[Hiring] Senior Manager, Channel Security Sales @Hewlett Packard Enterprise

Role Description

The Senior Manager, Channel Security Sales is a strategic leadership role responsible for guiding the Channel Security team across North America, focusing on all Channel Partners within the ecosystem. This role leads a team of approximately 10 direct and indirect members, driving security revenue, and aligning operational excellence with strategic organizational goals. The Senior Manager, Channel Security Sales acts as a key advisor to executive management, setting policies, influencing strategy, and ensuring successful execution of business plans within the channel ecosystem. You will own strategy, team build-out, channel motion, and revenue for security products including SASE, SRX firewalls, SD-Branch, SD-WAN, NAC variants, ClearPass, SSR, etc.).

This role is critical for driving HPE’s Channel security growth and maintaining its competitive position in the industry. The successful candidate will possess a strategic mindset, technical curiosity, exemplary leadership skills, and a robust network within the enterprise channel ecosystem. This position will require approximately 70% nationwide travel.

Key Responsibilities

• Business Growth & Revenue Leadership
  • Demonstrated success selling security and the network portfolio to the top technology Networking and Security Partners nationwide.
  • Strong background in security & AI product sales and software/enterprise license agreements.
  • Strategic thinker with hands-on selling experience and ability to operate in a hybrid direct/collaborative model.
  • Experience with SASE, NAC, firewalls, SD-WAN, EA’s and related networking/security portfolios would be helpful.
  • Own attainment of annual and quarterly Security revenue and metrics around New Logo’s, Deal Registration, Partner education/certification and events targets.
  • Drive Security growth across New & Follow-on, renewal, expansion, attach, services, and recurring revenue offerings.
  • Develop and execute territory, channel, and account-based growth strategies with a documented plan.
• Customer & Partner Engagement
  • Build trusted relationships with C-level executives and key stakeholders.
  • Partner with Networking & Security sales teams to maximize partner and customer outcomes.
  • Strengthen strategic partner relationships to expand security penetration and increase share of wallet, by securing everything.
  • Lead executive business reviews and customer engagement strategies.
• Sales Leadership & Team Development
  • Recruit, coach, mentor, and develop high-performing sales Channel teams.
  • Establish clear performance expectations and accountability.
  • Create succession plans and develop future leaders.
  • Foster a culture of collaboration, inclusion, innovation, and continuous improvement.
• Strategic Planning & Execution
  • Develop annual business plans, forecasts, and pipeline strategies.
  • Monitor sales performance metrics and implement corrective actions as needed.
  • Drive adoption of sales tools (including AI tools), automation, CRM, and data-driven decision making.
  • Collaborate with finance and operations teams on forecasting and resource planning.
• Operational Excellence
  • Ensure forecast accuracy and pipeline discipline.
  • Manage budgets and resource allocation effectively.
  • Drive process improvements that increase productivity and seller efficiency.
  • Ensure compliance with company policies and governance standards.

Qualifications

• Bachelor's degree required; advanced degree preferred.
• Minimum of 10 year’s experience working with enterprise channel partners, with a focus on solution selling.
• Minimum of 5 years’ management experience, with a proven track record of leading large teams and managing large revenues.
• Strong business acumen, strategic planning, and leadership skills.

Requirements

• Strategic sales planning and execution.
• Leadership of large, complex teams.
• Deep understanding of channel partner ecosystems and enterprise solutions.
• Financial acumen, including P&L management.
• Excellent stakeholder management at executive levels.
• Ability to influence strategy and set policies.
• Strong communication, negotiation, and interpersonal skills.
• Change management and proactive problem solving.
• Experience in North American markets.
• Proven ability to deliver results in a fast-paced, competitive environment.
• Industry knowledge in enterprise solutions, services, and solution selling methodologies.

Benefits

• Health & Wellbeing: Comprehensive suite of benefits that supports physical, financial, and emotional wellbeing.
• Personal & Professional Development: Specific programs catered to helping you reach any career goals you have.
• Unconditional Inclusion: A culture that celebrates individual uniqueness and values varied backgrounds.