Hewlett Packard Enterprise Company HPE Channel Go-to-Market - Storage/Nimble in San Jose, California

HPE Channel Go-to-Market - Storage/Nimble

Job Description:

Develop and/or deliver integrated go-to-market programs for indirect RTM for Nimble Storage within the global business unit. Defines, manages, and evaluates indirect business plans to ensure they are operationally executable against defined strategic objectives. Leads and partners with cross-functional teams to develop short-term business plans and supporting data-driven models. Sets business metrics, evaluates actual performance, and makes recommendations to business leaders on performance target achievement. Working closely with geo indirect sales and category teams, defines and/or manages execution of GTM marketing strategies and tactical plans related to the Nimble business through the indirect RTM. Prepares comprehensive implementation tactics, including execution plans, resource allocation plans, follow-up guidelines, assessment, and process accountabilities. Ensures that business activities are aligned with stated plans among different stakeholders. Develops/manages GTM program budgets. Aligns organizations/processes to achieve program goals. Develops and/or manages delivery of value propositions/messaging for assigned offerings. Develops and/or executes upsell/cross-sell/attach efforts. May drive customer and partner development/relationships specific to GTM programs. Drives continuous improvements to GTM efficiency and effectiveness.


  • Lead overall channel/partner readiness strategy associated with Nimble Storage NPIs

  • Define channel and sales requirements/dependencies for new products/solutions and supports development of value prop for partner ecosystem

  • Develop specific growth and activation plans by channel membership tier for key storage categories using a data-driven approach

  • Creation of sales-focused programs for key storage categories targeting indirect (Channel/SI/SP) and work with geo leads to drive execution (focus on pipeline generation/won deals).

  • Develop/define indirect partner segmentation strategies specific to Nimble Storage and development plans and execute/monitor them. Assumes responsibility for the successful implementation of business plans in a defined area of responsibility.

  • Partner capacity planning and profitability associated with key storage categories

  • Owns a significant number of measurable functional, operational and strategic goals or priorities.

  • Contributes to the overall strategic definition of a function with strong business acumen.

  • Acts as a key advisor to executive management in influencing the strategic direction of the business.

  • Direct cross-functional, cross- organizational teams and agencies in the development and execution of GTM plans and budgets.

  • Develop and secure approval for GTM plans and budgets.

  • Provides innovative thought leadership and shapes the knowledge base across multiple businesses, functions, or regions.

  • Define GTM metrics/goals/ benchmarks and track/report progress against them.

  • Assist sales with development of sales training materials.

  • Assist sales with reseller account calls/development.

Education and Experience Required:

  • Advanced university degree (e.g., MBA) or demonstrable equivalent.

  • 7+ years sales or channel experience or partner marketing experience. Preferably in a global, cross- functional environment.

  • Achieved planned financial results within a business at a region/area, business segment or industry level

  • Program management experience with demonstrated ability to coordinate many simultaneous projects/activities, while keeping stakeholders updated on schedules and timelines.

  • Ability to build, manage and influence virtual teams

Knowledge and Skills:

  • Master knowledge of sales practices based marketing, tactics and tools

  • Master knowledge of two-tier channel models, service providers and associated GTM strategies.

  • Master knowledge of indirect compensation models and analysis

  • Expert knowledge of offering, segment, partner and account- based marketing.

  • Superior business acumen, technical knowledge multiple business units, and extensive knowledge in applications and technologies.

  • Advanced relationship management skills, including partnering and consulting.

  • Advanced leadership skills, including coaching, team-building, conflict resolution, and management.

  • Strong project and budget management skills.

  • Excellent written/oral communications.

  • Strong analytical skills.

  • Excellent interpersonal skills.

  • Ability to build, manage and influence virtual teams.

  • Excellent negotiating skills.

  • Ability to interface effectively with all levels of management and functional disciplines.

  • Strong influencing and consensus-building skills.

  • Conflict resolution skills.



Business Planning

Job Level:


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

HPE will comply with all applicable laws related to the use of arrest and conviction records, including the San Francisco Fair Chance Ordinance and similar laws and will consider for employment qualified applicants with criminal histories.

Hewlett Packard Enterprise

Technology innovation that fosters business transformation.

We Are In the Acceleration Business

We help customers use technology to slash the time it takes to turn ideas into value. In turn, they transform industries, markets and lives.

Some of our customers run traditional IT environments. Most are transitioning to a secure, cloud-enabled, mobile-friendly infrastructure. Many rely on a combination of both. Wherever they are in that journey, we provide the technology and solutions to help them succeed.

Standards of business conduct (SBC):

The Hewlett Packard Enterprise Standards of Business Conduct (SBC) embody the fundamental principles that govern our ethical and legal obligations to Hewlett Packard Enterprise. They pertain not only to our conduct within the company but also to conduct involving our customers, channel partners, suppliers and competitors.

Read more about how we win the right way.

Equal Opportunity Employer (EEO):

Hewlett Packard Enterprise provides equal employment opportunity to any employee or applicant without regard to sex, gender, color, race, ethnicity, religion, creed, national origin, ancestry, citizenship, age, marital status, sexual orientation, gender identity and expression, physical or mental disability, medical condition, pregnancy, protected veteran status, uniformed service status, familial status, genetic information, political affiliation, or any other characteristic protected by federal, state, or local law.

Please click here: Equal Employment Opportunity.

If you’d like more information about your EEO right as an applicant under the law, please click here: Equal Employment Opportunity is the Law

Equal Employment Opportunity is the Law - Supplement


Hewlett Packard Enterprise is committed to working with and providing reasonable accommodation to qualified individuals with physical and mental disabilities. If you need assistance in filling out the employment application or require a reasonable accommodation while seeking employment, please e-mail globaltalentacquisition@hpe.com.

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