HP is seeking senior professionals to join our Global Independent Software Vendor (ISV) team. This dynamic team will be instrumental in driving HP's transformation into a solutions-based organisation, managing key ISV relationships, and fostering innovation in collaboration with ISVs, their customers, and partners globally. In this role, you will also be responsible for building and managing a robust opportunities funnel in collaboration with ISVs, identifying and nurturing strategic opportunities that drive revenue growth and customer success.

These roles require a blend of strategic thinking, influencing, cross-functional collaboration, and hands-on execution to expand HP’s footprint within the ISV ecosystems. The role also collaborates with internal sales teams to ensure the seamless execution of HPS strategy while monitoring OKRs. The role demonstrates a superior understanding of product categories, workflows and solutions within their area of expertise.

Responsibilities

Lead business development initiatives to identify, onboard, and grow partnerships with both new and existing ISVsManage strategic market partnerships with ISVs, ensuring alignment with their customer needs and broader HP objectivesAct as the primary liaison between HPS, ISVs, their partners, and customers to develop innovative, solutions-driven opportunitiesCollaborate cross-functionally to ensure HP’s products and solutions meet the evolving needs of ISVs and their end customersDrive quota-based objectives, ensuring both individual and team targets are met or exceededRepresent HP and its solutions at ISV events, conferences, and customer engagementsFacilitate and integrate leadership development practices within daily operations, enhancing individual and team readiness for future challengesAct as the Subject Matter Expert influencing HP’s solutions portfolio decisions and providing strategic guidance for the development of innovative go-to-market strategiesContributes/leads in defining the category business plan and strategies to drive growth and profitabilityCollaborates with various internal teams from marketing, sales, and finance to ensure seamless execution of WW category strategyMonitors Objectives and Key Results (OKRs) and their performance to identify areas for improvement, develops and executes action plans accordinglyDemonstrates a superior understanding of product categories, business management, and sales challenges and strategiesDevelop and implement initiatives to improve processes/policies/offerings basis the insights gathered from feedback and market trendsBuild relationships and represent the team at a senior level with the sales force and other partners

Education & Experience Recommended

Senior-level experience in business development, partnership management, or a similar role within the ISV ecosystemExpertise in developing and delivering executive-level presentations, coupled with strong emotional intelligenceFamiliarity with ISV ecosystems, workflows, technical sales, and software-hardware integrationsStrategic thinker with the ability to balance long-term vision and short-term goalsAdvanced negotiation skills, with a demonstrated ability to structure and close complex agreements that drive mutual value for partners and HP.Advanced degree in leadership and management preferred

Leadership and Personal Development
At HP, we believe that leadership begins with a growth mindset and a commitment to continuous improvement. In this role, you will:

Demonstrate a growth mindset by seeking opportunities to enhance your current knowledge, skills, attributes, and abilities in alignment with HP’s people-first philosophyBuild leadership capabilities through strategic thinking, cross-cultural communication, and emotional intelligence developmentEngage in activities that prioritise people-first leadership, fostering collaboration, trust, and a solutions-oriented mindsetDevelop a deeper understanding of leader developmental readiness, preparing yourself for future challenges and opportunitiesEnhance your expertise in areas such as executive-level presentations, negotiation skills, and relationship management, driving meaningful impact in HP’s transformation journey

Knowledge

ISV Ecosystems: In-depth understanding of ISV business models, partnership ecosystems, and software/hardware integration.Solution Selling: Knowledge of solutions-based selling approaches, particularly in enterprise and B2B markets.Industry Trends: Familiarity with emerging technologies in the ISV domain (e.g., cloud computing, AI, and SaaS solutions).Market Dynamics: Regional knowledge of market trends, customer needs, and competitive landscapes in North America, Europe, and global markets.Negotiation Frameworks: Expertise in advanced negotiation strategies and creating win-win outcomes.

Skills

Strategic Thinking: Ability to create and execute long-term strategies that align with HP’s transformation goalsRelationship Management: Strong interpersonal skills to build and nurture trust with ISVs, customers, and partnersCross-Cultural Communication: Skilled in adapting communication styles to diverse audiences across regionsPresentation Excellence: Proficiency in crafting and delivering executive-level presentations that resonate with key stakeholdersOpportunity Management: Expertise in identifying, prioritising, and managing a robust opportunities funnelProblem Solving: Analytical thinking to address challenges, innovate solutions, and drive results

Abilities

Leadership Readiness: Capacity to lead by influence and develop leadership capabilities for future rolesQuota Achievement: Proven ability to consistently meet or exceed business development targetsStakeholder Influence: Strong ability to engage, influence, and align diverse stakeholders around common goalsMultitasking and Prioritisation: Ability to balance competing demands, evaluate priorities, and focus on initiatives that deliver the greatest value