Partner Business Manager, Software Sales

Hewlett Packard Enterprise • Spring, TX

2d • $178,500 - $420,000 • Hybrid

About The Position

Hewlett Packard Enterprise is seeking an experienced, entrepreneurial, results-driven Software Sales Partner Business Manager to develop and execute HPE Networking’s Cloud as a Channel strategy. The role focuses on using cloud marketplaces and hyperscaler ecosystems to create scalable routes to market, generate incremental software and subscription revenue, and make it easier for customers and partners to purchase HPE Networking solutions.

The position drives go-to-market execution across AWS Marketplace, Microsoft Azure Marketplace, and Google Cloud Marketplace; supports strategic hyperscaler collaborations; and helps expand HPE Networking Enterprise Agreements through the channel. It combines channel sales, business development, enterprise software, cloud marketplaces, and partner activation. The successful candidate will build pipeline, engage on strategic opportunities, remove execution barriers, measure results, and turn successful approaches into repeatable sales motions.

The role is hybrid, with an average requirement of two days per week in an HPE office. Preferred locations are Houston, Texas; Sunnyvale, California; and San Jose, California. Candidates elsewhere may be considered based on business needs and applicable work-arrangement requirements. Occasional business travel may be required, generally one to two times per quarter.

Requirements

• At least 6 years of experience in technology sales, channel sales, partner management, business development, or a related field.
• Demonstrated experience driving revenue growth through channel partners, strategic partnerships, or complex enterprise technology sales.
• Experience working with resellers, distributors, systems integrators, hyperscalers, or other technology partners.
• Experience developing and executing sales strategies, joint business plans, or partner growth initiatives.
• Strong understanding of channel and partner sales models, including selling with, to, and through partners.
• Strong understanding of cloud marketplaces, hyperscaler ecosystems, and their role as enterprise technology procurement channels.
• Strong commercial and business-development mindset, with the ability to translate opportunities into pipeline and revenue.
• Ability to operate in an incubation environment where business models, processes, and sales motions are evolving.
• Ability to influence sales organizations and stakeholders without direct authority.
• Ability to work between strategy and hands-on execution.
• Familiarity with Enterprise Agreements, SaaS, software licensing, subscriptions, and recurring-revenue strategies.
• Understanding of networking technologies, enterprise software, and the broader IT partner ecosystem.
• Strong pipeline management, business analysis, and performance-management capabilities.
• Excellent executive communication, presentation, negotiation, and relationship-management skills.
• Strong analytical and problem-solving capabilities, with a bias toward action and measurable outcomes.
• Ability to manage competing priorities independently while collaborating across geographically dispersed teams.
• Strategic mindset and ability to translate high-level objectives into executable sales initiatives.

Nice To Haves

• Bachelor’s degree or equivalent professional experience.
• Experience selling enterprise software, subscription-based solutions, or networking technologies.
• Experience with AWS Marketplace, Microsoft Azure Marketplace, or Google Cloud Marketplace.
• Knowledge of cloud marketplace go-to-market strategies, co-sell motions, and cloud consumption models.

Responsibilities

• Drive HPE Networking’s Cloud as a Channel strategy and establish cloud marketplaces and hyperscaler ecosystems as scalable routes to market.
• Develop and execute go-to-market initiatives across AWS Marketplace, Microsoft Azure Marketplace, and Google Cloud Marketplace.
• Identify customers, partners, and opportunities where cloud marketplaces can create new purchasing paths, accelerate transactions, or generate incremental software business.
• Build and manage a qualified Cloud as a Channel pipeline with HPE sales organizations, partners, and hyperscalers.
• Develop repeatable sales plays and activate HPE and partner sellers through enablement, campaigns, opportunity identification, and strategic deal engagement.
• Work with hyperscalers and HPE stakeholders on joint go-to-market initiatives, co-selling, and marketplace growth.
• Capture successful use cases and turn them into repeatable plays that can scale across partners, geographies, and customer segments.
• Lead defined workstreams for HPE Networking’s strategic hyperscaler collaborations, translating objectives into go-to-market activity, partner engagement, pipeline, and marketplace opportunities.
• Coordinate hyperscalers, HPE sales organizations, channel partners, and internal stakeholders to accelerate execution.
• Track business performance, identify execution gaps, and recommend actions to improve results.
• Support expansion and adoption of HPE Networking Enterprise Agreements through the channel.
• Work with Partner Account Managers, channel teams, and Geo sales organizations to identify and develop Enterprise Agreement opportunities.
• Enable partners and sellers to position Enterprise Agreements and identify customers suited to a longer-term software purchasing and consumption model.
• Incubate new routes to market, test commercial and go-to-market approaches, and turn successful pilots into repeatable sales motions.
• Develop business cases, sales plays, partner motions, and activation strategies for emerging opportunities.
• Set success measures, monitor results, capture lessons learned, and refine programs using field, partner, and customer feedback.
• Partner with regional and global teams to transition proven initiatives into scalable Geo execution.
• Build relationships with strategic channel partners, HPE sales leaders, hyperscaler stakeholders, and cross-functional teams.
• Equip sellers and partners with positioning, resources, and tools, and share successful sales practices across global sales and channel organizations.
• Monitor pipeline, marketplace transactions, software revenue, partner engagement, and other business indicators; establish an operating cadence and provide leadership with actionable performance updates.
• Use data and market insights to identify growth opportunities and areas requiring intervention.
• Identify and remove friction in the Cloud as a Channel sales journey, simplifying marketplace transactions and related commercial processes.
• Work across sales, channel, operations, and business development to improve scalability through process simplification and automation.
• Translate seller, partner, and customer feedback into recommendations and support improvements to Enterprise Agreement sales processes where relevant.

Benefits

• A comprehensive suite of benefits supporting physical, financial, and emotional wellbeing.
• Career development programs to help employees pursue career goals and build expertise.

What This Job Offers

• Job Type: Full-time
• Career Level: Senior