Hewlett Packard Enterprise

Director, Category Execution – Hybrid Cloud Software, OpsRamp, Morpheus, VME

Hewlett Packard Enterprise

full-time

Posted on:

Origin:  • 🇺🇸 United States • New York

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Salary

💰 $228,500 - $553,000 per year

Job Level

Lead

Tech Stack

Cloud

About the role

  • The Director Category Execution - Hybrid Cloud role involves developing and scaling worldwide category execution for OpsRamp, Morpheus, and VM Essentials by transforming category narratives into actionable go-to-market (GTM) strategies.
  • Global Sales‑Play Execution Architect and operationalize sales plays globally—anchored to category value proposition and tailored for geos, verticals, customer personas, and GTM touchpoints. Ensure regional field teams understand pipeline criteria, qualification metrics, performance scorecards, and execution checkpoints for each play.
  • Sales & Execution Alignment Liaise with GTM leads, SEs, overlays, and known sellers to secure sales-ready alignment—pipeline buy-ins, stage-gating, and play compliance. Drive field adoption via quarterly onboarding webinars, play clinics, and seller sandboxes (with sales engineering, demos, and close-won showcase walk-throughs).
  • Channel/MSP/GSI Engagement Partner with Channel, MSP, and GSI leadership to co-develop regional-localized execution plans: partner messaging, demand campaigns, enablement sessions, deal registration, co-sell incentives, and published scorecards. Track partner enrolment rates, partner pipeline metrics, and deal progression to finalize pipeline-to-order conversion levels.
  • Category & Marketing Synchronization Work hand-in-hand with Category Management, Product Marketing, and Corporate Marketing to maintain updated playbooks, reference assets, support materials, and narrative consistency across all geos. Ensure marketing launches, field campaigns, event blitzes, and local digital activation are fully integrated into field play cycles.
  • Execution Measurement & Governance Design and maintain monthly global dashboards: play KPIs, pipeline progression, attach rates, average deal size, and vertical mix. Lead quarterly business performance reviews (QBRs) with Geo leads and BU sponsors to evaluate progress vs. plans, diagnose GTM risks, and steer course corrections.
  • Cross‑Regio Execution Management Identify regional execution barriers—lack of sales readiness, demand-gen lags, partner underperformance—and run targeted interventions (e.g., local incentives, tied marketing dollars, training intensives, or SDR pull-in). Own risk logging and remediation tracking at global level.
  • Team Leadership and Enablement Coaching Build and manage a team of ~6–8 execution specialists: play execution architects, regional ops managers, partner-liaison leads, and data/reporting analysts. Develop a culture of performance accountability, peer coaching, and standardized play deliverables.

Requirements

  • Experience: 10–15+ years in enterprise GTM execution and category roll‑out—ideally within software/infrastructure or hybrid-cloud domains.
  • Proven track record working with partner-led GTM ecosystems (Channel, MSP, GSI), co-selling motions, pipeline synergy, and reporting transparency.
  • Ability to design and scale global sales-play frameworks—aligned to category architecture and trusted GTM rhythms (e.g., pipeline gating, play scorecards).
  • Mastery of cross-functional orchestration—enabling alignment among sales leadership, category owners, marketing enablers, and regional revenue teams.
  • Fluency in execution analytics: pipeline views, attach-rate dynamics, gross margin impact, and regional variance management.
  • Comfort working across time zones and geographies with asynchronous management rhythm.
  • Additional Skills: Accountability, Active Learning, Active Listening, Assertiveness, Bias, Building Rapport, Buyer Personas, Coaching, Complex Sales, Creativity, Critical Thinking, Cross-Functional Teamwork, Customer Experience Strategy, Customer Interactions, Design Thinking, Empathy, Financial Acumen, Follow-Through, Growth Mindset, Identifying Sales Opportunities, Industry Knowledge, Long Term Planning, Managing Ambiguity