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Microsoft ROK Business Alliance Manager



Dubai - United Arab Emirates
Posted on Thursday, June 20, 2024
Microsoft ROK Business Alliance Manager

This role has been designed as ‘Hybrid’ with an expectation that you will work on average 2-3 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 diverse 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:

The Microsoft ROK Business Alliance Manager defines and manages the product offering, positioning, and pricing across the product life cycle of a given portfolio, guiding the direct/indirect sales teams on such product related dimensions.

They are responsible to plan the business objective for a specific portfolio, and to achieve this plan through on-going adjustments of the product related decisions. Acts as the lead expert in competition product knowledge in all dimensions (product knowledge, pricing, marketing, customer requirements).

Communicates, briefs, supports direct and indirect sales force on product strategies. Defines advertising, and demand generation priorities at strategic and tactical levels in partnership with the Marketing function. Sales compensated role. Quota is an overlay. These jobs focus on selling to customers, typically through work that occurs outside HPE offices.


Business Planning and Forecasting:

  • Take ownership of forecasting and performance metrics at the Country/Cluster level.
  • Develop and execute strategic and tactical programs using Microsoft Teams, with a primary focus on the ROK Business Plan.
  • Collaborate with HPE Channel Teams to incorporate Microsoft ROK activities into the overall plan.
  • Analyse data to determine strategic direction and approach at the Partner level.
  • Provide end-to-end execution for Microsoft MDF (Market Development Funds) allocation, including planning, request, deployment, tracking, governance, reporting, closure, and claim.
  • UKI, to work closely with the Partner Marketing Managers & Finance to have budgets allocated / approved in the MDF Portal.
  • MEA, Budget deployment either direct to Partner or via authorized MSA using the Ariba PO Process
  • Follow up with the Partners on utilization, PoE/PoC accuracy (according to MSFT guidelines) and Claims Processing

Financial Management and Analysis:

  • Compile, track, reconcile, and report MDF spend versus claim across systems (e.g., Ariba, MDF Portal, SLATE), providing reconciliation reports to Finance for MEC activities.
  • Collaborate with Microsoft Marketing Teams to optimize activity spends and minimize fund overlay by eliminating duplication.
  • Allocate and track Microsoft Marketing dollars to support identified opportunities and execute agreed activities.

Sales Enablement and Partner Engagement:

  • Collaborate with HPE Partners (Distributors and Key Resellers) to identify and execute sales enablement and business opportunities.
  • Engage with PRMMS (E&G Platform) on enhancements, program design/launch, training uptake, and payment-related issues.
  • Track sales progress at a partner level and provide forecasts and forecast support for both HPE and Microsoft organizations.

Cross-functional Collaboration and Communication:

  • Work closely with the SMB team to integrate and publish Microsoft content in HPE SMB GTM (Go-to-Market) activities.
  • Present strategy, programs, and information updates in global team forums
  • Provide support to internal and external audiences regarding Microsoft-related issues, questions, or information update requests.
  • Plan and execute regular cadences with partners as well as management briefings on business evolution to HPE and Microsoft audiences.

Education and Experience Required:

  • University or bachelor’s degree in Technology, Marketing or Finance.
  • Typically, 5 years + of professional experience with a combination of Marketing, Sales, Business Planning experience preferred.

Knowledge and Skills:

  • IT industry knowledge.
  • Business planning skills, multidimensional.
  • Financial planning and modelling skills, comfortable to manage high complexity business planning and reporting.
  • Strong communication skills at senior management internally and externally.
  • Knowledge of promotional marketing processes and practices.
  • Negotiation skills and ability to frame the product value proposition to customers/partners.
  • Leadership skills and cross functional expertise (sales, supply chain, marketing.

Additional Skills:

Accountability, Accountability, Active Learning, Active Listening, Assertiveness, Bias, Building Rapport, Buyer Personas, Coaching, Complex Sales, Creativity, Critical Thinking, Cross-Functional Teamwork, Customer Experience Strategy, Customer Interactions, Design Thinking, Empathy, Financial Acumen, Follow-Through, Growth Mindset, Identifying Sales Opportunities, Industry Knowledge, Intellectual Curiosity, Long Term Planning, Managing Ambiguity {+ 6 more}

What We Can Offer You:

Health & Wellbeing

We strive to provide our team members and their loved ones with a comprehensive suite of benefits that supports their physical, financial and emotional wellbeing.

Personal & Professional Development

We also invest in your career because the better you are, the better we all are. We have specific programs catered to helping you reach any career goals you have — whether you want to become a knowledge expert in your field or apply your skills to another division.

Diversity, Inclusion & Belonging

We are unconditionally inclusive in the way we work and celebrate individual uniqueness. We know diverse 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.

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Job Level:


HPE is an Equal Employment Opportunity/ Veterans/Disabled/LGBT and Affirmative Action employer. We are committed to diversity and building a team that represents a variety of backgrounds, perspectives, and skills. We do not discriminate and all decisions we make are made on the basis of qualifications, merit, and business need. Our goal is to be one global diverse team that is representative of our customers, in an inclusive environment where we can continue to innovate and grow together. Please click here: Equal Employment Opportunity.

Hewlett Packard Enterprise is EEO F/M/Protected Veteran/ Individual with Disabilities.

HPE will comply with all applicable laws related to employer use of arrest and conviction records, including laws requiring employers to consider for employment qualified applicants with criminal histories.