Infrastructure Services Channel Sales

Job Description:

Role Purpose

This role owns the CSLV relationship with major Distributors and the wider partner community, ensuring Services is a core part of every Channel conversation. The position operates at the Distributor and partner-community level, with a focus on Channel strategy and whitespace development: translating the overall CSLV strategy into actionable Channel strategies.

The role acts as the voice of the Channel within CSLV, identifying systemic barriers to Services growth and partnering with the appropriate internal teams to drive improvements that enhance the partner experience.

Success in this role requires strong collaboration and sales skills, good knowledge of the Channel, an understanding of the role Services plays in the broader deal mix, and a strategic approach that extends beyond the current quarter. The role works closely with the traditional IBS sales team, without duplicating or owning their day-to-day accounts, to provide a consistent service to partners with measurable outcomes for the Channel.

How This Role Differs from Traditional Install Base Services Sales

• Level of engagement: Operates at the Distributor / partner-community level, not the individual end-user account level.

• Goaling: Measured on Channel and Indirect performance outcomes (e.g. partner enablement, joint pipeline, Channel-sourced Services growth), not on net-new end-user Services revenue.

• Relationship to the IBS team: Works in partnership with the traditional IBS sales team, who continue to own and manage individual account relationships. This role provides the Channel strategy, enablement, and positioning that support that team, and partners selling on HPE's behalf, in delivering a consistent experience.

• Time horizon: Balances in-quarter execution with planning for Channel and Distributor development beyond the current quarter.

• Leadership scope: An individual contributor role with cross-functional influence, not a people-management position.

• Problem-solving remit: Covers tools and process issues affecting partners' ability to sell and deliver Services, and improving ways of working (cadences, pricing, operating model) between HPE and the Channel. These are areas outside the scope of a traditional IBS role.

Key Responsibilities

• Convert the overall CSLV strategy into actionable, Distributor- and partner-specific Channel strategies that drive Indirect growth.

• Analyse Distributor and partner performance to identify gaps and opportunities for Services attach across the Indirect base.

• Build and maintain joint Channel plans with major Distributors and key partners that include Services as part of the growth plan.    

• Act as the primary CSLV point of contact for major Distributors and the broader partner community, building relationships with Distribution teas.

• Equip Distributors and partners with the positioning, tools, and knowledge to sell and renew Services as part of their own motion.

• Work with the traditional IBS sales team to align on coverage, avoid duplication, and provide a consistent experience for the Channel.

• Own the full renewal lifecycle, ensuring high retention rates and mitigating churn through proactive partner and client outreach 120 days before contract expiration.

• Gather and represent partner feedback relating to the Services experience, ensuring issues are visible and prioritised by the relevant operational and support teams.

• Identify common themes and barriers across the partner community and advocate for improvements that increase channel effectiveness.

• Influence and coordinate with operations, and support functions to ensure partner feedback is considered in ongoing business improvements.

• Assess and evolve the cadences and touchpoints between HPE and the Channel to better support Services growth.

• Review and help shape pricing and commercial approaches that affect how easily and profitably partners can sell and renew Services.

• Continuous Improvement: Proactively identify and implement better ways of working across HPE and the Channel, testing and scaling what works.

• Maintain accurate Channel-level pipeline forecasting and performance reporting within CRM, providing visibility to CSLV leadership.

• Partner with delivery, technical, and the IBS team to ensure Channel commitments translate into deliverable, high-quality outcomes for partners and their end customers.

Role Requirements

• Experience: 8+ years in Channel / Distribution sales, alliance management, or Services sales, with demonstrated success operating at the partner or Distributor level.

• Channel Acumen: Good, practical knowledge of how Distributors and partners operate and generate revenue, and an understanding of the role Services plays in the wider deal mix.

• Strategic Mindset: Proven ability to plan beyond the current quarter, translating high-level strategy into Channel-specific execution plans.

• Collaboration & Influence: Strong track record of working cross-functionally, particularly with direct sales / Install Base teams, without formal authority over those teams.

• Operational Problem-Solving: Comfortable acting as a troubleshooter, diagnosing tools and process issues affecting partners, taking ownership of issue progression, driving internal teams to deliver resolutions, and addressing recurring issues at their source.

• Commercial & Process Design: Experience reviewing and improving ways of working (cadences, pricing, operating models) between a vendor and its Channel.

• Renewals Discipline: Track record driving renewal outcomes through partner-side resources, with attention to early identification and prevention of leakage.

• Sales Skills: Strong commercial and negotiation skills, able to operate effectively at senior Distributor and partner stakeholder levels.

• Tools: Comfortable with CRM platforms (e.g. Salesforce) for pipeline visibility and Channel performance reporting.

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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