Global Alliance Director - HPE

Suse Llc; United States; Híbrido; USD 205.000 - 225.000; Jornada completa

Descripción de la vacante

SUSE seeks a Global Alliance Director to lead the 30+ year strategic alliance with Hewlett Packard Enterprise (HPE). You will orchestrate sell-with and sell-through motions, manage MDF and a global funded headcount, and negotiate multi-year frame agreements. The role requires strong executive-facing skills and deep HPE ecosystem knowledge.

The candidate will work with SUSE and HPE sales teams, align compensation discussions, and drive field execution across regions, including travel up to 30%.

Formación

• 10+ years in the enterprise infrastructure software industry, with global alliance/partner leadership experience.
• Deep familiarity with HPE ecosystem is highly desired.
• Proven success managing MDF and distributed funded headcount.
• Strong presentation and training skills for executive audiences.

Responsabilidades

• Own, develop, and drive the global alliance strategy with HPE.
• Design, implement, and drive joint GTM plays for sell-with and sell-through.
• Manage MDF budget and global funded headcount across geographies.
• Lead negotiations and management of complex enterprise frame agreements.
• Align regional SUSE sales leadership and train on joint plays.
• Demonstrate technical fluency in AI infrastructure, Kubernetes, virtualization, HPC.
• Travel up to 30% and collaborate with global teams.

Conocimientos

Alliance leadership

Executive presence

Presentation skills

Negotiation

Cross-functional leadership

MDF management

Technical fluency: AI infra

Kubernetes

Virtualization

HPC

Herramientas

Kubernetes

Virtualization

HPC platforms

Descripción del empleo

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 and global sales teams to deliver compelling joint value propositions and actionable sales plays.* Strong commercial acumen with a track record of untangling, negotiating, and managing complex, multi-year enterprise frame contracts and alliance agreements.* A natural orchestrator and cross-functional leader capable of building networks at all levels. You excel at matchmaking between internal sales leaders and external partner organizations to drive field-level execution.* Technical conversancy in Artificial Intelligence infrastructure, Kubernetes, Virtualization, and High-Performance Computing (HPC) to effectively collaborate with HPE's engineering-centric teams.* Willingness and ability to travel up to 30%, including global travel. This position is subject to a background check(s), including criminal, credit, and/or employment references. The candidate is required to complete the background check(s) once an offer has been accepted. This will be conducted by SUSE’s external provider, where legally permitted.**For US Only - US Pay Transparency Disclaimer** If this role is filled in the United States of America, the starting base salary will be within the applicable pay range displayed below. In addition to base salary, this position may be eligible for a commission plan and a competitive benefits package. US benefits include comprehensive medical coverage, life and disability insurance, a 401(k) plan, an Employee Assistance Program, and generous paid time off and leave policies. Final compensation will be determined based on factors such as experience, skills, geographic location, internal equity, and budget. This pay transparency information applies to US-based roles only.**Base Pay Range Min & Max**205000225000**Job**Sales**What We Offer** **We empower you to be bold, driving your career to create the future you want. We celebrate and reward your achievements.** SUSE is a dynamic environment that is evolving rapidly, thus requiring agility, strong entrepreneurship and an open mind. This is a compelling opportunity for the right person to join us as we continue to scale and prosper. If you’re a big thinker, obsessed by execution and thrive in a dynamic environment in which you can tangibly create a lasting legacy, then please apply now! We give you the freedom to be yourself. You will work in a global community of unique individuals – like you – with different backgrounds, talents, skills and perspectives. A truly open community where everyone is welcome, has a voice and is encouraged to reach their full potential regardless of age, gender, race, nationality, disability, sexual orientation, religion, or any other characteristics. **Sounds like the right fit for you?** Click **A****pply** to submit your resume. A recruiter will contact you if your skills match our current or any future positions. In the meantime, stay updated on the latest SUSE news and job vacancies by joining our **Talent Community.**