Cloud Commit Channel Program Manager

Hewlett Packard Enterprise; Durham (NC); Hybrid; USD 120,000 - 275,000; Full time

Job summary

Hewlett Packard Enterprise in the United States is seeking a Cloud Commit Channel Program Manager to lead the expansion, design, launch, and scaled operation of Cloud Commit across indirect channels.

This hybrid role requires coordinating with finance, legal, pricing, and field teams to define the commercial and operating models, governance, and field enablement across multiple countries and partner segments.

Qualifications

• Bachelor’s degree or equivalent practical experience.
• 8+ years in channel, distribution, or cloud go-to-market roles.
• Experience launching complex, cross-functional channel programs.
• Knowledge of partner discounting, quote-to-cash, and revenue operations.

Responsibilities

• Own strategy, roadmap, design, and launch of the Cloud Commit channel program.
• Define scalable one-tier and two-tier routes to market for partners.
• Translate spend, catalog, pricing, and reporting into partner models.
• Lead cross-functional team to define requirements and processes.
• Establish governance and escalation paths across partners and customers.
• Track performance with executive-ready scorecards.

Skills

Channel program management

Cloud/Hybrid cloud

Cross-functional leadership

Analytical skills

Executive communication

Education

Bachelor’s degree in business/finance/tech/ops

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

Cloud Commit Channel Program Manager

Hybrid Cloud Strategy and Operations

Role Overview

The Cloud Commit Channel and Distribution Program Manager will lead the strategic expansion, design, launch, and scaled operation of HPE Cloud Commit across indirect routes to market. Cloud Commit is a multi-year spend commitment program through which customers receive contractual incentives, including preferential pricing, procurement efficiency, and purchasing flexibility across eligible software, infrastructure, and services in the Hybrid Cloud portfolio.

This role will design and operationalize the commercial model required for distributors and resellers. Building on the program’s existing structure, this role will lead the effort to maintain the core program principles, extending the value proposition and execution of program into the channel.

The role will define how responsibilities, economics, data, and transactions flow across HPE, partners, and end customers in one-tier and two-tier models. This includes determining the appropriate commitment-holder and contracting model, partner eligibility, discount application, quoting and ordering processes, invoiced-spend attribution, reporting, reconciliation, governance, and issue resolution.

The successful candidate will combine strategic program leadership with hands‑on execution, converting ambiguous business challenges into clear decisions, scalable processes, measurable requirements, partner‑tested workflows, and launch‑ready capabilities across countries and partner segments.

Key Responsibilities

• Own the strategy, roadmap, design, launch, and ongoing optimization of the Cloud Commit channel and distribution program across priority countries and partner segments.
• Define scalable one-tier and two-tier routes to market for distributors, resellers, cloud service providers, managed service providers, and other eligible channel partners.
• Translate Cloud Commit’s multi-year spend, catalog, pricing, reporting, shortfall, and renewal constructs into clear partner‑facing commercial and operating models.
• Lead the cross‑functional core team in defining program requirements, including eligibility, contracting, discount application, quoting, ordering, invoicing, reporting, renewals, and shortfall management.
• Establish clear accountability across HPE, distributors, resellers, partners, and end customers for pricing, transaction execution, spend reporting, reconciliation, and issue resolution.
• Partner with finance, legal, tax, pricing, controllership, sales operations, IT, product management, and channel organizations to identify dependencies, resolve operational gaps, and drive timely decisions.
• Drive requirements for channel dashboards and reporting that provide appropriate aggregated, partner‑level, and customer‑level views of commitments, eligible spend, attainment, remaining balance, forecast, and risk alerts.
• Build program playbooks, standard operating procedures, governance forums, decision rights, escalation paths, and launch‑readiness criteria.
• Engage distributors and strategic partners to validate assumptions, test workflows, identify constraints, and execute pilots with clear selection, entry, exit, adoption, and change‑management criteria. Use partner feedback and transaction data to refine the model before broader scale.
• Design field and partner enablement, including value propositions, qualification guidance, sales plays, process training, FAQs, and role‑based communications.
• Track program performance and provide executive‑ready scorecards covering pipeline, commitments, revenue, partner participation, cycle time, forecast accuracy, spend attainment, and operational health.
• Represent the program in senior leadership reviews, partner meetings, and regional operating forums.

Measures of Success

• An approved channel and distribution commercial and operating model launched in priority markets.
• Clear, repeatable end‑to‑end partner workflows from opportunity identification through commitment tracking, issue resolution, and renewal.
• Improved conversion of channel‑led opportunities into Cloud Commit agreements.
• Accurate and timely reporting of eligible spend, attainment, forecasts, and risks across channel transactions.
• Reduced transaction friction, pricing exceptions, manual reconciliation, and escalations.
• Strong partner adoption, field readiness, and satisfaction with the program experience.
• Measurable committed revenue, pipeline growth, and incremental Hybrid Cloud portfolio consumption.

Required Qualifications

• Bachelor’s degree in business, finance, technology, operations, or a related field, or equivalent practical experience.
• 8+ years of experience in channel, distribution, commercial program management, cloud, enterprise technology, or related go‑to‑market roles.
• Demonstrated success designing and launching complex, cross‑functional programs involving distributors, resellers, service providers, or marketplace channels.
• Strong understanding of indirect sales models, channel economics, partner discounting, deal registration, quoting, ordering, invoicing, and revenue operations.
• Experience with committed‑spend, enterprise‑agreement, consumption, subscription, or as‑a‑service commercial models.
• Proven ability to manage ambiguity, develop structure, and move programs from concept through pilot and scale.
• Strong analytical skills and experience defining metrics, reporting requirements, business cases, and executive recommendations.
• Excellent written and verbal communication skills, including the ability to influence senior leaders and simplify complex commercial and operational topics.
• Experience leading globally distributed, cross‑functional teams without direct authority.

Preferred Qualifications

• Experience with HPE GreenLake, hybrid cloud, enterprise software, infrastructure‑as‑a‑service, or cloud operations offerings.
• Working knowledge of hyperscaler committed‑spend and marketplace programs, such as AWS, Microsoft Azure, or Google Cloud.
• Experience with two‑tier distribution, managed service providers, cloud service providers, or global reseller ecosystems.
• Familiarity with customer relationship management, quote‑to‑cash, contract lifecycle management, billing, revenue recognition, and partner relationship management systems.
• MBA or advanced degree.

Leadership Attributes

• Strategic thinker who can also drive detailed execution.
• Customer‑and partner‑centered, with strong commercial judgment.
• Skilled at creating alignment across competing priorities and organizational boundaries.
• Data‑driven, outcome‑oriented, and disciplined in program governance.
• Comfortable challenging assumptions and critical decision making.
• Collaborative, credible, and effective in executive and partner‑facing settings.

Accessibility

HPE is committed to creating an inclusive and accessible workplace and encourages applications from all qualified individuals, including those with disabilities. If you believe you require accommodation during any stage of the application or interview process, please submit your request by completing our secure form linked here.

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

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Job

Marketing

Job Level

Master

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 126,000 - 239,000 in Colorado // 119,500 - 275,000 in North Carolina & Texas

The listed salary range reflects base salary. Variable incentives may also be offered.

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

The estimated job application period closure is November 16 2026; this timeline is provided for transparency and internal planning purposes.

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. Please click here: 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.