[Hiring] Director, HPE Networking Alliances @Hewlett Packard Enterprise

Role Description

The HPE Networking Alliance Sales Director — NEC Alliance (Japan) is responsible for building, growing and owning the HPE Networking relationship with NEC across Japan. Using the existing portfolio of HPE footprint with NEC as a springboard, the role will define and execute a joint go‑to‑market strategy to create new Wi‑Fi, AI/Data‑Center and Security networking business. The Director will act as the senior HPE liaison to NEC executives and sales leaders, and as the internal integrator across HPE and HPE Networking teams to drive joint solution development, demand generation, deals and customer success.

Key Responsibilities

• Develop a clear NEC Alliance strategy and annual business plan for HPE Networking in Japan, including revenue targets, solution focus areas (Wi‑Fi, AI/DC, Security), GTM plays, resource requirements and success metrics.
• Create and maintain joint account plans and a prioritized opportunity pipeline with NEC.
• Own and grow executive and senior stakeholder relationships at NEC (Sales, Engineering, Product, Channel, Executive leadership).
• Establish and maintain an executive engagement cadence and joint governance for decision making and prioritization.
• Drive co‑engineering and solution packaging of HPE Networking products with NEC for Wi‑Fi, AI/DC infrastructure and Security use cases.
• Work with product management, systems engineering and NEC counterparts to create marketable joint value propositions, validated designs and reference architectures.
• Plan and execute joint marketing campaigns, workshops, events, POCs and proof‑of‑concepts with NEC to generate qualified pipeline.
• Create enablement materials, playbooks, and sales tools for both HPE and NEC sellers and SEs.
• Map NEC‑influenced opportunities with HPE field sales; actively co‑sell, support negotiations and provide senior escalation to win complex deals.
• Drive deal velocity and manage cross‑functional support to close strategic transactions.
• Align internal stakeholders (HPE Networking, field sales, SEs, product, services, marketing, finance, legal) to remove blockers and accelerate joint deals.
• Lead regular cross‑functional planning and execution meetings; maintain project plans and milestones.
• Maintain accurate pipeline and forecast contributions attributable to NEC; report progress to HPE leadership and NEC partners.
• Lead Joint Business Reviews (JBRs) with NEC and convene internal steering committee meetings.
• Establish KPIs, track performance, and iterate strategy based on results.
• Ensure high quality post‑sale support and customer satisfaction for joint deployments.
• Drive creation of customer references, case studies and referenceable POCs.
• Proactively identify commercial, technical and operational risks related to alliance activities and implement mitigation plans.

Success Metrics / KPIs

• Incremental HPE Networking revenue and bookings attributable to NEC (quarterly and annual).
• Growth and quality of joint pipeline in Wi‑Fi, AI/DC and Security segments.
• Number of joint deals closed and average deal size uplift.
• Reduction in time‑to‑close for NEC‑influenced opportunities.
• Number of POCs, reference deployments and published joint customer case studies.
• Executive engagement frequency and NEC satisfaction/exec scorecard.
• Achievement of joint business plan milestones and ROI targets.

Qualifications

• 10+ years of sales, alliance or partner management experience in technology, preferably with experience managing strategic SI/channel partner relationships in Japan.
• Proven track record of driving multi‑stakeholder, complex deals and delivering measurable revenue growth through partner alliances.
• Strong knowledge of enterprise networking solution stacks, including Wi‑Fi, data center networking, network security; familiarity with AI infrastructure and associated networking requirements is highly desirable.
• Demonstrated ability to define GTM plays, enable co‑sell motions and lead joint solution development with partners.
• Excellent executive presence with experience engaging C‑level and senior business leaders.
• Demonstrated program and project management skills; ability to coordinate multiple cross‑functional streams.
• Native or near‑native Japanese language skills and fluent English (spoken and written).
• Based in Japan with the ability and willingness to travel domestically and to NEC customer sites as required.

Preferred

• Prior experience working with NEC or similar large Japanese systems integrators.
• Background in HPE products or comparable vendor/networking ecosystems.
• Experience running joint marketing campaigns, POCs and technical validation programs.

Education

• Bachelor’s degree in Business, Engineering, Computer Science or related field; MBA or advanced degree is a plus.

What We Can Offer You

• Health & Wellbeing: A comprehensive suite of benefits that supports physical, financial and emotional wellbeing.
• Personal & Professional Development: Programs catered to helping you reach your career goals.
• Unconditional Inclusion: A commitment to inclusivity and valuing diverse backgrounds.