AI Networking Channel Lead

Hewlett Packard Enterprise•Durham, NC

4d•$146,000 - $343,000•Hybrid

About The Position

HPE Networking is seeking an AI Networking Channel Lead to help accelerate growth across the Campus & Branch portfolio through our global channel ecosystem. This role will work closely with Partner Account Managers, Partner Solution Engineers, distributors, and channel partners to drive partner activation, pipeline creation, technical readiness, and opportunity development. Working closely with Partner Account Managers (PAMs), Partner Solution Engineers (PSEs), Networking Specialists, Campus & Branch Business Units, and regional teams, this individual will help design and execute regional growth initiatives, support partner enablement programs, and accelerate adoption of HPE Networking's AI-native Campus & Branch solutions through the channel. They will provide market insight, identify growth opportunities, and influence partner investment and business development activities. The ideal candidate combines commercial and technical acumen, relationship-building skills, and foundational networking knowledge to help partners identify, influence, and progress customer opportunities.

Requirements

Bachelor Degree or equivalent in Networking/Computer Science Engineering or related field
8+ years of relevant work experience or equivalent in enterprise networking, channel development, technical sales, partner engineering, solution architecture, or related fields.
Deep expertise in enterprise networking, including campus switching, wireless networking, managed services and cloud-managed solutions.
Demonstrated ability to drive strategic partner initiatives and influence business outcomes across complex matrixed organizations.
Experience developing and executing partner growth strategies that result in measurable pipeline and revenue impact across the partner ecosystem
Ability to engage effectively with technical, sales, and executive stakeholders across partner and customer organizations.
Excellent communication, presentation, and relationship management skills.

Nice To Haves

Experience with HPE Aruba Networking and/or HPE Juniper Networking solutions, including Aruba Central, CX Switching, Mist AI, Marvis AI, EX Switching, and Wireless LAN.
Experience supporting partner enablement, technical sales, solution architecture, or channel engineering functions.
Industry certifications in networking or cloud technologies.

Responsibilities

Lead & deliver execution of Campus & Branch channel growth initiatives resulting in pipeline generation and revenue growth.
Drive AI networking adoption, Campus & Branch modernization, Enterprise network transformation, cloud-managed networking, and lifecycle expansion through effective solution positioning and managed services.
Identify, develop and support competitive displacement programs and migration opportunities.
Partner with PAMs, PSEs, Networking Specialists, and business unit stakeholders to execute regional sales plays, strategic initiatives, and high-value opportunities.
Provide market intelligence, competitive insights, and partner feedback to help shape regional growth strategies and priorities.
Identify, qualify, and progress strategic opportunities with targeted partners.
Provide technical guidance and solution positioning and competitive differentiation for partners throughout the sales cycle.
Collaborate with partners to develop customer architectures, build managed service practices, business cases, adoption strategies, and transformation roadmaps aligned to business outcomes.
Support the development and delivery of partner technical enablement, certification, managed services, demo, proof-of-concept (PoC), and readiness programs.
Deliver technical workshops, boot camps, and partner activation activities.
Champion partner capability development across the HPE Networking Campus & Branch portfolio, driving cross-sell and software attach opportunities.
Develop partner competency across the HPE Networking Campus & Branch portfolio, driving cross-sell opportunities and cross pollination.