Jobs in Cambridge, United Kingdom

Director, Sales Category Execution - Hybrid Cloud Software (OpsRamp, Morpheus, VM Essentials) This role has been designated as ‘Remote/Teleworker’, which means you will primarily work from home.

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.

The Director Sales Category Execution - Hybrid Cloud role involves developing and scaling worldwide category execution for OpsRamp, Morpheus, and VM Essentials by transforming category narratives into actionable go-to-market (GTM) strategies. This role includes building and managing global sales-play execution frameworks that align category assets with regional revenue flow, driving measurable business impact. Additionally, the role requires maintaining cross-functional alignment by collaborating with business units, product marketing, enablement teams, channel/MSP teams, and regional GTM leads to ensure deliverables are effectively activated and business outcomes are achieved.

• Global Sales‑Play Execution
  • Architect and operationalize sales plays globally—anchored to category value proposition and tailored for geos, verticals, customer personas, and GTM touchpoints.
  • Ensure regional field teams understand pipeline criteria, qualification metrics, performance scorecards, and execution checkpoints for each play.
• Sales & Execution Alignment
  • Liaise with GTM leads, SEs, overlays, and known sellers to secure sales-ready alignment—pipeline buy-ins, stage-gating, and play compliance.
  • Drive field adoption via quarterly onboarding webinars, play clinics, and seller sandboxes (with sales engineering, demos, and close-won showcase walk-throughs).
• Channel/MSP/GSI Engagement
  • Partner with Channel, MSP, and GSI leadership to co-develop regional-localized execution plans: partner messaging, demand campaigns, enablement sessions, deal registration, co-sell incentives, and published scorecards.
  • Track partner enrolment rates, partner pipeline metrics, and deal progression to finalize pipeline-to-order conversion levels.
• Category & Marketing Synchronization
  • Work hand-in-hand with Category Management, Product Marketing, and Corporate Marketing to maintain updated playbooks, reference assets, support materials, and narrative consistency across all geos.
  • Ensure marketing launches, field campaigns, event blitzes, and local digital activation are fully integrated into field play cycles.
• Execution Measurement & Governance
  • Design and maintain monthly global dashboards: play KPIs, pipeline progression, attach rates, average deal size, and vertical mix.
  • Lead quarterly business performance reviews (QBRs) with Geo leads and BU sponsors to evaluate progress vs. plans, diagnose GTM risks, and steer course corrections.
• Cross‑Regio Execution Management
  • Identify regional execution barriers—lack of sales readiness, demand-gen lags, partner underperformance—and run targeted interventions (e.g., local incentives, tied marketing dollars, training intensives, or SDR pull-in).
  • Own risk logging and remediation tracking at global level.
• Team Leadership and Enablement Coaching
  • Build and manage a team of ~6–8 execution specialists: play execution architects, regional ops managers, partner-liaison leads, and data/reporting analysts.
  • Develop a culture of performance accountability, peer coaching, and standardized play deliverables.

• Experience:
  • 10–15+ years in enterprise GTM execution and category roll‑out—ideally within software/infrastructure or hybrid-cloud domains.
  • Proven track record working with partner-led GTM ecosystems (Channel, MSP, GSI), co-selling motions, pipeline synergy, and reporting transparency.
• Skill Set & Expertise:
  • Ability to design and scale global sales-play frameworks—aligned to category architecture and trusted GTM rhythms (e.g., pipeline gating, play scorecards).
  • Mastery of cross-functional orchestration—enabling alignment among sales leadership, category owners, marketing enablers, and regional revenue teams.
  • Fluency in execution analytics: pipeline views, attach-rate dynamics, gross margin impact, and regional variance management.
• Mindset & Behaviors:
  • Execution-first mentality: rigorously monitoring, optimizing, and iterating execution input and output.
  • Influential and collaborative—strong at gaining traction through informal authority across operations, marketing, sales, and engineers.
  • Comfort working across time zones and geographies with asynchronous management rhythm.
• Additional Skills:
  • Accountability, Active Learning, Active Listening, Assertiveness, 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

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.

Follow HPE Careers on social platforms for updates on people, culture and tech at HPE.

Job: Sales

Job Level: Director

States with Pay Range Requirement

USD Annual Salary: $228,500.00 - $553,000.00

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. Equal Employment Opportunity

Hewlett Packard Enterprise is EEO Protected Veteran/ Individual with Disabilities. HPE will comply with all applicable laws related to employer use of arrest and conviction records, including laws requiring employers to consider for employment qualified applicants with criminal histories.