Channel-Led Activation Deal Manager

Hewlett Packard Enterprise • Spring, TX

7d • Hybrid

About The Position

The Cloud Commit Channel-Led Activation and Deal Manager accelerates adoption and execution of HPE Cloud Commit through channel partners, while helping sales teams shape, structure, and advance complex customer commitments. Cloud Commit enables customers and eligible partners to make multi-year spend commitments in exchange for preferential pricing, procurement efficiency, and purchasing flexibility across eligible Hybrid Cloud software, infrastructure, and services.

This role combines channel activation, strategic deal orchestration, and program execution. The successful candidate turns the Cloud Commit value proposition into repeatable partner-led sales motions and coordinates cross-functional teams from opportunity qualification through signature and activation. As a specialist advisor rather than the primary account owner or seller, the role guides complex channel-led pursuits to successful execution.

The role is hybrid, with an average requirement of two days per week at an HPE office. The listed annual base salary range is USD 115,000–218,000 in Colorado and USD 109,000–251,000 in Texas. Variable incentives may also be offered; actual offers may vary based on location, experience, education, training, and skill level.

Requirements

• Bachelor’s degree in business, finance, economics, technology, operations, or a related field, or equivalent practical experience.
• At least 8 years of experience leading channel programs, strategic deal management, commercial strategy, business development, sales operations, enterprise agreements, or other complex technology programs.
• Strong understanding of indirect sales models, distributors, resellers, service providers, partner economics, deal registration, quoting, ordering, invoicing, and revenue operations.
• Experience with committed-spend, enterprise-agreement, consumption, subscription, or as-a-service business models.
• Ability to develop financial models, spend forecasts, commercial scenarios, business cases, approval packages, and executive recommendations.
• Proven ability to influence senior stakeholders and lead globally distributed, cross-functional teams without direct authority.
• Excellent written, verbal, facilitation, analytical, and executive communication skills.
• Commercial judgment across growth, customer value, margin, risk, and execution.
• Ability to work from an HPE office an average of two days per week.

Nice To Haves

• Experience with HPE GreenLake, Hybrid Cloud, CloudOps software, enterprise infrastructure, or related as-a-service offerings.
• Experience structuring commitments across multiple purchasing entities, countries, portfolios, or routes to market.
• Working knowledge of hyperscaler committed-spend programs.
• Familiarity with CRM, CPQ, contract lifecycle management, billing, partner relationship management, revenue recognition, and spend-reporting systems.
• MBA or advanced degree in business, finance, law, technology, or a related discipline.

Responsibilities

• Develop and execute Cloud Commit activation plans across priority distributors, resellers, cloud service providers, managed service providers, and eligible channel partners.
• Translate program strategy into partner-ready value propositions, qualification criteria, sales plays, discovery guides, training, FAQs, and field communications.
• Work with channel leaders and regional teams to identify target partners, pilot markets, and high-potential customer segments.
• Lead partner onboarding and launch readiness, including process validation, role clarity, reporting expectations, and escalation paths.
• Collect partner and field feedback, identify friction points, and turn insights into scalable program, policy, process, and tooling improvements.
• Work with account teams and channel organizations to identify, qualify, and prioritize Cloud Commit opportunities with credible multi-year demand.
• Facilitate account-planning sessions connecting customer priorities, installed base, pipeline, renewals, migrations, and portfolio demand to a defensible commitment thesis.
• Guide development of commitment structures, including total value, annual spend ramps, eligible offerings, purchasing routes, pricing principles, and governance requirements.
• Develop financial scenarios, business cases, approval packages, and executive recommendations to support opportunity decisions.
• Coordinate sales, channel, finance, pricing, legal, operations, product, and IT stakeholders to resolve issues and maintain deal momentum.
• Drive pursuits through qualification, design, approval, negotiation, signature, activation, and handoff milestones; surface risks and decisions early.
• Maintain a prioritized portfolio of active pursuits with documented value, maturity, dependencies, next actions, executive sponsorship, and risk.
• Define and track metrics for activated partners, qualified pipeline, committed value, conversion, cycle time, approval velocity, forecast accuracy, partner participation, and post-signature attainment.
• Deliver executive reviews that identify blocked decisions, resource requirements, and recommended actions.
• Identify recurring contractual, pricing, reporting, and operational barriers and lead cross-functional efforts to improve scalability and deal velocity.
• Confirm post-signature operational readiness, including order paths, pricing setup, partner responsibilities, spend reporting, and customer communications.

Benefits

• Comprehensive benefits supporting physical, financial, and emotional wellbeing for employees and their loved ones.
• Programs supporting career development and professional growth.

What This Job Offers

• Job Type: Full-time
• Career Level: Senior