and gauging performance metrics such as pipeline and revenue; and,

- Securing appropriate contracts with the Alliances.

Skills Preferred:

Demonstrates thought leader-level abilities with, and/or a proven record of success directing efforts in identifying and addressing client needs, including the following areas:

- Managing and operating large-scale alliance and demonstrating proven ability as a build practitioner;

- Leveraging deep technical delivery knowledge of HPE/Micro Focus technologies, product offerings, licensing and support programs with the ability to articulate business benefits of such products;

- Demonstrating delivery specialization and knowledge of the cloud and/or customer effectiveness spaces;

- Building, maintaining, and utilizing networks of client relationships and community involvement;

- Communicating value propositions, managing resource requirements, project workflow, budgets, billing and collections;

- Preparing and/or coordinating complex written and verbal materials with an attention to business writing and grammar;

- Contributing to the development of a business vision and manage HPE/Micro Focus Technology Alliance and related implementation efforts with complex project management capabilities; and,

- Demonstrating a proven record of success as a team leader, including supervising teams, seeking diverse views, and coaching staff while providing timely meaningful written and verbal feedback.

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