WW Compute Channel Business Development Director

WW Compute Channel Business Development Director

  

This role has been designated as ‘Remote/Teleworker’, which means you will primarily work from home.

Who We Are:

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.

Job Description:

   

The Worldwide Compute Channel Business Development Leader is a pivotal role within the Worldwide Channel & Partner Ecosystem (C&PE) organization. This position focuses on driving business growth and enabling success in the compute channel through strategic planning, program development, and collaboration across multiple teams and regions. The role is centered on these key responsibilities:

Strategy Development & Execution:

• Collaborate closely with the Compute Business Unit (BU) and Compute & High Velocity Sales (HVS) go-to-market (GTM) teams to design and implement a comprehensive Compute Channel strategy.
• Define the role of the channel by partner type and segment, including reseller breadth and yield improvement strategies, inventory management, and competitive benchmarks for incentives/compensation.
• Assess channel coverage gaps and optimize deployment of Partner Business Managers (PBMs), Inside PBMs, and SMB/DSR resources across geographies.

Program Development & Deployment:

• Create scalable worldwide programs and initiatives that drive orders, revenue, and margin growth for Compute.
• Ensure alignment with key stakeholders, including WW Channel Marketing, WW Channel Compensation, regional C&PE teams, Compute BU, and internal incentive teams.
• Measure and refine program performance using analytics tools (e.g., CSIS, Power BI) and key metrics, such as overall channel sell-out performance, reseller growth, aged inventory levels, and reseller productivity.

Channel Advocacy & Communication:

• Serve as the key intermediary between the GEO Channel & Partner Ecosystem teams and the Compute BU, ensuring bi-directional communication and alignment on goals, challenges, and initiatives.
• Represent the complexities and nuances of regional market dynamics while driving global programs with high degrees of commonality.

Key Metrics for Success:

• Compute order and sell-out performance in the channel.
• Growth in reseller breadth and yield.
• Reduction in aged inventory (>8 weeks).

Responsibilities:

• Drive business growth, market share expansion, and revenue increases within the Compute Channel.
• Coordinate all sales activities within the area of control, ensuring optimal coverage through direct and partner sales routes.
• Influence quota setting and goal development for channel organizations while supporting disciplined pipeline management, cost optimization, and process improvements.
• Develop and implement strategies to generate new sales opportunities and expand market presence.
• Build long-term growth plans using Account Business Planning processes and foster consultative, solution-selling capabilities within the team.
• Lead change management initiatives and coach sales teams to unlock difficult account opportunities.
• Collaborate with Global Business Unit Sales Teams, channel partners, and alliance partners to fully leverage company products and technology offerings.
• Build and manage resource plans, including country sales teams, to pursue opportunities, grow the installed base, and balance short-term and long-term planning investments.
• Create a performance-driven culture that positions the company as a leader in IT sales, including developing top-tier talent pipelines and ensuring best-in-class sales force capabilities.

Education & Experience Required:

• Bachelor's degree or higher.
• 10 years of progressive sales and management experience.
• 8+ years of channel experience, either working directly with partners or within a channel organization for an IT vendor.
• Proven track record of driving business growth and market expansion.

Knowledge & Skills:

• Strateg