Global Channel GTM Manager

Job Description:

We are seeking a Global Channel GTM Manager to support our office in Sunnyvale, California.

Key Responsibilities

Work with stakeholders to identify Channel Sales solutions, sales plays and enablement best practices for the distribution channel.  Successfully operates in the most complex disciplines, to be successful. Leads cross-functional projects that affect the organization's long-term goals and objectives. Routinely exercises independent judgment in developing methods, techniques and criteria for achieving objectives. Drives optimal execution and results to collaborate extensively across multiple organizations to drive commitment and alignment to the offers created.  Key responsibilities include:

Channel Route-to-Market

• Design and optimize global distribution channel routes-to-market (RTM) across geographies, segments, and partner types with emphasis on driving through distribution partners (T1) to reach Silver / Business / Proximity (T2) partners
• Develop and manage partner segmentation frameworks, coverage models, and capacity planning strategies to maximize market reach and partner productivity.
• Define scalable operating models that balance global standardization with regional flexibility and market-specific needs.
• Evaluate distribution and reseller partner ecosystem performance and identify growth opportunities, gaps, and market expansion priorities.

GTM Program Alignment and Cross-Functional Leaderships

• Lead the Channel Sales Play Center of Excellence (CoE) and manage alignment with Business Unit (BU) pillar leaders.
• Align GTM initiatives with partner program strategies, value propositions, and sales motions.
• Partner closely with Sales, Marketing, Operations, Finance, Product, and Regional Channel teams to execute integrated channel strategies.
• Ensure consistency in messaging, enablement, and execution across partner ecosystems.

Partner Lifecycle Management

• Own the end-to-end partner journey from recruitment and onboarding through enablement, growth, retention, and renewal.
• Develop scalable distribution to partner lifecycle programs that improve partner engagement, activation, and long-term success.
• Collaborate with regional channel leaders to drive consistent partner experiences globally.

Required Qualifications

• Bachelor’s degree in business, Technology, Information Systems, Marketing, or related field.
• 10+ years of experience in channel sales, sales operations, program management, or related functions driving high impact and complex channel initiatives.
• Experience managing cross-functional projects and stakeholder relationships.
• Excellent communication, presentation, and facilitation skills.
• Strong analytical and problem-solving abilities.
• Experience with sales enablement, learning management, and collaboration platforms.
• Technical experience and knowledge with Networking technology in the Campus and Branch areas with focus on Juniper Mist and/or competitive products
• In-depth knowledge of product management, channel ecosystems and the networking industry.
• Proven ability to lead cross functional and geographic teams to achieve results in a demanding environment.
• Excellent verbal and written communication and presentation skills.  Highly developed group facilitation and negotiation skills to influence stakeholders and build strong consensus.
• Strong relationship management and leadership skills, including collaborative team-building, partnering and strong problem-solving skills for conflict resolution.
• Strong planning, analytical and financial modeling skills. 
• Self-starter with demonstrated ability to work independently and autonomously
• Experience working with channel partners, distributors, resellers, or alliance ecosystems.

Compensation, Governance & Performance Management

• Design and manage channel compensation frameworks, distributor and reseller incentive models, and T1/T2 partner performance scorecards.
• Oversee deal registration governance, pipeline management standards, and channel compliance processes.
• Establish KPIs, dashboards, and reporting mechanisms to measure T1/T2 partner effectiveness, pipeline health, and revenue contribution.
• Drive operational rigor and governance across channel programs and partner execution.

Data Analytics & AI Enablement

• Leverage AI-driven insights and analytics to improve partner productivity, forecasting accuracy, coverage efficiency, and pipeline performance.
• Utilize data to drive strategic decision-making, partner prioritization, and investment planning.
• Identify opportunities to automate and optimize channel operations and partner engagement processes.

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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Information about employee benefits offered in the US can be found at https://myhperewards.com/main/new-hire-enrollment.html

Hewlett Packard Enterprise is EEO Protected Veteran/ Individual with Disabilities.

HPE will comply with all applicable laws related to employer use of arrest and conviction records, including laws requiring employers to consider for employment qualified applicants with criminal histories.

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