Channel-Led Activation Deal Manager

Hewlett Packard Enterprise; Spring (TX); Hybrid; USD 109,000 - 251,000; Full time

Benefits offered by this job

Health & Wellbeing

Career development

Inclusive culture

Job summary

Hewlett Packard Enterprise seeks a Channel-Led Activation Deal Manager to accelerate Cloud Commit adoption through channel partners and cross‑functional teams. You will shape, structure, and advance multi‑year commitments, guiding complex deals from qualification to activation.

The role blends channel activation, deal strategy, and program operations, requiring collaboration with sales, finance, legal, product, and IT to resolve issues and maintain momentum.

Qualifications

• Bachelor’s degree in business, finance, economics, technology, operations, or related field or equivalent practical experience.
• 8+ years of experience leading channel programs, strategic deal management, commercial strategy, business development, or sales operations.
• Strong understanding of indirect sales models, distributors, resellers, service providers, partner economics, deal registration, quoting, ordering, invoicing, and revenue operations.
• Experience with committed-spend, enterprise‑agreement, consumption, subscription, or as‑a‑service business models.
• Ability to develop financial models, spend forecasts, commercial scenarios, business cases, and executive recommendations.
• Proven ability to influence senior stakeholders and lead globally distributed, cross‑functional teams without direct authority.
• Excellent written, verbal, facilitation, analytical, and executive communication skills.

Responsibilities

• Develop activation plans for Cloud Commit across priority partners and regions.
• Coordinate deal strategy with sales, channel, finance, pricing, and legal teams.
• Lead onboarding, governance, and program improvements for scalable value delivery.
• Advance opportunities through qualification, design, approval, negotiation, and activation steps.

Skills

Channel programs

Deal management

Commercial strategy

Sales operations

Indirect sales

Financial models

Stakeholder influence

Communication skills

Education

Bachelor’s degree

Tools

CRM

CPQ

Contract lifecycle

Billing

Revenue recognition

Spend reporting

Job description

Channel-Led Activation Deal Manager

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:

Role Overview The Cloud Commit Channel-Led Activation and Deal Manager will accelerate adoption and execution of HPE Cloud Commit through channel partners while helping sales teams shape, structure, and advance complex customer commitments.

Cloud Commit enables customers and eligible partners to make multi-year spend commitments in exchange for preferential pricing, procurement efficiency, and purchasing flexibility across eligible Hybrid Cloud software, infrastructure, and services.

This role combines channel activation, strategic deal orchestration, and program execution. The successful candidate will turn the Cloud Commit value proposition into repeatable partner-led sales motions and coordinate cross-functional teams from opportunity qualification through signature and activation. Serving as a specialist advisor rather than the primary account owner or seller, this leader will guide complex channel-led pursuits to successful execution.

Channel Activation and Enablement

Develop and execute the activation plan for Cloud Commit across priority distributors, resellers, cloud service providers, managed service providers, and eligible channel partners. Translate program strategy into partner-ready value propositions, qualification criteria, sales plays, discovery guides, training, FAQs, and field communications. Partner with channel leaders and regional teams to identify target partners, pilot markets, and high-potential customer segments. Lead partner onboarding and launch readiness, including process validation, role clarity, reporting expectations, and escalation paths. Gather partner and field feedback, identify friction points, and convert insights into scalable program, policy, process, and tooling improvements.

Deal Strategy and Execution

Partner with account teams and channel organizations to identify, qualify, and prioritize Cloud Commit opportunities with credible multi-year demand. Facilitate account‑planning sessions that connect customer priorities, installed base, pipeline, renewals, migrations, and portfolio demand to a defensible commitment thesis. Guide development of commitment structures, including total value, annual spend ramps, eligible offerings, purchasing routes, pricing principles, and governance requirements. Develop financial scenarios, business cases, approval packages, and executive recommendations that support opportunity decisions. Coordinate sales, channel, finance, pricing, legal, operations, product, and IT stakeholders to resolve issues and maintain deal momentum. Drive pursuits through defined qualification, design, approval, negotiation, signature, activation, and handoff milestones while surfacing risks and decisions early.

Program Operations and Governance

Maintain a prioritized portfolio of active pursuits with documented value, maturity, dependencies, next actions, executive sponsorship, and risk. Define and track metrics for activated partners, qualified pipeline, committed value, conversion, cycle time, approval velocity, forecast accuracy, partner participation, and post‑signature attainment. Deliver executive reviews that highlight blocked decisions, resource requirements, and recommended actions. Identify recurring contractual, pricing, reporting, and operational barriers and lead cross‑functional initiatives that improve scalability and deal velocity. Ensure post‑signature operational readiness by confirming order paths, pricing setup, partner responsibilities, spend reporting, and customer communications.

Measures of Success

Growth in qualified channel‑led Cloud Commit pipeline and signed multi‑year commitment value. Effective activation of priority partners and regions with clear, repeatable sales and transaction motions. Improved conversion and reduced cycle time from qualification through signature and activation. Strong field and partner readiness, adoption, and satisfaction with the Cloud Commit experience. Accurate executive visibility into opportunity maturity, forecast, risks, and required decisions.

Required Qualifications

• Bachelor’s degree in business, finance, economics, technology, operations, or a related field, or equivalent practical experience.
• 8+ years of experience leading channel programs, strategic deal management, commercial strategy, business development, sales operations, enterprise agreements, or other complex technology programs.
• Strong understanding of indirect sales models, distributors, resellers, service providers, partner economics, deal registration, quoting, ordering, invoicing, and revenue operations.
• Experience with committed‑spend, enterprise‑agreement, consumption, subscription, or as‑a‑service business models.
• Ability to develop financial models, spend forecasts, commercial scenarios, business cases, approval packages, and executive recommendations.
• Proven ability to influence senior stakeholders and lead globally distributed, cross‑functional teams without direct authority.
• Excellent written, verbal, facilitation, analytical, and executive communication skills.

Preferred Qualifications

• Experience with HPE Greenlake, Hybrid Cloud, CloudOps software, enterprise infrastructure, or related as‑a‑service offerings.
• Experience structuring commitments across multiple purchasing entities, countries, portfolios, or routes to market.
• Working knowledge of hyperscaler committed‑spend programs.
• Familiarity with CRM, CPQ, contract lifecycle management, billing, partner relationship management, revenue recognition, and spend‑reporting systems.
• MBA or advanced degree in business, finance, law, technology, or a related discipline.

Leadership Attributes

• Commercially minded and partner‑focused, with sound judgment across growth, customer value, margin, risk, and execution.
• Strategic thinker who can move fluidly from executive‑level design to hands‑on deal and program delivery.
• Structured problem solver who simplifies ambiguity, challenges assumptions, and drives timely decisions.
• Collaborative and credible across sales, partners, operations, finance, legal, product, and technology teams.
• Data‑driven, accountable, persistent, and comfortable operating in a fast‑changing global environment.

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. #unitedstates

Job

Business Planning

Job Level

Expert

Salary

The expected salary/wage range for this position is provided below. Actual offer may vary from this range based upon geographic location, work experience, education/training, and/or skill level. – United States of America: Annual Salary USD 115,000 - 218,000 in Colorado // 109,000 - 251,000 in Texas The listed salary range reflects base salary. Variable incentives may also be offered.

Benefits

Information about employee benefits offered in the US can be found at https://myhperewards.com/main/new-hire-enrollment.html

Application Period

The estimated job application period closure is February 24 2027; this timeline is provided for transparency and internal planning purposes.

Equal Employment Opportunity

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

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.

Equal Employment Opportunity

E-Verify is an Internet-based system that compares information from an employee's Form I-9, Employment Eligibility Verification, to data from U.S. Department of Homeland Security and Social Security Administration records to confirm the employment eligibility of all newly hired employees.