Global Sales & Channel Capability Lead

Hewlett Packard Enterprise Company in; Houston (TX); Hybrid; USD 106,000 - 243,000; Full time

Benefits offered by this job

Health & Wellbeing

Career Development

Inclusive culture

Job summary

Hewlett Packard Enterprise in the United States is seeking a Global Sales & Channel Capability Lead (Sales) to elevate sales manager excellence, sales capability, account management, and channel capability across a global, matrixed organization.

The role focuses on developing frameworks, measuring adoption, and partnering with sales leadership to drive strategic initiatives while enabling sellers and partner teams to execute with impact.

Qualifications

• Experience designing and implementing global sales strategies.
• Experience developing competency frameworks and capability roadmaps.
• Ability to influence senior leaders and manage stakeholders.
• Strong analytical skills and business acumen.
• Familiarity with MEDDPICC, Strategic Selling, Challenger, or Value Selling.
• Excellent communication, facilitation, and presentation skills.

Responsibilities

• Define and evolve the global sales manager competency framework.
• Identify knowledge, skills, and behaviors for frontline managers to improve outcomes.
• Develop scalable coaching, inspection, and reinforcement practices.
• Partner with Sales Leadership to set capability priorities and address gaps.
• Enable managers with tools, resources, and best practices to improve performance.
• Drive development of seller capabilities aligned to business priorities and measure impact.
• Strengthen account management capabilities and strategic customer engagement.
• Collaborate with Channel Enablement to prepare partner-facing teams.

Skills

Sales Enablement

Sales Excellence

Commercial Excellence

Enterprise sales

Stakeholder management

MEDDPICC familiarity

Challenger / Value Selling

Communication & presentation

Job description

Global Sales & Channel Capability Lead (Sales)

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:

The Global Sales & Channel Capability Lead is responsible for developing the capabilities that enable sellers, frontline managers, and partner-facing teams to execute effectively.

Working across Sales Execution, Sales Leadership, Channel Enablement, Geo Enablement, Sales Methodology, and other cross-functional teams, this role connects business priorities with the capabilities, frameworks, and solutions needed to support execution.

As part of the Sales Execution organization, this role focuses on strengthening sales execution, improving manager effectiveness, and supporting the adoption of strategic business initiatives. Success in this role requires strong collaboration, influence, and the ability to work effectively across a global, matrixed organization.

Key Responsibilities

Sales Manager Excellence

Own the strategy and evolution of frontline sales manager capability to improve leadership effectiveness and sales execution.

Responsibilities include:

• Define and evolve the global sales manager competency framework.
• Identify the knowledge, skills, and behaviors required for frontline sales managers to drive business outcomes.
• Develop scalable approaches that strengthen coaching, inspection, and reinforcement practices.
• Partner with Sales Leadership to identify manager capability priorities and address capability gaps.
• Enable managers and leaders with tools, resources, and best practices that improve team performance.

Sales Capability

Drive the development of the capabilities that enable sellers to execute effectively against business priorities.

Responsibilities include:

• Define and evolve the global sales competency framework aligned to business priorities.
• Identify capability gaps affecting seller productivity and effectiveness.
• Translate business priorities into scalable capability solutions.
• Partner across Sales Execution teams to drive consistent execution and reinforce desired sales behaviors.
• Support adoption of strategic sales initiatives through targeted capability development.
• Define measures of success and use business and adoption data to evaluate the effectiveness of capability initiatives and identify opportunities for continuous improvement.

Account Management Excellence

Strengthen account management capabilities to improve strategic customer engagement and sales effectiveness.

Responsibilities include:

• Define and promote best practices for strategic account management.
• Support sellers and managers in applying consistent account planning and management approaches.
• Partner with Sales Leadership to strengthen account management capabilities across the sales organization.

Channel Capability

Partner with Channel Enablement to strengthen capabilities for internal partner-facing teams.

Responsibilities include:

• Define capability needs for partner-facing roles.
• Support the development of role-based capability approaches for partner-facing roles.
• Collaborate with Channel Enablement to improve readiness for strategic business initiatives.
• Help shape the long-term capability approach for partner-facing roles as the function continues to evolve.

Essential Skills & Experience

• 8+ years of experience in Sales Enablement, Sales Excellence, Commercial Excellence, or enterprise sales.
• Experience designing and implementing global strategies, frameworks, or initiatives, and driving their adoption across global, matrixed organizations.
• Experience developing competency frameworks and capability strategies.
• Strong stakeholder management and influencing skills, including experience working with senior leaders.
• Strong analytical skills and business acumen.
• Familiarity with sales methodologies such as MEDDPICC, Strategic Selling (Miller Heiman), Challenger, Command of the Message, Value Selling, or similar.
• Excellent communication, facilitation, and presentation skills.
• Experience supporting indirect sales or partner organizations is an advantage.

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#sales

Job:

Learning & Development

Job Level:

Master

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 105,500 - 243,000 in 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

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.

EEO Protected Veteran/ Individual with Disabilities

Hewlett Packard Enterprise is EEO Protected Veteran/ Individual with Disabilities.

Compliance

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.