WW Compute Channel Business Development Director at Hewlett Packard Enterprise

Spring, Texas, United States

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Not SpecifiedCompensation

Senior (5 to 8 years), Expert & Leadership (9+ years)Experience Level

Full TimeJob Type

UnknownVisa

Technology, Information TechnologyIndustries

Requirements

Ability to collaborate closely with Compute Business Unit (BU), Compute & High Velocity Sales (HVS) go-to-market (GTM) teams, WW Channel Marketing, WW Channel Compensation, regional C&PE teams, and internal incentive teams
Expertise in strategic planning, program development, and execution for channel business growth
Proficiency in assessing channel coverage gaps, optimizing deployment of Partner Business Managers (PBMs), Inside PBMs, and SMB/DSR resources across geographies
Skills in defining channel roles by partner type and segment, including reseller breadth/yield improvement, inventory management, and competitive benchmarks for incentives/compensation
Experience with analytics tools (e.g., CSIS, Power BI) to measure and refine program performance using metrics like channel sell-out, reseller growth, aged inventory, and reseller productivity
Strong communication and advocacy skills to serve as intermediary between GEO Channel & Partner Ecosystem teams and Compute BU, representing regional market dynamics
Capability to influence quota setting, goal development, pipeline management, cost optimization, and process improvements
Leadership in change management, coaching sales teams, and fostering consultative, solution-selling capabilities
Experience in building long-term growth plans using Account Business Planning processes
Ability to build and manage resource plans for country sales teams, balancing short-term and long-term investments

Responsibilities

Collaborate with Compute BU and HVS GTM teams to design and implement a comprehensive Compute Channel strategy
Define channel roles by partner type/segment, including reseller breadth/yield strategies, inventory management, and incentive benchmarks
Assess channel coverage gaps and optimize deployment of PBMs, Inside PBMs, and SMB/DSR resources globally
Create scalable worldwide programs/initiatives to drive Compute orders, revenue, and margin growth
Ensure alignment with stakeholders (WW Channel Marketing, Compensation, regional teams, Compute BU, incentives)
Measure and refine program performance using analytics and key metrics (sell-out, reseller growth, aged inventory, productivity)
Act as intermediary for bi-directional communication between GEO C&PE teams and Compute BU on goals, challenges, and initiatives
Drive business growth, market share expansion, and revenue increases in the Compute Channel
Coordinate sales activities for optimal coverage via direct and partner routes
Influence quota/goal setting, pipeline management, cost optimization, and process improvements for channel organizations
Develop strategies to generate new sales opportunities and expand market presence
Build long-term growth plans via Account Business Planning and foster solution-selling in teams
Lead change management and coach teams to unlock account opportunities
Collaborate with Global BU Sales, channel partners, and alliances to leverage products/technology
Build/manage resource plans for country sales teams to grow installed base and balance investments

Skills

Channel Strategy

Business Development

Strategic Planning

Go-to-Market

Partner Management

Revenue Growth

Program Development

Inventory Management

Competitive Analysis

Sales Enablement

Hewlett Packard Enterprise

Provides enterprise IT solutions and services

About Hewlett Packard Enterprise

Hewlett Packard Enterprise provides enterprise IT solutions with a focus on cloud services, artificial intelligence, and edge computing. Their products include HPE Ezmeral for managing containers, HPE GreenLake for cloud services, and HPE Aruba for networking. These solutions help businesses improve their performance and adapt to digital changes. HPE's business model includes selling hardware, software, and services, as well as offering subscription-based services and long-term contracts. What sets HPE apart from competitors is its commitment to open-source projects and its active developer community, which supports collaboration and innovation. The company's goal is to empower organizations to transform digitally and optimize their operations.

Houston, TexasHeadquarters

1939Year Founded

IPOCompany Stage

Hardware, Enterprise Software, AI & Machine LearningIndustries

10,001+Employees

Risks

Integration challenges with Juniper Networks may delay AI-driven networking benefits.

Competition from startups like Flywheel could impact HPE's AI and cloud services.

HPE's acquisition strategy may strain resources and distract from core operations.

Differentiation

HPE's GreenLake offers a unique hybrid cloud platform for diverse IT environments.

HPE Ezmeral provides advanced container management, enhancing enterprise AI and analytics capabilities.

HPE's Aruba solutions integrate cloud security and networking for seamless, secure connectivity.

Upsides

HPE's acquisition of Juniper Networks boosts AI-driven innovation in networking.

OpsRamp acquisition enhances HPE's IT management with AI-based automation capabilities.

Axis Security integration strengthens HPE's cloud security offerings with SASE solutions.

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