North America Collaboration Alliances Business Development Manager

Description -

The North America Collaboration Alliances Business Development Manager is dedicated to developing and expanding strategic alliance relationships with Microsoft and Zoom across North America. This role translates global alliance strategies into coordinated market execution plans that accelerate category revenue, market share, profitability, and customer adoption.

The role owns regional alliance strategy, joint business planning, investment management, go-to-market execution, performance governance, and launch support. It works across Category, Marketing, Sales, Product, channel, and global business unit teams to build differentiated value propositions, activate integrated collaboration solutions, and deliver measurable outcomes through and with alliance partners.

Key Responsibilities

Alliance Strategy & Business Planning

Develop Microsoft- and Zoom-specific alliance growth plans aligned to North America Collaboration category revenue, market share, volume, and profit objectives.

Translate global alliance strategies into actionable North America market execution plans, with clear priorities by quarter, product category, route to market, and customer segment.

Establish partner-specific KPIs, scorecards, and business targets by quarter and market; align stakeholders on milestones, owners, and governance.

Develop differentiated value propositions, integrated solution offers, and market positioning that strengthen HP Collaboration relevance within each partner ecosystem.

Funding & Investment Management

Negotiate, secure, and manage available market alliance funding, including market development funds and other joint investment vehicles.

Allocate funding across product categories, marketing activities, channel programs, customer engagement, and sales motions based on business priorities and expected return.

Monitor funding availability, utilization, compliance, and ROI; identify risks and recommend reallocation or corrective action when needed.

Create investment proposals and business cases for new alliance-funded initiatives that support incremental demand, pipeline, and revenue.

Go-to-Market Execution

Partner with Category, Marketing, Sales, Product, and Channel teams to develop and execute integrated 4P plans across product, pricing, placement, and promotion.

Coordinate launch support, demand generation, channel programs, partner enablement, sales incentives, and customer acquisition activities.

Ensure alliance-funded initiatives are executed consistently across North America markets and in accordance with partner commitments and program requirements.

Lead development of joint messaging, campaign frameworks, sales content, and enablement that clearly communicate the value of HP Collaboration solutions with Microsoft and Zoom.

Partner Relationship Management

Own senior relationships with Microsoft and Zoom regional alliance teams, establishing trusted operating rhythms and clear escalation paths.

Lead quarterly business reviews, annual planning cycles, executive updates, and ongoing performance governance with each alliance partner.

Negotiate joint marketing, channel, sales, launch, and customer engagement activities that advance shared business goals.

Continuously optimize existing partnerships and identify opportunities to expand routes to market, solution integration, customer reach, and partner advocacy.

Performance Management & Market Insights

Track and analyze market share, revenue, volume, attach rates, rebates, funding utilization, pipeline, and program performance against agreed targets.

Assess market trends, competitive actions, customer needs, ecosystem developments, and partner priorities to identify risks and growth opportunities.

Recommend and drive corrective actions where performance is below plan, including changes to investment, activation, enablement, portfolio focus, or sales execution.

Provide concise performance updates and decision-oriented recommendations to North America Collaboration leadership and cross-functional stakeholders.

Launch & Portfolio Support

Engage Product Management and global business units to secure Microsoft and Zoom support for new product introduction launches and strategic portfolio priorities.

Coordinate joint launch readiness, market activation, promotional campaigns, partner enablement, and field execution.

Provide market intelligence, partner input, and customer feedback to influence portfolio, roadmap, positioning, and go-to-market decisions.

Support integrated solution launches that combine HP Collaboration hardware, software, services, and partner platform capabilities.

Sales & Partner Enablement

Lead development and delivery of alliance-focused training, sales education, playbooks, and enablement for HP, channel, and partner sales teams.

Equip sellers with solution positioning, competitive differentiation, use cases, and partner-aligned customer narratives that support opportunity creation and conversion.

Build productive internal and external working relationships and provide guidance to cross-functional teams contributing to alliance initiatives.

Education & Experience Recommended

• Four-year or graduate degree in Marketing, Business Administration, or a related discipline, or commensurate work experience and demonstrated competence.
• 7-10 years of experience in alliances, business development, partner marketing, sales, channel management, category management, product marketing, or a related field.
• Demonstrated experience building joint business plans, managing partner investments, executing cross-functional go-to-market programs, and using performance data to drive business decisions.
• Experience with technology ecosystems, collaboration solutions, or Microsoft and Zoom partner motions is strongly preferred.

Knowledge & Skills

• Alliance strategy and relationship management
• Business development and joint business planning
• Go-to-market strategy and 4P execution
• Partner, channel, and category management
• Demand generation and integrated marketing
• Market development fund and investment management
• KPI development, business analytics, and ROI measurement
• New product introduction and launch management
• Value proposition, solution positioning, and sales enablement
• Executive communication, negotiation, and stakeholder influence
• Microsoft and Zoom collaboration ecosystems
• Salesforce and digital marketing tools

Cross-Organizational Skills

• Effective communication and executive presence
• Results orientation and accountability
• Learning agility and digital fluency
• Customer centricity
• Cross-functional leadership and influence
• Strategic thinking and analytical problem solving

Impact & Scope

Impacts North America Collaboration business performance by shaping and executing regional alliance strategy for Microsoft and Zoom. Leads and provides expertise to cross-functional project teams and participates in regional and global initiatives that influence category growth, partner investment, customer adoption, and market execution.

Complexity

Works on complex, multi-stakeholder business challenges where analysis of market, partner, financial, and operational factors requires in-depth evaluation. Balances global alliance direction with North America market needs and independently drives alignment across internal teams and external partners.

Salary

The pay range for this role is $105,050 to $161,800 USD annually with additional opportunities for pay in the form of bonus and/or equity (applies to United States of America candidates only). Pay varies by work location, job-related knowledge, skills, and experience.

Benefits
HP offers a comprehensive benefits package for this position, including:

• Health insurance
• Dental insurance
• Vision insurance
• Long term/short term disability insurance
• Employee assistance program
• Flexible spending account
• Life insurance
• Generous time off policies, including;
• 4-12 weeks fully paid parental leave based on tenure
• 11 paid holidays
• Additional flexible paid vacation and sick leave (US benefits overview)

The compensation and benefits information is accurate as of the date of this posting. The Company reserves the right to modify this information at any time, with or without notice, subject to applicable law.

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, or knowledge. Responsibilities may change, and additional functions may be assigned as needed by management.

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Equal Opportunity Employer (EEO) - 

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