VP, Hybrid Cloud Channel Sales Leader

Job Description

The VP, Hybrid Cloud Channel Sales drives end to end channel planning, execution and engagement for the Hybrid Cloud portfolio. To be successful the role requires deep collaboration and close partnership with the Hybrid Cloud GBU and WW Hybrid Cloud Sales organization to define and drive the channel sales strategy, programs, execution framework including the tracking of KPI’s (pipeline, partner activation, training and certification, and performance vs budget) to ensure budget and growth expectations across the hybrid cloud portfolio through the partner ecosystem are delivered.

This role leads the WW Hybrid Cloud Channel team and provides cross functional leadership for the GEO Hybrid Cloud teams to ensure that strategic priorities can be translated into actionable sales motions, optimized coverage models, and measurable business outcomes.

• Define overall Channel strategy, program requirements and execution across traditional infrastructure and software/solutions sales (HC Ops, Private Cloud, SaaS)
• Help the Hybrid Cloud BU and Sales team to achieve orders, revenue, gross margin, market share, installed base retention, partner and customer satisfaction, and sales productivity
• Continue to scale Data Solutions and shift to IP Storage, driving +26% IP growth in FY26
• Revitalize Flex with channel partners to achieve +8% growth
• Scale PCAI channel adoption to reach +120% YoY growth
• Develop and operationalize targeted partner enablement, certifications, and training, tailored to portfolio segment (e.g. technical bootcamps for Flex/IP, solution workshops for HC Ops/SaaS)

• Build and scale channel strategy and programs including training, reference architectures, and sales plays for HC Ops (Morpheus, VME, Ops Ramp, Zerto) and Private Cloud solutions
• Ensure partners are field-ready to sell, deploy, and support HC Ops and Private Cloud solutions, with measurable outcomes in partner competency and customer success

• Cultivate strategic relationships with key partners, focusing on building practices for HC Ops and Private Cloud, while sustaining momentum in Flex and IP Storage
• Drive partner readiness through targeted investments, development funds, and compensation models aligned to portfolio priorities
• Optimize sales coverage, resource deployment, and partner ecosystem engagement to maximize reach and efficiency

• Bachelor's degree or higher
• 15 years of progressive sales and management experience.
• 10+ years of channel experience, either working directly with partners or within a channel organization
• Previous executive leadership experience, preferably in a global, cross- functional environment.
• Proven track record of driving business growth and market expansion.

• Strategic Sales Leadership & Execution
  Drives go-to-market strategy and implementation to accelerate growth and partner success.
• Business & Financial Acumen
  Applies deep business insight and financial discipline to optimize profitability and business performance.
• Executive Leadership & C-Suite Engagement
  Builds trusted partnerships with senior executives to influence strategy, investment, and transformation.
• Strategic Financial Leadership, Cost Optimization & P&L Accountability
  Drives financial discipline, operational efficiency, and effective resource allocation to maximize ROI.
• Value-Based & Solution Selling Excellence
  Champions consultative, outcome-driven selling to differentiate offerings and expand market share.
• Industry & Vertical Market Expertise
  Leverages sector knowledge to align hybrid cloud and channel strategies with partner and customer business priorities.
• Execution, Transformation & Change Leadership
  Leads with agility and assertiveness to achieve business growth and operational excellence.
• Competitive Strategy & Market Positioning
  Shapes go-to-market strategies to strengthen competitive advantage and accelerate market penetration.

Accountability, Accountability, Active Learning, Active Listening, Assertiveness, Bias, Building Rapport, Buyer Personas, Coaching, Complex Sales, Creativity, Critical Thinking,…