Description
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.
The Cloud Commit Channel-Led Activation and Deal Manager will accelerate adoption and execution of HPE Cloud Commit through channel partners while helping sales teams shape, structure, and advance complex customer commitments.
Key Responsibilities
Channel Activation and Enablement
- Develop and execute the activation plan for Cloud Commit across priority distributors, resellers, cloud service providers, managed service providers, and eligible channel partners.
- Translate program strategy into partner-ready value propositions, qualification criteria, sales plays, discovery guides, training, FAQs, and field communications.
- Partner with channel leaders and regional teams to identify target partners, pilot markets, and high-potential customer segments.
- Lead partner onboarding and launch readiness, including process validation, role clarity, reporting expectations, and escalation paths.
- Gather partner and field feedback, identify friction points, and convert insights into scalable program, policy, process, and tooling improvements.
Deal Strategy and Execution
- Partner with account teams and channel organizations to identify, qualify, and prioritize Cloud Commit opportunities with credible multi-year demand.
- Facilitate account-planning sessions that connect customer priorities, installed base, pipeline, renewals, migrations, and portfolio demand to a defensible commitment thesis.
- Guide development of commitment structures, including total value, annual spend ramps, eligible offerings, purchasing routes, pricing principles, and governance requirements.
- Develop financial scenarios, business cases, approval packages, and executive recommendations that support opportunity decisions.
- Coordinate sales, channel, finance, pricing, legal, operations, product, and IT stakeholders to resolve issues and maintain deal momentum.
Program Operations and Governance
- Maintain a prioritized portfolio of active pursuits with documented value, maturity, dependencies, next actions, executive sponsorship, and risk.
- Define and track metrics for activated partners, qualified pipeline, committed value, conversion, cycle time, approval velocity, forecast accuracy, partner participation, and post-signature attainment.
- Deliver executive reviews that highlight blocked decisions, resource requirements, and recommended actions.
- Identify recurring contractual, pricing, reporting, and operational barriers and lead cross-functional initiatives that improve scalability and deal velocity.
Measures of Success
- Growth in qualified channel-led Cloud Commit pipeline and signed multi-year commitment value.
- Effective activation of priority partners and regions with clear, repeatable sales and transaction motions.
- Improved conversion and reduced cycle time from qualification through signature and activation.
- Strong field and partner readiness, adoption, and satisfaction with the Cloud Commit experience.
- Accurate executive visibility into opportunity maturity, forecast, risks, and required decisions.
Required Qualifications
- Bachelor’s degree in business, finance, economics, technology, operations, or a related field, or equivalent practical experience.
- 8+ years of experience leading channel programs, strategic deal management, commercial strategy, business development, sales operations, enterprise agreements, or other complex technology programs.
- Strong understanding of indirect sales models, distributors, resellers, service providers, partner economics, deal registration, quoting, ordering, invoicing, and revenue operations.
- Experience with committed-spend, enterprise-agreement, consumption, subscription, or as-a-service business models.
- Ability to develop financial models, spend forecasts, commercial scenarios, business cases, approval packages, and executive recommendations.
- Proven ability to influence senior stakeholders and lead globally distributed, cross-functional teams without direct authority.
Preferred Qualifications
- Experience with HPE Greenlake, Hybrid Cloud, CloudOps software, enterprise infrastructure, or related as-a-service offerings.
- Experience structuring commitments across multiple purchasing entities, countries, portfolios, or routes to market.
- Working knowledge of hyperscaler committed-spend programs.
- Familiarity with CRM, CPQ, contract lifecycle management, billing, partner relationship management, revenue recognition, and spend-reporting systems.
Benefits
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.
Leadership Attributes
- Commercially minded and partner-focused, with sound judgment across growth, customer value, margin, risk, and execution.
- Strategic thinker who can move fluidly from executive-level design to hands-on deal and program delivery.
- Structured problem solver who simplifies ambiguity, challenges assumptions, and drives timely decisions.
- Collaborative and credible across sales, partners, operations, finance, legal, product, and technology teams.
- Data-driven, accountable, persistent, and comfortable operating in a fast-changing global environment.