Director, Business Development, WW Compute Channel

Overview

Director, Business Development, WW Compute Channel is a pivotal role within the Worldwide Channel & Partner Ecosystem (C&P

E) organization focused on driving business growth and enabling success in the compute channel through strategic planning, program development, and collaboration across multiple teams and regions.

• Collaborate closely with the Compute Business Unit (BU) and Compute & High Velocity Sales (HVS) go-to-market (GTM) teams to design and implement a comprehensive Compute Channel strategy.
• Define the role of the channel by partner type and segment, including reseller breadth and yield improvement strategies, inventory management, and competitive benchmarks for incentives/compensation.
• Assess channel coverage gaps and optimize deployment of Partner Business Managers (PBMs), Inside PBMs, and SMB/DSR resources across geographies.
• Create scalable worldwide programs and initiatives that drive orders, revenue, and margin growth for Compute.
• Ensure alignment with key stakeholders, including WW Channel Marketing, WW Channel Compensation, regional C&P E teams, Compute BU, and internal incentive teams.
• Measure and refine program performance using analytics tools (e.g., CSIS, Power BI) and key metrics such as overall channel sell‑out performance, reseller growth, aged inventory levels, and reseller productivity.
• Serve as the key intermediary between the GEO Channel & Partner Ecosystem teams and the Compute BU, ensuring bi‑directional communication and alignment on goals, challenges, and initiatives.
• Lead change management initiatives and coach sales teams to unlock difficult account opportunities.
• Develop and implement strategies to generate new sales opportunities and expand market presence.
• Build long‑term growth plans using Account Business Planning processes and foster consultative, solution‑selling capabilities within the team.
• Build and manage resource plans, including country sales teams, to pursue opportunities, grow the installed base, and balance short‑term and long‑term planning investments.
• Create a performance‑driven culture that positions the company as a leader in IT sales, including developing top‑tier talent pipelines and ensuring best‑in‑class sales force capabilities.

• Bachelor's degree or higher.
• 10 years of progressive sales and management experience.
• 8+ years of channel experience, either working directly with partners or within a channel organization for an IT vendor.
• Proven track record of driving business growth and market expansion.
• Strategic Sales Planning & Execution experience.
• Business & Financial Acumen with deep understanding of portfolio management and financial drivers of channel partners.
• Execution Management skills – ability to collaborate across teams and act decisively.
• Strong leadership capabilities in complex environments, with the ability to influence without direct authority.
• Analytical and strategic problem‑solving skills.
• C‑Level partnering experience and ability to build executive‑level relationships.
• Vertical industry acumen in the compute ecosystem.
• Change management advocacy to drive growth and transformation.

• Health & Wellbeing: comprehensive suite of benefits supporting physical, financial, and emotional wellbeing.
• Personal & Professional Development: programs and resources to help advance career goals.
• Unconditional Inclusion: diverse and inclusive workplace culture.

Hewlett Packard Enterprise is an Equal Employment Opportunity/Veteran/Disabled/LGBT employer. We do not discriminate on the basis of race, gender, or any other protected category, and all decisions we make are based on qualifications, merit, and business need.