Principal AI ISV Business Development Consultant

Principal AI ISV Business Development Consultant

Description -

The Commercial PC business is a high-growth, fast-paced business with an innovation and customer-centered mindset, delivering solutions for our enterprise, mid-market, and SMB customers. Within the Commercial PC business is the AI Software Ecosystem team – building out new AI software ISV partnerships to drive adoption of AI PCs.

The Principal AI ISV Business Development Consultant is a highly visible role, building relationships with top software companies, with the goal to influence and build strategic plans for on-device AI. A key objective for the role will be to drive scale of the AI PC as well as the overall One HP agenda for company revenue and operating profit growth. This role will have direct visibility with our CEO and Executive Leadership teams and requires cross-business collaboration.  

Responsibilities include developing strategies and value propositions of working with HP and the AI PC, understanding the drivers and organizational and business dynamics, and recommending potential use cases for hybrid cloud and local models. Additional responsibilities will include determining short, medium, and long-term plans, working with the partner across technical and go-to-market teams, and driving gaining support from necessary internal HP teams and subject matter experts. The role requires heavy influencing skills, developing an optimized software architecture strategy, strategic pitches, setting metrics and project plans, and communication at all levels of the organization, including our CEO. The Principal AI ISV Business Development Consultant will determine new business and go-to-market models, negotiate contracts, and demonstrate business impact with measurable financial benefits for HP hardware, services, and solutions. They will be the recognized authority, both internal and external to HP, for responsible partners, serving as organization spokesperson and champion of a program that affects the company’s long-range goals and objectives.

Responsibilities:

• Oversee targeted partner strategy and plans, managing across business, strategy, category/sales and technical teams within HP and at the partner
• Develop strategies and establish relationships with AI leaders and executives
• Devise a compelling value proposition that addresses partner and customer needs, evaluating key business drivers and potential risks
• Negotiate and manage marketing, distribution, and co-development agreements
• Proven industry/vertical expertise to drive transformative use cases ideation for significant impact in how we work at an international level
• Educate and engage with various stakeholders to effectively communicate partner and solution strategies, address challenges, and ensure cohesive execution strategies
• Create partner opportunities and positions the organization early to guide strategy and contract requirements to align with organizational strengths, potentially leading to exclusivity, time to market, and differentiation opportunities
• Educate and engage with various stakeholders to effectively communicate AI PC local inferencing strategies, address technical, resource, and go-to-market challenges
• Nurture partner relationships both short and long term, consistently reinforcing the organization’s credibility through adept persuasion and educational interactions
• Provide innovative solutions and integrate advanced technologies, theories, or techniques with a significant impact across disciplines, championing large projects for long-range goals
• Be expert in the partner’s industry, understanding customer needs, dynamics and market trends relating to AI and the future of work
• Serve as a thought leader with industry knowledge, develop and deliver engaging and credible presentations, knowledge sharing to internal and external audiences

Education and Qualifications:

• Four-year or Graduate Degree in Computer Science, Business Administration, or any other related discipline or commensurate work experience or demonstrated competence
• 10+ years of experience in the computer/technology industry, including roles in solutions architecture, software development, consulting, business development/sales engineering, product management, and management
• Entrepreneurial mindset with the drive to continuously innovate and stay ahead of market demands
• Strong partnering skills, including proven experience with high-profile partners
• Strong customer and partner communication skills, as well as the ability to influence CxO level and executive AI teams
• Exceptional customer centric skills, understanding of use cases
• Excellent program management and planning and organization skills
• Strong business acumen leveraging best pra