Director, Business Development, WW Compute Channel

Director, Business Development, WW Compute Channel

This role has been designed as 'Hybrid' with an expectation that you will work on average 2 days per week from an HPE office.

Hewlett Packard Enterprise is the global edge-to-cloud company advancing the way people live and work. We help companies connect, protect, analyze, and act on their data and applications wherever they live, from edge to cloud, so they can turn insights into outcomes at the speed required to thrive in today's complex world. Our culture thrives on finding new and better ways to accelerate what's next. We know varied backgrounds are valued and succeed here. We have the flexibility to manage our work and personal needs. We make bold moves, together, and are a force for good. If you are looking to stretch and grow your career our culture will embrace you. Open up opportunities with HPE.

Job Description

The Worldwide Compute Channel Business Development Leader is a pivotal role within the Worldwide Channel & Partner Ecosystem (C&PE) organization. This position focuses on driving business growth and enabling success in the compute channel through strategic planning, program development, and collaboration across multiple teams and regions. The role is centered on these key responsibilities:

• Collaborate closely with the Compute Business Unit (BU) and Compute & High Velocity Sales (HVS) go-to-market (GTM) teams to design and implement a comprehensive Compute Channel strategy.
• Define the role of the channel by partner type and segment, including reseller breadth and yield improvement strategies, inventory management, and competitive benchmarks for incentives/compensation.
• Assess channel coverage gaps and optimize deployment of Partner Business Managers (PBMs), Inside PBMs, and SMB/DSR resources across geographies.

• Create scalable worldwide programs and initiatives that drive orders, revenue, and margin growth for Compute.
• Ensure alignment with key stakeholders, including WW Channel Marketing, WW Channel Compensation, regional C&PE teams, Compute BU, and internal incentive teams.
• Measure and refine program performance using analytics tools (e.g., CSIS, Power BI) and key metrics, such as overall channel sell-out performance, reseller growth, aged inventory levels, and reseller productivity.

• Serve as the key intermediary between the GEO Channel & Partner Ecosystem teams and the Compute BU, ensuring bi-directional communication and alignment on goals, challenges, and initiatives.
• Represent the complexities and nuances of regional market dynamics while driving global programs with high degrees of commonality.

• Compute order and sell-out performance in the channel.
• Growth in reseller breadth and yield.
• Reduction in aged inventory (>8 weeks).

Responsibilities

• Drive business growth, market share expansion, and revenue increases within the Compute Channel.
• Coordinate all sales activities within the area of control, ensuring optimal coverage through direct and partner sales routes.
• Influence quota setting and goal development for channel organizations while supporting disciplined pipeline management, cost optimization, and process improvements.
• Develop and implement strategies to generate new sales opportunities and expand market presence.
• Build long-term growth plans using Account Business Planning processes and foster consultative, solution-selling capabilities within the team.
• Lead change management initiatives and coach sales teams to unlock difficult account opportunities.
• Collaborate with Global Business Unit Sales Teams, channel partners, and alliance partners to fully leverage company products and technology offerings.
• Build and manage resource plans, including country sales teams, to pursue opportunities, grow the installed base, and balance short-term and long-term planning investments.
• Create a performance-driven culture that positions the company as a leader in IT sales, including developing top-tier talent pipelines and ensuring best-in-class sales force capabilities.

Education & Experience Required

• Bachelor's degree or higher.
• 10 years of progressive sales and management experience.
• 8+ years of channel experience, either working directly with partners or within a channel organization for an IT vendor.
• Proven track record of driving business growth and market expansion.

Knowledge & Skills

• Strategic Sales Planning & Execution: Ability to develop and implement sales strategies aligned with business priorities to drive market share and profitability.
• Business & Financial Acumen: Deep understanding of portfolio management and the financial drivers of channel partners, with the ability to balance partner needs with company objectives.
• Execution Management: Proven ability to collaborate across teams, act decisively, and ensure alignment with business imperatives.
• Leadership: Strong leadership capabilities in complex environments, with the ability to influence without direct authority, balance competing priorities, and build high-performing teams.
• Problem Solving: Analytical and strategic approach to resolving challenges and driving effective solutions.
• C-Level Partnering: Expertise in building executive-level relationships and representing the company's consultative professionalism at the highest levels.
• Vertical Industry Acumen: Deep understanding of business dynamics within the compute ecosystem to inform decision-making.
• Change Management: Advocates for innovation and organizational change to drive growth and transformation.

Additional Skills: Accountability, Active Learning, Active Listening, Assertiveness, Bias, Building Rapport, Buyer Personas, Coaching, Complex Sales, Creativity, Critical Thinking, Cross-Functional Teamwork, Customer Experience Strategy, Customer Interactions, Design Thinking, Empathy, Financial Acumen, Follow-Through, Growth Mindset, Identifying Sales Opportunities, Industry Knowledge, Intellectual Curiosity (Inactive), Long Term Planning, Managing Ambiguity {+ 6 more}

What We Can Offer You

Health & Wellbeing

We strive to provide our team members and their loved ones with a comprehensive suite of benefits that supports their physical, financial and emotional wellbeing.

Personal & Professional Development

We also invest in your career because the better you are, the better we all are. We have specific programs catered to helping you reach any career goals you have — whether you want to become a knowledge expert in your field or apply your skills to another division.

Unconditional Inclusion

We are unconditionally inclusive in the way we work and celebrate individual uniqueness. We know varied backgrounds are valued and succeed here. We have the flexibility to manage our work and personal needs. We make bold moves, together, and are a force for good.