Cloud Commit Channel Program Manager

Description

The role is hybrid, with an expectation of about 2 days per week in an office.

The company is a global edge-to-cloud business that helps customers connect, protect, analyze and act on data and applications across edge and cloud environments.

This is a Hybrid Cloud strategy and operations role centred on Cloud Commit, a multi-year spend commitment program that gives customers contractual incentives such as preferential pricing, easier procurement and flexible purchasing across eligible software, infrastructure and services.

The role extends the program into indirect channels, defining how responsibilities, economics, data and transactions move between the company, partners and end customers in one-tier and two-tier models, including who holds the commitment and which contracting model applies.

Responsibilities

• Own the strategy, roadmap, design, launch and ongoing improvement of the Cloud Commit channel and distribution program in priority countries and partner segments.
• Set out scalable one-tier and two-tier routes to market for distributors, resellers, cloud service providers, managed service providers and other eligible partners.
• Turn the program's spend, catalog, pricing, reporting, shortfall and renewal rules into commercial and operating models partners can use.
• Lead the cross-functional core team in setting requirements for eligibility, contracting, discounts, quoting, ordering, invoicing, reporting, renewals and shortfall handling.
• Assign clear ownership across the company, distributors, resellers, partners and end customers for pricing, transactions, spend reporting, reconciliation and issue resolution.
• Work with finance, legal, tax, pricing, controllership, sales operations, IT, product management and channel teams to find dependencies, close operational gaps and get decisions made on time.
• Define requirements for channel dashboards that show aggregated, partner-level and customer-level views of commitments, eligible spend, attainment, remaining balance, forecasts and risk alerts.
• Create playbooks, standard operating procedures, governance forums, decision rights, escalation paths and launch-readiness criteria.
• Work with distributors and strategic partners to test assumptions and workflows, identify constraints and run pilots with defined selection, entry, exit, adoption and change criteria, then refine the model with partner feedback and transaction data before scaling.
• Design field and partner enablement, including value propositions, qualification guidance, sales plays, process training, FAQs and role-based communications.
• Track performance and prepare executive scorecards covering pipeline, commitments, revenue, partner participation, cycle time, forecast accuracy, spend attainment and operational health.
• Represent the program in senior leadership reviews, partner meetings and regional operating forums.

Requirements

• A bachelor's degree in business, finance, technology, operations or a related field, or equivalent practical experience.
• At least 8 years in channel, distribution, commercial program management, cloud, enterprise technology or related go-to-market roles.
• A record of designing and launching complex, cross-functional programs involving distributors, resellers, service providers or marketplace channels.
• A solid grasp of indirect sales, channel economics, partner discounting, deal registration, quoting, ordering, invoicing and revenue operations.
• Experience with committed-spend, enterprise agreement, consumption, subscription or as-a-service commercial models.
• A track record of working through ambiguity, building structure and taking programs from concept through pilot to scale.
• Strong analytical skills, with experience defining metrics, reporting requirements, business cases and executive recommendations.
• Clear written and spoken communication, with the ability to influence senior leaders and explain complex commercial and operational topics simply.
• Experience leading globally distributed, cross-functional teams without direct authority over them.
• Preferred: experience with HPE GreenLake, hybrid cloud, enterprise software, infrastructure-as-a-service or cloud operations offerings.
• Preferred: working knowledge of hyperscaler committed-spend and marketplace programs such as AWS, Microsoft Azure or Google Cloud.
• Preferred: experience with two-tier distribution, managed service providers, cloud service providers or global reseller ecosystems.
• Preferred: familiarity with CRM, quote-to-cash, contract lifecycle management, billing, revenue recognition and partner relationship management systems.
• Preferred: an MBA or advanced degree.
• Success looks like an approved channel commercial and operating model live in priority markets, repeatable partner workflows from opportunity through renewal, more channel-led Cloud Commit agreements, accurate reporting of spend and risk, less friction, fewer pricing exceptions and manual reconciliations, strong partner adoption and measurable growth in committed revenue, pipeline and Hybrid Cloud consumption.

Conditions

Hybrid work with on average 2 days per week from an HPE office.

US base salary range: $126,000 to $239,000 in Colorado, and $119,500 to $275,000 in North Carolina and Texas. Actual offers may vary by location, experience, education and skill level. Variable incentives may also be offered on top of base salary.

The estimated application closing date is November 16, 2026.

The company is an equal opportunity employer and assesses candidates on qualifications, merit and business need.

Candidates may request accommodation at any stage of the process through the company's accessibility form.

Benefits

• Health and wellbeing benefits covering physical, financial and emotional wellbeing.
• Career development programs, including paths to deep subject expertise or moves into another division.
• US benefit details are available on the company's benefits enrollment site.