Channel-Led Activation Deal Manager

Hewlett Packard Enterprise•Fort Collins, CO

9d•$109,000 - $251,000•Hybrid

About The Position

The Cloud Commit Channel-Led Activation and Deal Manager accelerates adoption and execution of HPE Cloud Commit through channel partners and helps 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. Acting as a specialist advisor rather than the primary account owner or seller, this leader guides complex channel-led pursuits to successful execution. The role is hybrid, with an average requirement of two days per week working from an HPE office.

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.
Commercially minded and partner-focused, with sound judgment across growth, customer value, margin, risk, and execution.
Strategic thinker able to move between executive-level design and hands-on deal and program delivery.
Structured problem solver who simplifies ambiguity, challenges assumptions, and drives timely decisions.
Collaborative and credible across sales, partners, operations, finance, legal, product, and technology teams.
Data-driven, accountable, persistent, and comfortable operating in a fast-changing global environment.

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.
Gather 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 that connect customer priorities, installed base, pipeline, renewals, migrations, and portfolio demand to a defensible commitment thesis.
Guide 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, surfacing 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 highlighting blocked decisions, resource requirements, and recommended actions.
Identify recurring contractual, pricing, reporting, and operational barriers and lead cross-functional initiatives to improve scalability and deal velocity.
Ensure post-signature operational readiness by confirming order paths, pricing setup, partner responsibilities, spend reporting, and customer communications.