HPE Field Executive

Xerox

5d•$75,600 - $151,200•Onsite

About The Position

The HPE Field Executive is responsible for aligning Xerox IT Solutions' field sales organization, spanning Enterprise, Public Sector, and Commercial, with HPE's field and inside sales teams to accelerate joint pipeline growth. This role owns seller-to-seller and manager-to-manager engagement with HPE, drives cross-sell of the full HPE portfolio (Storage, Compute, Networking, and GreenLake) into every active opportunity, and serves as the connective tissue between XITS sellers, HPE field reps, and HPE's inside sales organization. This is a highly visible, individual-contributor role for someone who wants to wake up every day focused on one mission: grow HPE business.

Requirements

8–10 years of experience in channel sales, alliance management, OEM/vendor partnerships, or field sales, ideally within the IT solutions/reseller ecosystem (flexible for a candidate who is otherwise an exceptionally strong fit).
Prior experience working with or for HPE strongly preferred; familiarity with HPE's field structure, inside sales organization, partner programs, and partner portal is a significant advantage.
Strong sales acumen: comfortable identifying whitespace, influencing sellers without direct authority, and driving urgency around pipeline growth.
Working technical knowledge of HPE Storage, Compute, and Networking product lines, and a solid understanding of the HPE GreenLake as-a-service model.
Proven ability to build relationships and drive alignment across multiple stakeholder groups (sellers, sales managers, vendor field reps, vendor inside sales) without formal reporting authority.
Excellent communication and program-management skills; able to run recurring cadences (meetings, reporting, enablement events) independently.
Familiarity with CRM tools (HubSpot, Salesforce) and OEM partner portals.
Self-directed and results-oriented: this is a highly autonomous, individual-contributor role with significant ownership over outcomes.
Comfortable working across Enterprise, Public Sector, and Commercial segments, each with distinct sales motions and stakeholders.
Willingness and ability to travel regularly to key sales regions and HPE events.
Required to achieve HPE sales certification within 90 days of hire.

Nice To Haves

Measurable, sustained growth in HPE Storage, Compute, Networking, and GreenLake revenue pipeline, GP pipeline, and closed-won bookings sourced or influenced by cross-sell activity, targeted at 30% year-over-year.
A consistent, healthy cadence of engagement between XITS and HPE inside sales, with clear evidence of deals accelerated through that engagement.
Strong, documented alignment between XITS and HPE at both the seller and manager level across all three segments.
A recurring enablement calendar (lunch-and-learns, onsite training) that keeps HPE knowledge current across the seller base.
HPE views XITS as a proactive, well-coordinated, high-performing partner based on the quality and frequency of updates and follow-through.

Responsibilities

Travel to key sales regions on a regular basis to support field engagement, sit alongside sellers, and reinforce HPE alignment in person.
Travel to represent XITS at HPE events, serving as a visible brand presence and building relationships with HPE field, inside sales, and leadership contacts.
Align XITS Enterprise, Public Sector, and Commercial field teams with their corresponding HPE field counterparts to ensure consistent, coordinated coverage across accounts and territories.
Ensure XITS sales managers are directly aligned with their HPE manager counterparts, creating a cadence of communication that keeps both organizations in sync on priorities and account strategy.
Act as the primary point of contact for day-to-day field engagement questions between XITS and HPE.
Evaluate engagement region by region and develop a tailored engagement plan with the HPE field team for each, reflecting differences in account density, rep coverage, and pipeline maturity.
Coordinate joint account planning sessions and quarterly business reviews (QBRs) with HPE to align on target accounts, priorities, and progress.
Aggressively build and grow pipeline across HPE Storage, Compute, and Networking, with HPE GreenLake as a top strategic priority.
Work specifically to drive GreenLake sales, positioning the as-a-service model as a core part of every relevant conversation and actively sourcing new GreenLake opportunities.
Work with Xerox sellers to drive cross-sell opportunity, identifying up-sell opportunities within existing deals: for example, adding Storage or GreenLake conversations to an active Networking opportunity.
Use the HPE partner portal to align sellers and HPE field reps to open opportunities, ensuring every relevant opportunity has the right resources engaged on both sides.
Maintain and report on pipeline health in HubSpot, working with sellers to keep opportunities current and accurately staged, reduce deal slippage, and improve conversion rates.
Provide regular pipeline updates to HPE stakeholders, positioning XITS as a proactive, transparent partner.
Build and grow XITS's engagement with HPE's inside sales organization, establishing this as a repeatable, scalable motion rather than an ad hoc relationship.
Set up and maintain regular touchpoints between HPE acquisition ("squad") reps and the HPE inside sales team to keep opportunities moving and ensure no deal stalls for lack of coordination.
Coordinate and help execute lunch-and-learns and onsite training sessions that build HPE product and program knowledge across the XITS seller base.
Help drive HPE Solutions Days training, ensuring strong seller turnout and relevant content.
Own outcomes for enablement activity: every lunch-and-learn, onsite training, and Solutions Day should be tracked against a measurable result (e.g., opportunities created, pipeline influenced), not just attendance.
Promote HPE campaigns and MDF-funded (Market Development Funds) activities to XITS sellers to drive demand generation.
Organize joint customer-facing events, webinars, and workshops with HPE to generate net-new demand and strengthen customer relationships.
Follow up on leads and conversations generated at HPE events (trade shows, webinars, partner events) to convert interest into tracked, active pipeline.
Partner with the Events Management team to ensure HPE has appropriate visibility and presence at relevant XITS events.
Report to the CRO on a monthly basis on HPE pipeline, program progress, and field engagement health.
Provide HPE with regular, structured updates on pipeline, program progress, and field engagement health.
Track and report on program KPIs, primarily revenue pipeline, gross profit (GP) pipeline, influenced revenue, and closed-won bookings, alongside supporting metrics (cross-sell attach rate, inside sales engagement volume, enablement outcomes, event-driven pipeline) to XITS and HPE leadership.
Provide actionable insights to leadership on gaps, risks, and next-best actions across the HPE relationship.