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About the Role

This role owns the CSLV relationship with major Distributors and the wider partner community, ensuring Services is a core part of every Channel conversation. The position operates at the Distributor and partner-community level, with a focus on Channel strategy and whitespace development, translating the overall CSLV strategy into actionable Channel strategies. The role acts as the voice of the Channel within CSLV, identifying systemic barriers to Services growth and partnering with the appropriate internal teams to drive improvements that enhance the partner experience.

Responsibilities

Convert the overall CSLV strategy into actionable, Distributor- and partner-specific Channel strategies that drive Indirect growth.
Analyze Distributor and partner performance to identify gaps and opportunities for Services attach across the Indirect base.
Build and maintain joint Channel plans with major Distributors and key partners that include Services as part of the growth plan.
Act as the primary CSLV point of contact for major Distributors and the broader partner community, building relationships with Distribution teams.
Equip Distributors and partners with the positioning, tools, and knowledge to sell and renew Services as part of their own motion.
Work with the traditional IBS sales team to align on coverage, avoid duplication, and provide a consistent experience for the Channel.
Own the full renewal lifecycle, ensuring high retention rates and mitigating churn through proactive partner and client outreach 120 days before contract expiration.
Gather and represent partner feedback relating to the Services experience, ensuring issues are visible and prioritized by the relevant operational and support teams.
Identify common themes and barriers across the partner community and advocate for improvements that increase channel effectiveness.
Influence and coordinate with operations, and support functions to ensure partner feedback is considered in ongoing business improvements.
Assess and evolve the cadences and touchpoints between HPE and the Channel to better support Services growth.
Review and help shape pricing and commercial approaches that affect how easily and profitably partners can sell and renew Services.
Proactively identify and implement better ways of working across HPE and the Channel, testing and scaling what works.
Maintain accurate Channel-level pipeline forecasting and performance reporting within CRM, providing visibility to CSLV leadership.
Partner with delivery, technical, and the IBS team to ensure Channel commitments translate into deliverable, high-quality outcomes for partners and their end customers.

Requirements

8+ years in Channel / Distribution sales, alliance management, or Services sales, with demonstrated success operating at the partner or Distributor level.
Good, practical knowledge of how Distributors and partners operate and generate revenue, and an understanding of the role Services plays in the wider deal mix.
Proven ability to plan beyond the current quarter, translating high-level strategy into Channel-specific execution plans.
Strong track record of working cross-functionally, particularly with direct sales / Install Base teams, without formal authority over those teams.
Comfortable acting as a troubleshooter, diagnosing tools and process issues affecting partners, taking ownership of issue progression, driving internal teams to deliver resolutions, and addressing recurring issues at their source.
Experience reviewing and improving ways of working (cadences, pricing, operating models) between a vendor and its Channel.
Track record driving renewal outcomes through partner-side resources, with attention to early identification and prevention of leakage.
Strong commercial and negotiation skills, able to operate effectively at senior Distributor and partner stakeholder levels.
Comfortable with CRM platforms (e.g. Salesforce) for pipeline visibility and Channel performance reporting.

Skills

Channel sales
Distribution sales
Alliance management
Services sales
Channel strategy
Collaboration
Influence
Operational problem-solving
Commercial and process design
Renewals management
Sales skills
Negotiation skills
CRM platforms (e.g. Salesforce)

Location

Onsite

Work Type

Onsite

Experience Level

Expert

Benefits

Comprehensive suite of benefits that supports their physical, financial and emotional wellbeing
Personal & Professional Development programs
Unconditional Inclusion
Flexibility to manage work and personal needs

About the Company

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.
Our culture thrives on finding new and better ways to accelerate what’s next.
We know varied backgrounds are valued and succeed here.
We have the flexibility to manage our work and personal needs.
We make bold moves, together, and are a force for good.
If you are looking to stretch and grow your career our culture will embrace you.
Open up opportunities with HPE.

Equal Opportunity

HPE is committed to creating an inclusive and accessible workplace and encourages applications from all qualified individuals, including those with disabilities.
HPE is an Equal Employment Opportunity/ Veterans/Disabled/LGBT employer.
We do not discriminate on the basis of race, gender, or any other protected category, and all decisions we make are made on the basis of qualifications, merit, and business need.
Our goal is to be able one global team that is representative of our customers, in an inclusive environment where we can continue to innovate and grow together.
Hewlett Packard Enterprise is EEO Protected Veteran/ Individual with Disabilities.
HPE will comply with all applicable laws related to employer use of arrest and conviction records, including laws requiring employers to consider for employment qualified applicants with criminal histories.