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 and Distribution Program Manager will lead the strategic expansion, design, launch, and scaled operation of HPE Cloud Commit across indirect routes to market. Cloud Commit is a multi-year spend commitment program through which customers receive contractual incentives, including preferential pricing, procurement efficiency, and purchasing flexibility across eligible software, infrastructure, and services in the Hybrid Cloud portfolio.
Key Responsibilities:
- Own the strategy, roadmap, design, launch, and ongoing optimization of the Cloud Commit channel and distribution program across priority countries and partner segments.
- Define scalable one-tier and two-tier routes to market for distributors, resellers, cloud service providers, managed service providers, and other eligible channel partners.
- Translate Cloud Commit’s multi-year spend, catalog, pricing, reporting, shortfall, and renewal constructs into clear partner-facing commercial and operating models.
- Lead the cross-functional core team in defining program requirements, including eligibility, contracting, discount application, quoting, ordering, invoicing, reporting, renewals, and shortfall management.
- Establish clear accountability across HPE, distributors, resellers, partners, and end customers for pricing, transaction execution, spend reporting, reconciliation, and issue resolution.
- Partner with finance, legal, tax, pricing, controllership, sales operations, IT, product management, and channel organizations to identify dependencies, resolve operational gaps, and drive timely decisions.
- Drive requirements for channel dashboards and reporting that provide appropriate aggregated, partner-level, and customer-level views of commitments, eligible spend, attainment, remaining balance, forecast, and risk alerts.
- Build program playbooks, standard operating procedures, governance forums, decision rights, escalation paths, and launch-readiness criteria.
- Engage distributors and strategic partners to validate assumptions, test workflows, identify constraints, and execute pilots with clear selection, entry, exit, adoption, and change-management criteria. Use partner feedback and transaction data to refine the model before broader scale.
- Design field and partner enablement, including value propositions, qualification guidance, sales plays, process training, FAQs, and role-based communications.
- Track program performance and provide executive-ready scorecards covering pipeline, commitments, revenue, partner participation, cycle time, forecast accuracy, spend attainment, and operational health.
- Represent the program in senior leadership reviews, partner meetings, and regional operating forums.
Measures of Success:
- An approved channel and distribution commercial and operating model launched in priority markets.
- Clear, repeatable end-to-end partner workflows from opportunity identification through commitment tracking, issue resolution, and renewal.
- Improved conversion of channel-led opportunities into Cloud Commit agreements.
- Accurate and timely reporting of eligible spend, attainment, forecasts, and risks across channel transactions.
- Reduced transaction friction, pricing exceptions, manual reconciliation, and escalations.
- Strong partner adoption, field readiness, and satisfaction with the program experience.
- Measurable committed revenue, pipeline growth, and incremental Hybrid Cloud portfolio consumption.
Required Qualifications:
- Bachelor’s degree in business, finance, technology, operations, or a related field, or equivalent practical experience.
- 8+ years of experience in channel, distribution, commercial program management, cloud, enterprise technology, or related go-to-market roles.
- Demonstrated success designing and launching complex, cross-functional programs involving distributors, resellers, service providers, or marketplace channels.
- Strong understanding of indirect sales models, channel economics, partner discounting, deal registration, quoting, ordering, invoicing, and revenue operations.
- Experience with committed-spend, enterprise-agreement, consumption, subscription, or as-a-service commercial models.
- Proven ability to manage ambiguity, develop structure, and move programs from concept through pilot and scale.
- Strong analytical skills and experience defining metrics, reporting requirements, business cases, and executive recommendations.
- Excellent written and verbal communication skills, including the ability to influence senior leaders and simplify complex commercial and operational topics.
- Experience leading globally distributed, cross-functional teams without direct authority.
Benefits:
- Comprehensive suite of benefits that supports physical, financial, and emotional wellbeing.
- Investment in career development and growth.
- Unconditional inclusion and celebration of individual uniqueness.
Salary: The expected salary/wage range for this position is provided below. Actual offer may vary from this range based upon geographic location, work experience, education/training, and/or skill level. – United States of America: Annual Salary USD 126,000 - 239,000 in Colorado // 119,500 - 275,000 in North Carolina & Texas