Description
Hewlett Packard Enterprise is seeking a highly motivated Big Deals Commercial Lead to drive the commercial, cost, capacity, and supply-chain execution required to support large, strategic customer opportunities.
This role will lead cross-functional planning from NPI through FRS and sustaining production, ensuring that product-cost roadmaps, manufacturing readiness, and supplier commercial models are aligned with deal requirements, customer pricing, and margin objectives.
Responsibilities:
- Lead the supply-chain commercial workstream for major customer deals, translating deal scope, volume, timing, configuration, and regional requirements into executable cost, capacity, and supplier plans.
- Negotiate MVA savings and strategic commercial initiatives with EMS/ODM partners based on the scope and size of each big deal.
- Partner with EMS/ODM suppliers and internal HPE teams to ensure the appropriate factory capacity, equipment, labor, technical capability, and headcount are in place to support deal requirements and ramp schedules.
- Coordinate end-to-end cost-reduction efforts to lower product cost and improve deal margin.
- Develop product-cost projections based on in-scope cost-reduction initiatives to support BU/PLM pricing decisions for customer deals.
- Define when negotiated savings and cost-reduction actions will be recognized in product pricing across the product lifecycle, from NPI through FRS and sustaining production.
- Create and maintain a clear cost-reduction roadmap that identifies initiative value, timing, owner, dependencies, implementation status, and expected financial recognition.
- Lead weekly reviews of product costing, savings commitments, risks, capacity readiness, and cost-reduction progress with senior leadership, BU, PLM, and other key stakeholders.
- Establish a standardized reporting format that can be applied consistently across multiple products, programs, and strategic deals.
- Identify gaps to target cost, margin, or manufacturing readiness early; develop recovery plans and drive cross-functional closure of actions.
- Ensure commercial assumptions, supplier commitments, capacity plans, and cost projections remain aligned as customer requirements, configurations, and shipment profiles change.
- Provide executive-level recommendations on deal economics, supplier strategy, implementation timing, and risks that could affect customer pricing, margin, or delivery.
Education and Experience Required:
- Bachelor's degree in Business, Supply Chain, Engineering, Finance, Operations, or a related field. MBA preferred.
- 6+ years of experience in supply chain, manufacturing, procurement, commercial management, product-cost management, strategic sourcing, or large-deal execution.
- Proven experience negotiating with ODM, CM, EMS, or JDM manufacturing partners, including MVA, rebates, consignment, pricing, and other strategic commercial models.
- Strong understanding of product cost structures, manufacturing economics, component costs, NPI, FRS, sustaining production, and supply-chain operations.
- Demonstrated ability to lead complex, high-value, cross-functional initiatives with aggressive cost, margin, capacity, and schedule requirements.
- Experience developing cost models, savings roadmaps, projections, and financial scenarios used to support product or customer pricing decisions.
- Strong analytical, financial modeling, and problem-solving skills, with the ability to convert detailed cost actions into clear executive-level insights.
- Excellent communication skills, including presentation and negotiation abilities.
- Ability to influence and drive accountability across a global, matrixed organization without direct authority.
- Mastery in English and local language.