Senior Manager, Channel Security Sales – EMEA

Hewlett Packard Enterprise; Winnersh; Hybrid; GBP 120,000 - 150,000; Full time

Benefits offered by this job

Health & Wellbeing

Personal & Professional Development

Unconditional Inclusion

Job summary

Hewlett Packard Enterprise is seeking a Senior Manager, Channel Security Sales – EMEA to lead a multi‑discipline security sales team. You will own strategy, partner engagement, and revenue growth across the EMEA channel ecosystem, directing a team of approximately 10 people while ensuring execution of business plans.

You will drive security product growth (SASE, firewalls, SD-WAN) with a hybrid direct/collaborative model, travel about 70% nationwide, and partner with executives to shape policy

Qualifications

• Bachelor's degree required; advanced degree preferred.
• Minimum of 10 years experience working with enterprise channel partners, with a focus on solution selling.
• Minimum of 5 years management experience, with a proven track record of leading large teams and managing large revenues.
• Strong business acumen, strategic planning, and leadership skills.

Responsibilities

• Develop annual business plans, forecasts, and pipeline strategies.
• Drive revenue growth and strategic channel initiatives across EMEA.
• Lead, coach, and build a high-performing Channel Security Sales team.
• Collaborate with finance and operations on forecasting and resource planning.
• Drive adoption of sales tools (including AI) and data-driven decision making.
• Ensure forecast accuracy, pipeline discipline and budget management.

Skills

Strategic sales planning

Leadership of large teams

Channel partner ecosystems

Financial acumen (P&L)

Executive stakeholder management

Strategy influence & policy setting

Strong communication & negotiation

Change management & problem solving

EMEA market experience

Enterprise solution selling

Education

Bachelor's degree

Advanced degree preferred

Job description

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

Who We Are

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

Senior Manager, Channel Security Sales – EMEA

Location: UK

Type: Permanent - Full time

The Senior Manager, Channel Security Sales is a strategic leadership role responsible for guiding the Channel Security team across EMEA, focusing on all Channel Partners within the ecosystem. This role leads a team of approximately 10 direct and indirect members, driving security revenue, and aligning operational excellence with strategic organizational goals. The Senior Manager, Channel Security Sales acts as a key advisor to executive management, setting policies, influencing strategy, and ensuring successful execution of business plans within the channel ecosystem. You will own strategy, team build-out, channel motion, and revenue for security products including SASE, SRX firewalls, SD-Branch, SD-WAN, NAC variants, ClearPass, SSR, etc).

Key Responsibilities

Business Growth & Revenue Leadership

• Demonstrated success selling security and the network portfolio to the top technology Networking and Security Partners across EMEA.
• Strong background in security & AI product sales and software/enterprise license agreements.
• Strategic thinker with hands-on selling experience and ability to operate in a hybrid direct/collaborative model.
• Experience with SASE, NAC, firewalls, SD-WAN, EAs and related networking/security portfolios would be helpful.
• Own attainment of annual and quarterly Security revenue and metrics around New Logos, Deal Registration, Partner education\certification and events targets.
• Drive Security growth across New & Follow-on, renewal, expansion, attach, services, and recurring revenue offerings.
• Develop and execute territory, channel, and account-based growth strategies with a documented plan.

Customer & Partner Engagement

• Build trusted relationships with C-level executives and key stakeholders.
• Partner with Networking & Security sales teams to maximize partner and customer outcomes.
• Strengthen strategic partner relationships to expand security penetration and increase share of wallet, by securing everything.
• Lead executive business reviews and customer engagement strategies.

Sales Leadership & Team Development

• Recruit, coach, mentor, and develop high-performing sales Channel teams.
• Establish clear performance expectations and accountability.
• Create succession plans and develop future leaders.
• Foster a culture of collaboration, inclusion, innovation, and continuous improvement.

Strategic Planning & Execution

• Develop annual business plans, forecasts, and pipeline strategies.
• Monitor sales performance metrics and implement corrective actions as needed.
• Drive adoption of sales tools (including AI tools), automation, CRM, and data-driven decision making.
• Collaborate with finance and operations teams on forecasting and resource planning.

Operational Excellence

• Ensure forecast accuracy and pipeline discipline.
• Manage budgets and resource allocation effectively.
• Drive process improvements that increase productivity and seller efficiency.
• Ensure compliance with company policies and governance standards.

Qualifications & Experience

• Bachelor's degree required; advanced degree preferred.
• Minimum of 10 years experience working with enterprise channel partners, with a focus on solution selling
• Minimum of 5 years management experience, with a proven track record of leading large teams and managing large revenues.
• Strong business acumen, strategic planning, and leadership skills.

Required Skills & Competencies

• Strategic sales planning and execution
• Leadership of large, complex teams
• Deep understanding of channel partner ecosystems and enterprise solutions
• Financial acumen, including P&L management.
• Excellent stakeholder management at executive levels
• Ability to influence strategy and set policies.
• Strong communication, negotiation, and interpersonal skills
• Change management and proactive problem solving.
• Experience in EMEA markets
• Proven ability to deliver results in a fast-paced, competitive environment.
• Industry knowledge in enterprise solutions, services, and solution selling

methodologies.

This role is critical for driving HPE’s Channel security growth and maintaining its competitive position in the industry. The successful candidate will possess a strategic mindset, technical curiosity, exemplary leadership skills, and a robust network within the enterprise channel ecosystem.

This position will require approximately 70% nationwide travel.

Accessibility

HPE is committed to creating an inclusive and accessible workplace and encourages applications from all qualified individuals, including those with disabilities.

Note: This option is reserved for applicants needing assistance/reasonable accommodation related to a disability.

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.

Let's Stay Connected

Follow @HPECareers on Instagram to see the latest on people, culture and tech at HPE.

Job

Sales

Job Level

Manager_2

Hewlett Packard Enterprise is EEO Protected Veteran/ Individual with Disabilities.

HPE is an Equal Employment Opportunity/ Veterans/Disabled/LGBT employer. We do not discriminate on the basis of race, gender, or any other protected category, and all decisions we make are made on the basis of qualifications, merit, and business need. Our goal is to be one global team that is representative of our customers, in an inclusive environment where we can continue to innovate and grow together.