Partner Business Manager, Software Sales

Hewlett Packard Enterprise • Sunnyvale, TX

20h • $178,500 - $420,000 • Hybrid

About The Position

Hewlett Packard Enterprise is seeking an experienced, entrepreneurial, and results-driven Software Sales Partner Business Manager to develop and execute HPE Networking’s Cloud as a Channel strategy. The role will establish cloud marketplaces and hyperscaler ecosystems as scalable routes to market for HPE Networking software and subscription solutions, creating new purchasing paths, incremental revenue, and simpler transactions for customers and partners. It will drive go-to-market execution across AWS Marketplace, Microsoft Azure Marketplace, and Google Cloud Marketplace, and support strategic hyperscaler collaborations, including AWS.

The position also supports the expansion of HPE Networking Enterprise Agreements through the channel as a complementary software sales motion. This is a builder role focused on incubating routes to market, activating sellers and partners, generating pipeline, engaging in strategic opportunities, removing execution barriers, measuring performance, and scaling successful approaches. The role works across HPE sales organizations, channel partners, hyperscalers, and internal stakeholders, influencing without direct authority and translating strategy into measurable business outcomes.

The position is hybrid, requiring an average 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. The stated annual on-target compensation range is USD 203,000–420,000 in California or USD 178,500–420,000 in Texas, depending on location and other factors. Compensation consists of 60% base pay and 40% target-level sales compensation.

Requirements

• Bachelor’s degree preferred, or equivalent professional experience.
• 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 and ability to translate opportunities into pipeline and revenue.
• Ability to operate effectively in an incubation environment where business models, processes, and sales motions evolve.
• Demonstrated ability to influence sales organizations and stakeholders without direct authority.
• Ability to move 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 with geographically dispersed teams.
• Strategic mindset and ability to turn high-level business objectives into executable sales initiatives.

Nice To Haves

• Experience selling enterprise software, subscription-based solutions, or networking technologies.
• Experience with cloud marketplaces, including 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 execution, establishing 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 enable new purchasing paths, faster transactions, or 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 scalable across partners, geographies, and customer segments.
• Drive defined workstreams for strategic hyperscaler collaborations, translating objectives into go-to-market activities, partner engagement, pipeline development, and marketplace opportunities.
• Coordinate hyperscalers, HPE sales organizations, channel partners, and internal stakeholders to accelerate execution and joint customer engagement.
• Track business performance and collaboration objectives, identify execution gaps, and recommend actions to improve results.
• Support expansion and adoption of HPE Networking Enterprise Agreements through the channel; develop EA opportunities with Partner Account Managers, channel teams, and Geo sales organizations.
• Enable partners and sellers on the HPE Networking Enterprise Agreement value proposition and help identify customers suited to strategic software purchasing and consumption.
• Test new commercial and go-to-market approaches, develop business cases and activation strategies, and scale successful pilots into repeatable sales motions.
• Establish success measures, monitor results, capture lessons, refine programs based on field, partner, and customer feedback, and transition proven initiatives into regional 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 winning sales plays and best practices across global sales and channel organizations.
• Monitor pipeline, marketplace transactions, software revenue, partner engagement, EA pipeline and adoption, and other relevant business indicators; provide leadership with actionable performance updates.
• Identify and remove friction in marketplace sales and transactions, simplify processes, and recommend process improvements and automation using seller, partner, and customer feedback.

Benefits

• Comprehensive benefits intended to support physical, financial, and emotional wellbeing.
• Programs supporting personal and professional development and career goals.

What This Job Offers

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