Global Alliance Director - HPE

SUSE; Texas; Sur place; USD 180 000 - 300 000; Plein temps

Résumé du poste

SUSE is seeking a Global Alliance Director to lead the strategic partnership with Hewlett Packard Enterprise (HPE). This role will shape the global alliance strategy, drive joint GTM programs, and manage MDF budgets with a dispersed team across geographies.

Strong executive presentation and negotiation skills are required. You will act as the central conduit between SUSE and HPE, aligning sales motions and contracts, and ensuring coordinated field execution to maximize revenue and strategic

Qualifications

• 10+ years of enterprise infrastructure software experience in alliance/partner roles.
• Deep familiarity with the HPE ecosystem.

Responsabilités

• Own and drive SUSE-HPE global alliance strategy and growth.
• Design and drive joint GTM, sell-with and sell-through programs.
• Manage MDF budget and funded headcount across geographies.
• Lead negotiation and management of frame agreements and amendments.
• Coordinate with regional SUSE sales leadership and enablement.

Connaissances

Strategic alliance leadership

MDF management

Global alliance leadership

Presentation skills

Sales enablement coordination

Description du poste

About Us

SUSE is a global leader of enterprise open source software. By transforming community innovations into secure, sovereign and AI-ready solutions, SUSE empowers customers to escape vendor lock-in and regain control of their IT destiny. Through industry-leading Linux, Kubernetes, Edge and AI infrastructure solutions, SUSE delivers the flexibility to innovate everywhere, from the data center to multi-cloud and out to the edge. Only SUSE also manages many Linux and Kubernetes distributions. At SUSE, Choice Happens because we prioritize community, interoperability and relentless innovation. Discover how we power mission-critical resilience at www.suse.com.

Global Alliance Director - HPE

Job Description

How You’ll Contribute

• Strategic Alliance Leadership: Own, develop, and drive the global alliance strategy for SUSE's 30+ year relationship with Hewlett Packard Enterprise (HPE). You will build upon our foundational legacy business (SAP and SLES/Linux) to drive explosive growth in modern solutions, particularly around HPE's AI factory solutions, virtualization, and high-performance computing (HPC) environments.
• Go-To-Market Orchestration (Sell-With & Sell-Through): Act as the primary orchestrator, the "spider in the web" connecting HPE and SUSE sales organizations. You will design, implement, and drive joint sales plays, ensuring alignment between field teams to accelerate "sell-with" and "sell-through" revenue.
• MDF & Funded Headcount Management: Strategically manage a significant Market Development Fund (MDF) budget. You will direct a global virtual team of "funded heads" (HPE-badged resources dedicated to SUSE) across various geographies, optimizing their placement and activities to drive maximum ROI and field execution.
• Commercial & Contract Management: Lead the negotiation, modernization, and ongoing management of complex frame agreements, contracts, and historical amendments. You will navigate commercial nuances and ensure smooth operational cadence with your global HPE counterparts.
• Internal Sales Alignment & Enablement: Serve as the central point of contact for regional SUSE sales leadership. You will help resolve compensation and alignment queries, drive field excitement, and conduct high-level training and presentations on joint sales plays.
• Technical & Market Fluency: While a dedicated Solution Architect handles technical design, you must be highly conversant in modern infrastructure trends. You will navigate HPE's highly engineering-focused culture, understanding how SUSE fits into their control planes, at-scale platforms, and neo-cloud provider hardware.

What You’ll Bring

• A seasoned professional with 10+ years of experience in the enterprise infrastructure software industry, with significant tenure in global alliance, partnership leadership, or channel ecosystem roles.
• Deep familiarity with the HPE and their ecosystem is highly desired.
• Proven success managing million-dollar Market Development Funds (MDF) and directing globally distributed, partner-badged "funded headcount" or virtual overlay teams.
• Exceptional presentation and training skills. You must be highly capable of standing in front of executive audiences