Director, Hpe Networking Alliances - Japan Job at Hewlett Packard Enterprise (Tokyo)

Job Description

Director, HPE Networking Alliances - Japan This role has been designed as ‘Hybrid’ with an expectation that you will work on average 2 days per week from an HPE office. Who We Are: Hewlett Packard Enterprise is the global edge-to-cloud company advancing the way people live and work. We help companies connect, protect, analyze, and act on their data and applications wherever they live, from edge to cloud, so they can turn insights into outcomes at the speed required to thrive in today’s complex world. Our culture thrives on finding new and better ways to accelerate what’s next. We know varied backgrounds are valued and succeed here. We have the flexibility to manage our work and personal needs. We make bold moves, together, and are a force for good. If you are looking to stretch and grow your career our culture will embrace you. Open up opportunities with HPE. Job Description: Role summary The HPE Networking Alliance Sales Director — NEC Alliance (Japan) is responsible for building, growing and owning the HPE Networking relationship with NEC across Japan. Using the existing portfolio of HPE footprint with NEC as a springboard, the role will define and execute a joint go-to-market strategy to create new Wi-Fi, AI/Data-Center and Security networking business. The Director will act as the senior HPE liaison to NEC executives and sales leaders, and as the internal integrator across HPE and HPE Networking teams to drive joint solution development, demand generation, deals and customer success.

Job Responsibility

Develop a clear NEC Alliance strategy and annual business plan for HPE Networking in Japan, including revenue targets, solution focus areas (Wi-Fi, AI/DC, Security), GTM plays, resource requirements and success metrics
Create and maintain joint account plans and a prioritized opportunity pipeline with NEC
Own and grow executive and senior stakeholder relationships at NEC (Sales, Engineering, Product, Channel, Executive leadership)
Establish and maintain an executive engagement cadence and joint governance for decision making and prioritization
Drive co-engineering and solution packaging of HPE Networking products with NEC for Wi-Fi, AI/DC infrastructure and Security use cases
Work with product management, systems engineering and NEC counterparts to create marketable joint value propositions, validated designs and reference architectures
Plan and execute joint marketing campaigns, workshops, events, POCs and proof-of-concepts with NEC to generate qualified pipeline
Create enablement materials, playbooks, and sales tools for both HPE and NEC sellers and SEs
Map NEC-influenced opportunities with HPE field sales
actively co-sell, support negotiations and provide senior escalation to win complex deals
Drive deal velocity and manage cross-functional support to close strategic transactions
Align internal stakeholders (HPE Networking, field sales, SEs, product, services, marketing, finance, legal) to remove blockers and accelerate joint deals
Lead regular cross-functional planning and execution meetings
maintain project plans and milestones
Maintain accurate pipeline and forecast contributions attributable to NEC
report progress to HPE leadership and NEC partners
Lead Joint Business Reviews (JBRs) with NEC and convene internal steering committee meetings
Establish KPIs, track performance, and iterate strategy based on results
Ensure high quality post-sale support and customer satisfaction for joint deployments
Drive creation of customer references, case studies and referenceable POCs
Proactively identify commercial, technical and operational risks related to alliance activities and implement mitigation plans

Requirements

10+ years of sales, alliance or partner management experience in technology, preferably with experience managing strategic SI/channel partner relationships in Japan
Proven track record of driving multi-stakeholder, complex deals and delivering measurable revenue growth through partner alliances
Strong knowledge of enterprise networking solution stacks, including Wi-Fi, data center networking, network security
familiarity with AI infrastructure and associated networking requirements is highly desirable
Demonstrated ability to define GTM plays, enable co-sell motions and lead joint solution development with partners
Excellent executive presence with experience engaging C-level and senior business leaders
Demonstrated program and project management skills
ability to coordinate multiple cross-functional streams
Native or near-native Japanese language skills and fluent English (spoken and written)
Based in Japan with the ability and willingness to travel domestically and to NEC customer sites as required
Bachelor’s degree in Business, Engineering, Computer Science or related field
MBA or advanced degree is a plus

Nice to have

Prior experience working with NEC or similar large Japanese systems integrators
Background in HPE products or comparable vendor/networking ecosystems
Experience running joint marketing campaigns, POCs and technical validation programs

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