Director, Worldwide Hybrid Cloud (Software) Category Leader

Director, Worldwide Hybrid Cloud (Software) Category Leader

  

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 Director, Worldwide Hybrid Could Category Leader will spearhead the incubation, launch, and global scaling of our Hybrid Cloud Software category, which includes OpsRamp, Morpheus, and VM Essentials. This role demands startup-level agility within a large enterprise, driving the development of go-to-market operations, field credibility, team building, packaging, and positioning. This role will collaborate across business units, geographies, engineering, finance, field teams, and partners to deliver strategic, financial, and operational outcomes that propel business success.

Key Responsibilities

• Category Definition & Positioning

  • Work with the BU to define target geographies (e.g. Americas, EMEA, APJC), customer segments (e.g. VMware‑centric, greenfield cloud, MSPs), and a differentiated positioning for the hybrid/multi-cloud control‑plane category aligned to OpsRamp, Morpheus, and VME offerings.

• Go‑to‑Market Strategy & Execution

  • Design and implement GTM plays for hybrid cloud orchestration, workload automation, CI/CD to infrastructure workflows, financial governance (FinOps), observability and self‑service provisioning.

• Technical Enablement & Sales Readiness

  • Partner with enablement, field marketing, and product marketing to deliver persona‑based training curricula, demos, labs, reference architectures, and customer use cases to make sales teams field-ready.

• Global Business Planning

  • Build annual operating plans by region, including TAM/SAM/SOM analysis, revenue/margin forecasting, pricing/RSA structure, and install‑base attach strategies. Lead quarterly business reviews and adjust execution based on pipeline, deals, and financial KPIs.

• Team Building & Leadership

  • Recruit, develop, and lead a cross-functional GTM organization (sales enablement, technical field, field marketing, customer advocacy) that scales the business globally.

• Cross-Functional Alignment

  • Align roadmaps, packaging, pricing, and launch cadence across Engineering, Product, Services, Legal, Finance, Channel, and Enablement teams to ensure consistency across regions.

• Technical Depth in Virtualization & Multi-Cloud

  • Provide domain leadership on VMware stack (vSphere/vSAN/ESXi/NSX), non-VMware hypervisors (KVM/Hyper‑V), container orchestration (Kubernetes), and public cloud platforms (AWS, Azure, GCP). Implement unified control‑plane orchestration using Morpheus and OpsRamp as foundational layers

• Operational Performance & Measurement

  • Own GTM scorecards across pipeline velocity, attach rates, Full Stack deal counts, and profitability metrics like gross margin ROI. Establish performance dashboards and drive scrum-style execution discipline.

Qualifications & Attributes

• Experience: 15+ years in enterprise software or infrastructure leadership roles, including launching or scaling software/GTM categories globally within matrixed organizations. Demonstrated success in cloud/hybrid/cloud-native sales motions.

• Technical Acumen: Proven depth in hybrid-cloud control plane orchestration, multi-cloud governance, FinOps, and virtualization ecosystems—especially VMware/VM Essentials integration + observability tooling like OpsRamp

• Execution Orientation: Must be comfortable “rolling up sleeves” in a startup mindset within enterprise context. Able to pivot rapidly and own execution gaps directly.

• Business & Financial Rigor: Skilled in TAM/SAM/SOM assessment, pricing strategy,