Alliance Aces

Does the word “catalyst” describe your relationship with your strategic partners? What about “motivator” or “spark plug”? Jay Cherrington and Barbara Hallmans from Hewlett Packard Enterprise aim to be catalysts for one of their major partners, Microsoft.   Jay is the Director of the Microsoft Strategic Alliance, and his role is to deliver on the corporate and strategic relationship with Microsoft.  He is focused on executing the long term relationship view for both partners and to integrate solutions between the two organizations. Barbara is the Global Sales Director of the Microsoft Alliance, and she focuses on short term execution.  What are the team’s priorities for this quarter, and how can they make sure they hit their sales numbers? She loves enabling partners, bringing tech experts together, and getting buy in from top management support.  She also advises Jay and his team based on what she has seen in the market. Both Jay and Barbara ensure that everyone on both sides is aware of where things are head