Director, Commercial Channel Strategy

HP•Palo Alto, CA

2d•$166,050 - $265,700•Remote

About The Position

The Director of Channel Strategy is responsible for establishing the vision and leading the strategy for HP’s channel programs, directly influencing the performance of the company’s commercial resellers worldwide. Key responsibilities include setting ambitious goals for the team, developing talent, and driving organizational change to maintain an agile and innovative channel ecosystem. The position utilizes data-driven business cases and comprehensive financial models to support improvements in shareholder value and profitability. The ideal candidate will bring extensive experience in channel strategy and program development, demonstrating a proven track record of driving growth through innovative partner initiatives. They should possess a strong industry network, enabling them to build and leverage relationships with key stakeholders and commercial resellers. Additionally, candidates should have deep expertise in navigating complex channel ecosystems and executing strategic plans that align with company priorities. Experience transforming traditional, transactional channel programs into outcome-based models is highly valued, showcasing the ability to drive measurable results and adapt to evolving business needs.

Requirements

10+ years experience in channels and partner program execution, including 5+ years in channel leadership; global leadership background; management consulting a plus.
Track record of delivering organizational financial results and serving as a senior advisor.
Knowledge of services/subscription selling models; MBA/advanced degree preferred; bachelor’s or equivalent experience required.
Strategy: Lead strategic planning and execution to drive profitable growth and market share.
Financial leadership: Own budgets, investments, and P&L decisions with strong business and financial acumen.
Execution & partnering: Align across BUs and partners to deliver operational results and executive-level engagement.
Leadership: Lead through complexity; drive change, problem solving, and high-performing teams.
Customer Centricity
Prioritization
Resilience
Team Management
Strategic Thinking

Nice To Haves

Experience leading externally (e.g., industry boards/associations) preferred.
Project Management Professional (PMP) Certification

Responsibilities

Define and drive partner strategy, growth plans, and programs that align with company priorities.
Provide thought leadership to foster a culture of strategic planning.
Lead high-impact planning initiatives, balancing both short- and long-term investments.
Influence C-level leaders by advising on priorities, risks, and execution strategies.
Set team goals, develop talent, and champion organizational change.
Build data-driven business cases and financial models to enhance shareholder value and profitability.
Accelerate channel revenue through effective partner programs and a superior partner experience.
Drive operational efficiency and guide investment decisions using rigorous risk and return analysis.
Cultivate relationships and credibility with both industry and internal stakeholders.
Develop and align process and capability development strategies with the organization's broader strategic goals.
Owns tracking and reporting of business metrics, including financial targets, goals, and business insights on results and outcomes.
Creates a performance driven culture that ensures that the organization has the best strategic planning team in the industry.
Influences executives on a wide range of business issues, including risk management and implementation tactics.

Benefits

Health insurance
Dental insurance
Vision insurance
Long term/short term disability insurance
Employee assistance program
Flexible spending account
Life insurance
Generous time off policies, including; 4-12 weeks fully paid parental leave based on tenure
11 paid holidays
Additional flexible paid vacation and sick leave (US benefits overview)