Director, Category Execution – Hybrid Cloud Software, OpsRamp, Morpheus, VME
Hewlett Packard Enterprise
Cloud
Job Level
Lead
Tech Stack
Cloud
About the role
- Execute and scale a world class Decision Intelligence Channel business to drive indirect and non-linear revenue for Quantexa.
- Expand Quantexa's reach into adjacent markets and new regions via Partner Developed Products (PDP), Co-Developed Products (CDP), Value Added Resellers (VARs), Force Multipliers and other channel motions.
- Embed Quantexa into world leading technology offerings providing non-linear one-to-many revenue channels.
- Responsible and targeted on Semi Non-Linear and Non-Linear revenue via partner channels in EMEA.
- Revenue segmentation: (1) Semi-Non-linear Sell-With via PDP & CDP to core markets; (2) Non-linear Sell-Through to non-core markets via partner primed opportunities, PDP, CDP and VAR motions; (3) Non-linear revenue via embedded solutions into strategic ISVs, MSPs and marketplaces.
- Own the Partner Developed Product (PDP) pipeline and identify new PDPs for market and regional expansion.
- Build a regional support model to deliver Core and Non-Core PDP Revenue leveraging cross-functional teams for expert services and support.
- Accelerate execution of existing regional channel motions and take ownership of regional initiatives.
- Collaborate with Global Channel Lead, regional Field Alliances leads and Regional VPs to identify and qualify new PDP/CDP/VAR opportunities.
- Work with CPO and R&D teams to address product fit and requirements to reduce friction in adoption and partner selling motions.
- Enable Channel Partners with enablement, marketing, pre-sales support and governance.
Requirements
- Extensive experience in building new channel sales revenue, ideally from the enterprise software industry.
- Demonstrated success in developing and executing partner program strategies that drive revenue growth and customer satisfaction.
- Strong relationship-building skills with the ability to establish rapport with GSI partners, executives, and cross-functional teams.
- Excellent negotiation, contract management, and communication skills.
- Strategic thinker with the ability to align partner programs with overall business objectives.
- Data-driven mindset with the ability to analyze performance metrics and make informed decisions.
- Leadership experience with a track record of leading cross-functional initiatives.
- Familiarity with cloud Infrastructure and services technology trends, emerging markets, and competitive landscapes.
- Experience working in a fast-paced, dynamic environment, preferably within the technology or software industry.
- An entrepreneurial mindset, a sell starter and innovator
- Track record in exceeding targets and commercial success
- Ability to travel up to 60% across the region
