Cloud Commit Deal Manager
About The Position
The Cloud Commit Deal Manager partners with HPE sales leadership and account teams to develop large, multi-year customer spend commitments. The role acts as a specialist advisor and orchestration lead—not a frontline seller—translating customer priorities, anticipated demand, and portfolio opportunities into consumption roadmaps, flexible contractual structures, and executable commitment strategies. Cloud Commit is a multi-year commercial framework offering preferential pricing, procurement efficiency, and purchasing flexibility across eligible Hybrid Cloud software, infrastructure, and services in exchange for a defined spend commitment. The role engages early in complex pursuits to assess spend potential, validate consumption assumptions, align internal stakeholders, and prepare opportunities for negotiation and transaction execution. It develops commitment strategies and commercial structures, supports account teams in cultivating opportunities, and builds repeatable planning, governance, and program frameworks. Success includes producing credible commitment models and contractual structures, advancing opportunities through approval and signature, and ensuring readiness to realize signed commitment value.
Requirements
- Bachelor’s degree in business, finance, economics, technology, operations, or a related field, or equivalent practical experience.
- At least 8 years of experience in strategic deal structuring, commercial strategy, enterprise agreements, financial planning, contract development, business development, or complex technology programs.
- Demonstrated success shaping large, multi-year spend commitments or enterprise commercial agreements involving multiple business units and stakeholders.
- Strong understanding of committed-spend, consumption, subscription, enterprise agreement, or recurring-revenue models.
- Experience developing customer-specific commitment models, spend forecasts, pricing scenarios, contractual constructs, approval packages, and executive recommendations for complex commercial decisions.
- Ability to translate account strategy, installed-base intelligence, customer demand, and portfolio roadmaps into actionable opportunity-development plans.
- Strong working knowledge of contracting, finance, pricing, risk allocation, governance, and the operational implications of complex commercial terms.
- Excellent facilitation, executive communication, analytical, negotiation, and cross-functional stakeholder-management skills.
Nice To Haves
- Experience with Hybrid Cloud, CloudOps software, enterprise infrastructure, GreenLake Flex, or as-a-Service commercial models.
- Experience structuring commitments across broad technology portfolios, multiple purchasing entities, channels, or routes to market.
- Familiarity with cloud service providers, managed service providers, distributors, resellers, and marketplace business models.
- Experience converting complex deal practices into reusable contractual playbooks, governance mechanisms, and opportunity-planning frameworks.
- MBA, finance, legal, or another relevant advanced degree.
Responsibilities
- Define qualification criteria for significant multi-year commitments and work with sales leadership and account teams to identify strong candidates.
- Lead account-planning sessions that connect customer priorities, installed base, transformation programs, workloads, procurement cycles, and portfolio demand into a commitment thesis.
- Develop customer-specific commitment structures, including committed value, spend ramps, eligible offerings, drawdown assumptions, pricing principles, flexibility mechanisms, and governance requirements.
- Design contractual frameworks that balance customer flexibility with enforceable terms, revenue quality, margin protection, operational feasibility, and portfolio growth.
- Build financial models, consumption scenarios, sensitivity analyses, approval packages, and executive recommendations.
- Orchestrate finance, pricing, legal, contracts, operations, product, and sales stakeholders to resolve structural issues and establish an executable path to agreement.
- Partner with account teams early to turn high-potential candidates into opportunity-development plans with value hypotheses, milestones, dependencies, and executive engagement strategies.
- Advise on qualification, spend aggregation, portfolio mapping, customer value, commercial trade-offs, and readiness for executive engagement.
- Create planning frameworks, commitment-sizing tools, discovery guides, contractual options, and governance templates.
- Facilitate cross-functional working sessions to challenge assumptions, close data gaps, and strengthen each opportunity’s commercial and operational foundation.
- Advise sales teams on cultivating commitment-based opportunities while preserving account-team ownership of customer relationships, sales strategy, and frontline execution.
- Create a repeatable opportunity-screening model using installed base, historical spend, pipeline, renewals, migrations, and strategic initiatives.
- Develop a prioritized portfolio of commitment candidates with documented hypotheses, maturation plans, dependencies, decision points, and executive sponsorship.
- Identify recurring contractual, pricing, policy, and operational barriers and translate them into scalable program improvements.
- Establish governance for opportunity reviews, commitment design, approval readiness, contract development, and post-signature performance.
- Provide executives visibility into opportunity maturity, forecasted commitment value, structural risks, and actions required to advance the portfolio.
- Support realization of signed commitment value through contract-to-operation readiness, consumption visibility, performance governance, and early intervention when commitments are at risk.
Benefits
- Comprehensive benefits supporting physical, financial, and emotional wellbeing.
- Programs and investment supporting personal and professional development and career goals.
- Flexible arrangements to manage work and personal needs.
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What This Job Offers
Job Type
Full-time
Career Level
Senior
