Partner Business Manager, Software Sales

HPE · Spring · $203,000–$420,000 (stated in the posting)

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Job Description:

We are seeking an experienced, entrepreneurial, and results-driven Software Sales Partner Business Manager to drive Cloud as a Channel, a strategic route-to-market for HPE Networking.

This role sits at the intersection of software sales, channel, hyperscalers, and business development. The successful candidate will lead the development and execution of HPE Networking's Cloud as a Channel motion, leveraging cloud marketplaces and hyperscaler ecosystems to create new routes to market, generate incremental software revenue, and make it easier for customers and partners to transact HPE Networking solutions.

The role will drive go-to-market execution across Amazon Web Services (AWS) Marketplace, Microsoft Azure Marketplace, and Google Cloud Marketplace, while supporting strategic initiatives and collaborations with hyperscalers. In addition, the position will support the expansion of HPE Networking Enterprise Agreements (EAs) through the channel, helping partners and sales teams position EAs as a strategic software purchasing and consumption model.

This is not a traditional partner-management role. We are looking for a builder who can develop an emerging route to market, activate sellers and partners, create pipeline, engage on strategic opportunities, remove execution barriers, measure results, and turn successful approaches into scalable sales motions.

The ideal candidate combines strong commercial instincts with experience in channel sales, business development, enterprise software, cloud marketplaces, or hyperscaler ecosystems. They are comfortable operating across complex organizations, influencing without direct authority, and translating strategy into measurable business outcomes.

Key Responsibilities

Cloud as a Channel

• Drive HPE Networking's Cloud as a Channel strategy and execution, establishing cloud marketplaces and hyperscaler ecosystems as scalable routes to market for HPE Networking software and subscription solutions.
• Develop and execute go-to-market initiatives across AWS Marketplace, Microsoft Azure Marketplace, and Google Cloud Marketplace.
• Identify customers, partners, and opportunities where Cloud as a Channel can unlock new purchasing paths, accelerate transactions, or create incremental software business.
• Build and manage a qualified Cloud as a Channel pipeline, working with HPE sales organizations, partners, and hyperscalers to progress opportunities through execution.
• Develop repeatable sales plays that help HPE and partner sellers identify when and how to leverage Cloud as a Channel.
• Drive field and partner adoption through targeted enablement, campaigns, opportunity identification, and strategic deal engagement.
• Work with hyperscalers and HPE stakeholders to develop joint go-to-market initiatives and identify opportunities for co-selling and marketplace growth.
• Capture successful use cases and convert them into repeatable plays that can be scaled across partners, geographies, and customer segments.

Hyperscaler Strategic Collaboration

• Drive defined workstreams associated with HPE Networking's strategic hyperscaler collaborations, including AWS.
• Translate strategic collaboration objectives into executable go-to-market activities, partner engagement, pipeline development, and marketplace opportunities.
• Coordinate across hyperscalers, HPE sales organizations, channel partners, and internal stakeholders to accelerate execution.
• Identify opportunities to expand joint customer engagement and Cloud as a Channel adoption.
• Track business performance, identify execution gaps, and recommend actions to accelerate results.

Enterprise Agreements

• Support the expansion and adoption of HPE Networking Enterprise Agreements through the channel as a complementary strategic software sales motion.
• Work with HPE Partner Account Managers, channel teams, and Geo sales organizations to identify and develop EA opportunities.
• Support partner enablement and seller activation around the HPE Networking EA value proposition.
• Assist partners and sales teams in identifying customers that can benefit from a longer-term, strategic approach to purchasing and consuming HPE Networking software.
• Apply learnings from EA engagements to strengthen partner-led software selling and recurring-revenue motions.

New Market Incubation

• Incubate and scale new routes to market, with Cloud as a Channel as the primary area of focus.
• Test new commercial and go-to-market approaches and convert successful pilots into repeatable sales motions.
• Develop business cases, sales plays, partner motions, and activation strategies for emerging opportunities.
• Establish success measures, monitor results, capture lessons learned, and refine programs based on field, partner, and customer feedback.
• Partner with regional and global teams to transition proven incubation initiatives into scalable Geo execution.
• Continuously identify new opportunities across cloud marketplaces, hyperscaler ecosystems, software consumption models, Enterprise Agreements, and partner-led selling.

Partner & Field Activation

• Build strong relationships with strategic channel partners, HPE sales leaders, hyperscaler stakeholders, and cross-functional teams.
• Activate HPE and partner sellers around Cloud as a Channel through targeted enablement, campaigns, opportunity identification, and deal engagement.
• Identify high-potential accounts, partners, and opportunities where cloud marketplaces can create a differentiated route to market.
• Equip sellers and partners with the positioning, resources, and tools required to engage customers effectively.
• Create scalable enablement and activation programs that can be replicated across markets and partner communities.
• Capture winning sales plays and share best practices across HPE Networking's global sales and channel organizations.

Business Performance & Execution

• Monitor Cloud as a Channel pipeline, marketplace transactions, software revenue, partner engagement, and other relevant business indicators.
• Develop a clear operating cadence to track business performance, opportunities, risks, and execution priorities.
• Use data and market insights to identify growth opportunities and areas requiring intervention.
• Provide leadership with concise, actionable views of business performance and recommended actions.
• Track progress against strategic collaboration objectives and broader Cloud as a Channel priorities.
• Support measurement of EA pipeline and adoption as part of the broader software and channel business.

Simplifying the Sales Motion

• Identify and remove friction across the Cloud as a Channel sales journey.
• Work across sales, channel, operations, business development, and other functions to simplify marketplace transactions and related commercial processes.
• Identify opportunities to improve scalability through process simplification and automation.
• Translate seller, partner, and customer feedback into actionable recommendations.
• Support improvements to EA-related sales processes where they intersect with the role's channel and software responsibilities. 

Education and Experience

• Bachelor's degree preferred, or equivalent professional experience.
• 6+ years of experience in technology sales, channel sales, partner management, business development, or a related field.
• Demonstrated experience driving revenue growth through channel partners, strategic partnerships, or complex enterprise technology sales.
• Experience working with resellers, distributors, systems integrators, hyperscalers, or other technology partners.
• Experience developing and executing sales strategies, joint business plans, or partner growth initiatives.
• Experience selling enterprise software, subscription-based solutions, or networking technologies preferred.
• Experience with cloud marketplaces, including AWS Marketplace, Microsoft Azure Marketplace, or Google Cloud Marketplace, highly desirable.

Knowledge and Skills

• Strong understanding of channel and partner sales models, including selling with, to, and through partners.
• Strong understanding of cloud marketplaces, hyperscaler ecosystems, and their role as enterprise technology procurement channels.
• Strong commercial and business-development mindset, with the ability to translate opportunities into pipeline and revenue.
• Ability to operate effectively in an incubation environment where business models, processes, and sales motions continue to evolve.
• Demonstrated ability to influence sales organizations and stakeholders without direct authority.
• Ability to move comfortably between strategy and hands-on execution.
• Knowledge of cloud marketplace go-to-market strategies, co-sell motions, and cloud consumption models preferred.
• Familiarity with Enterprise Agreements, SaaS, software licensing, subscriptions, and recurring-revenue strategies.
• Understanding of networking technologies, enterprise software, and the broader IT partner ecosystem.
• Strong pipeline management, business analysis, and performance-management capabilities.
• Excellent executive communication, presentation, negotiation, and relationship-management skills.
• Strong analytical and problem-solving capabilities with a bias toward action and measurable outcomes.
• Ability to independently manage competing priorities while collaborating effectively across geographically dispersed teams.
• Strategic mindset with the ability to translate high-level business objectives into executable sales initiatives.

Success Measures:

• Cloud as a Channel software and subscription revenue
• Cloud marketplace pipeline creation and conversion
• Marketplace transaction growth and adoption
• Partner-generated Cloud as a Channel opportunities
• Execution against hyperscaler strategic collaboration objectives
• HPE and partner seller activation
• Development and adoption of repeatable Cloud as a Channel sales plays
• Successful incubation and scaling of new cloud-led routes to market
• Reduction of friction in marketplace sales and transaction processes
• Contribution to Enterprise Agreement pipeline, adoption, and partner activation 

Location and Travel

This position is currently designated as hybrid, with preferred locations in Houston, TX; Sunnyvale, CA; or San Jose, CA.

• Candidates outside these preferred locations may be considered based on business needs and applicable work arrangement requirements.
• Occasional business travel may be required, generally one to two times per quarter.

Accessibility

HPE is committed to creating an inclusive and accessible workplace and encourages applications from all qualified individuals, including those with disabilities. If you believe you require accommodation during any stage of the application or interview process, please submit your request by completing our secure form linked here.

Note: This option is reserved for applicants needing assistance/reasonable accommodation related to a disability.

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.

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