[Hiring] Global Channel GTM Manager @Hewlett Packard Enterprise

Role Description

We are seeking a Global Channel GTM Manager to support our office in Sunnyvale, California.

Key Responsibilities

• Work with stakeholders to identify Channel Sales solutions, sales plays and enablement best practices for the distribution channel.
• Successfully operate in the most complex disciplines to be successful.
• Lead cross-functional projects that affect the organization's long-term goals and objectives.
• Routinely exercise independent judgment in developing methods, techniques and criteria for achieving objectives.
• Drive optimal execution and results to collaborate extensively across multiple organizations to drive commitment and alignment to the offers created.

Channel Route-to-Market

• Design and optimize global distribution channel routes-to-market (RTM) across geographies, segments, and partner types with emphasis on driving through distribution partners (T1) to reach Silver / Business / Proximity (T2) partners.
• Develop and manage partner segmentation frameworks, coverage models, and capacity planning strategies to maximize market reach and partner productivity.
• Define scalable operating models that balance global standardization with regional flexibility and market-specific needs.
• Evaluate distribution and reseller partner ecosystem performance and identify growth opportunities, gaps, and market expansion priorities.

GTM Program Alignment and Cross-Functional Leadership

• Lead the Channel Sales Play Center of Excellence (CoE) and manage alignment with Business Unit (BU) pillar leaders.
• Align GTM initiatives with partner program strategies, value propositions, and sales motions.
• Partner closely with Sales, Marketing, Operations, Finance, Product, and Regional Channel teams to execute integrated channel strategies.
• Ensure consistency in messaging, enablement, and execution across partner ecosystems.

Partner Lifecycle Management

• Own the end-to-end partner journey from recruitment and onboarding through enablement, growth, retention, and renewal.
• Develop scalable distribution to partner lifecycle programs that improve partner engagement, activation, and long-term success.
• Collaborate with regional channel leaders to drive consistent partner experiences globally.

Qualifications

• Bachelor’s degree in business, Technology, Information Systems, Marketing, or related field.
• 10+ years of experience in channel sales, sales operations, program management, or related functions driving high impact and complex channel initiatives.
• Experience managing cross-functional projects and stakeholder relationships.
• Excellent communication, presentation, and facilitation skills.
• Strong analytical and problem-solving abilities.
• Experience with sales enablement, learning management, and collaboration platforms.
• Technical experience and knowledge with Networking technology in the Campus and Branch areas with focus on Juniper Mist and/or competitive products.
• In-depth knowledge of product management, channel ecosystems and the networking industry.
• Proven ability to lead cross functional and geographic teams to achieve results in a demanding environment.
• Excellent verbal and written communication and presentation skills.
• Highly developed group facilitation and negotiation skills to influence stakeholders and build strong consensus.
• Strong relationship management and leadership skills, including collaborative team-building, partnering and strong problem-solving skills for conflict resolution.
• Strong planning, analytical and financial modeling skills.
• Self-starter with demonstrated ability to work independently and autonomously.
• Experience working with channel partners, distributors, resellers, or alliance ecosystems.

Requirements

• Design and manage channel compensation frameworks, distributor and reseller incentive models, and T1/T2 partner performance scorecards.
• Oversee deal registration governance, pipeline management standards, and channel compliance processes.
• Establish KPIs, dashboards, and reporting mechanisms to measure T1/T2 partner effectiveness, pipeline health, and revenue contribution.
• Drive operational rigor and governance across channel programs and partner execution.

Benefits

• Health & Wellbeing: Comprehensive suite of benefits that supports physical, financial and emotional wellbeing.
• Personal & Professional Development: Investment in your career with programs to help you reach your career goals.
• Unconditional Inclusion: A culture that celebrates individual uniqueness and values varied backgrounds.