Hybrid Cloud Partners Activation lead

Job Description:

Job Family Definition:

The Partners Activation Lead is responsible for driving ecosystem-led revenue growth by activating strategic partners around priority competitive plays, modernization initiatives, and solution portfolios. The role bridges strategy, field sales, marketing, partner organizations, and services teams to accelerate pipeline creation, partner readiness, and customer conversion.

The position focuses on turning strategic portfolio priorities into repeatable, scalable partner motions while ensuring partners have the tools, skills, programs, and incentives required to win in the market.

Management Level Definition:

Unique mastery and recognized authority on relevant subject matter knowledge including technologies, theories and techniques. Contributes to the development of innovative principles and ideas. Successfully operates in the most complex disciplines, in which the company must operate to be successful. Provides highly innovative solutions/methods. Leads large, cross-division functional teams or projects that affect the organization's long-term goals and objectives. May participate in cross-division, multi-function teams. Provides mentoring and guidance to lower level employees. Routinely exercises independent judgment in developing methods, techniques and criteria for achieving objectives. Develops strategy and sets functional policy and direction. Acts as a functional lead within area of expertise but does not manage other employees as a primary job function.

Responsibilities:

• Partner Activation Strategy
  • Define and execute partner activation plans aligned to strategic growth initiatives.
  • Prioritize partner engagement around high-value portfolio plays such as:
  • Translate business priorities into partner-led go-to-market motions.
• Build Repeatable Partner-Led Motions
  • Develop scalable execution frameworks that partners can replicate across markets.
  • Create activation playbooks, campaign kits, sales motions, and competitive programs.
  • Drive consistency in customer assessments, migration planning, modernization workshops, and business case development.
  • Industrialize successful partner motions and best practices globally.
• Pipeline Generation and Revenue Acceleration
  • Work with partners to create qualified pipeline and accelerate deal velocity.
  • Establish account targeting and opportunity identification processes.
  • Support competitive displacement campaigns and market-share capture initiatives.
  • Monitor funnel progression and remove execution bottlenecks impacting conversion rates.
• Partner Readiness and Enablement
  • Ensure partners have the technical, sales, and services capabilities required to execute priority plays.
  • Drive certification, training, and readiness programs.
  • Identify capability gaps and coordinate investments to improve partner execution.
  • Build specialized competencies around migration, recoverability, modernization, AI, and multivendor environments.
• Ecosystem and Alliance Management
  • Coordinate activation across strategic alliance partners, ISVs, distributors, system integrators, and service providers.
  • Align partner investments and incentives with strategic initiatives.
  • Foster collaboration between sales, channel, marketing, services, and partner executives.
  • Expand ecosystem participation in partner-led opportunities.
• Field Engagement
  • Partner with global/regional sales leadership to drive execution in targeted accounts.
  • Support account planning and opportunity pursuit strategies.
  • Facilitate customer workshops, executive briefings, and solution discovery sessions.
  • Help field teams position differentiated customer outcomes rather than product-centric messages.
• Program and Operational Excellence
  • Establish activation KPIs, dashboards, and governance mechanisms.
  • Track readiness, partner engagement, pipeline contribution, win rates, and revenue impact.
  • Improve data quality and reporting accuracy across partner programs.
  • Scale successful motions through automated processes and operational rigor.
• Market Feedback and Portfolio Influence
  • Gather partner and customer insights to identify market gaps and emerging opportunities.
  • Provide structured feedback to product, portfolio, and business development teams.
  • Help identify new areas requiring investment, including migration services, AI governance, cyber resilience, and operational modernization.

Education and Experience Required:

• Typically 10+ years in the Services Industry.
• 3+ years in developing new business opportunities with partners.
• Strong understanding of market trends around technology and regulation.
• High level understanding and knowledge of competitive landscape for Hybrid Cloud portfolio.
• Enterprise infrastructure, cloud, AI, storage, networking, or cybersecurity markets.
• Channel, alliances, business development, or go-to-market leadership experience.
• Experience building partner programs at global scale.
• Strong executive communication and stakeholder management capabilities.
• Proven ability to drive complex, multi-party ecosystem initiatives.
• Strong analytical and operational management skills.
• Advanced University degree preferable.

Knowledge and Skills:

• Advanced Opportunity Prospecting.
• Sales and Opportunity Building.
• General Business Acumen.

Success Metrics

• Partner-sourced and partner-influenced pipeline
• Revenue contribution from activated partners
• Number of activated strategic accounts
• Partner participation in priority campaigns
• Deal conversion rates
• Time-to-first-opportunity after activation
• Growth in ecosystem-led motions
• Global activation coverage and adoption rates
  

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

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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.

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