Global Alliance Director - HPE

SUSE•Out of Home, TX

22h•$205,000 - $225,000

About The Position

SUSE is hiring a Global Alliance Director to lead its global alliance with Hewlett Packard Enterprise (HPE). The role builds on SUSE and HPE’s long-standing relationship and established SAP and SLES/Linux business, while driving growth in HPE AI factory solutions, virtualization, and high-performance computing environments. The director will coordinate SUSE and HPE sales organizations, design and execute joint sales plays, and support sell-with and sell-through revenue. The role manages a significant Market Development Fund budget and a globally distributed virtual team of HPE-badged resources dedicated to SUSE. It also leads the negotiation and management of complex alliance agreements and contracts, aligns regional SUSE sales teams, and delivers enablement and presentations on joint sales plays. The position requires strong commercial and alliance leadership, as well as fluency in modern infrastructure trends—including AI infrastructure, Kubernetes, virtualization, and HPC—to collaborate effectively with HPE’s engineering-focused teams. Travel of up to 30%, including international travel, is required. The position is subject to background checks after an offer is accepted, where legally permitted.

Requirements

10+ years of experience in the enterprise infrastructure software industry.
Significant experience in global alliance, partnership leadership, or channel ecosystem roles.
Proven success managing million-dollar Market Development Funds and globally distributed, partner-badged funded headcount or virtual overlay teams.
Exceptional presentation and training skills, including the ability to present joint value propositions and actionable sales plays to executives and global sales teams.
Strong commercial acumen and a track record of negotiating and managing complex, multi-year enterprise frame contracts and alliance agreements.
Cross-functional leadership and relationship-building skills to connect internal sales leaders with external partner organizations and drive field execution.
Technical fluency in AI infrastructure, Kubernetes, virtualization, and high-performance computing.
Willingness and ability to travel up to 30%, including globally.
Ability to complete background checks, including criminal, credit, and/or employment reference checks, after accepting an offer where legally permitted.

Nice To Haves

Deep familiarity with HPE and its ecosystem.

Responsibilities

Own, develop, and drive the global alliance strategy for SUSE’s relationship with HPE.
Build on the established SAP and SLES/Linux business to grow modern solutions, including HPE AI factory solutions, virtualization, and HPC environments.
Orchestrate HPE and SUSE sales organizations and drive alignment between field teams.
Design, implement, and drive joint sales plays to accelerate sell-with and sell-through revenue.
Manage the Market Development Fund budget and direct globally distributed HPE-badged resources dedicated to SUSE, optimizing their placement and activities for return on investment and field execution.
Lead negotiation, modernization, and ongoing management of frame agreements, contracts, and historical amendments.
Maintain operational cadence with global HPE counterparts and manage commercial nuances.
Serve as the central contact for regional SUSE sales leadership, helping resolve compensation and alignment questions.
Drive field engagement and deliver training and presentations on joint sales plays.
Collaborate with HPE engineering-focused teams and explain how SUSE fits into control planes, at-scale platforms, and neo-cloud provider hardware.