Director, Compute & DCN RTM/GTM

  • Lead overall RTM/GTM readiness coordination with RBG, GBG and marketing associated with NPI and key initiatives associated with the Compute and Data Center Networking businesses. May manage field-facing aspects of offering launch, refresh and end-of-life (EOL) programs.
  • Builds financially sound, executable, data-driven business strategies that improve company share holder value
  • Develops growth strategies for area of responsibility
  • Lead GTM/Enablement interlock with regional teams on behalf of BG. Lead forum and tracking of region-specific GTM sales inhibitors and resolution around enablement, indirect, IB and attach. Develops and/or executes upsell/cross-sell/attach efforts
  • Acts as primary advocate for Compute and DCN business requirements/priorities into Partner Ready Provides innovative thought leadership and shapes the knowledge base within area of expertise.
  • Lead overall channel readiness strategy and work stream associated with BG NPIs
  • Define channel and sales requirements/dependencies for new products/solutions and is accountable for developing value prop for channel
  • Partner capacity planning and profitability associated with key BG categories
  • Develop specific growth and activation plans by channel membership tier for key BG categories using a data-driven approach
  • Creation of tools, programs and resources to support execution BG priorities across various RTMs
  • Support partner development programs on behalf of the BG (i.e. EngageANDGrow, Transactional Business, Competencies)
  • Consult on behalf of BG on strategy and compensation model for Partner Ready
  • Manage and execute IB & Attach programs using a data-driven approach, using promotions and tactics with RBU to drive demonstrable revenue, share gains and customer/partner engagement for key solutions across various customer segments
  • Develop/support go-to-market strategy and programs for EG solutions in support of HPE Transformation Areas and competencies
  • Work closely with Sales and Incubation teams and BG Biz Ops on strategic initiatives
  • May drive customer and partner development/relationships specific to GTM programs. Determines GTM program goals/benchmarks and tracks/analyzes results using closed-loop analysis. Drives continuous improvements to GTM efficiency and effectiveness.
  • Provides strong leadership, develops and sets individual and departmental team performance goals and manages/drives change.

Knowledge and Skills Required

  • Leads a large or broad function/department within a multifaceted organization.
  • Responsible for operational success, strategic alignment and integration of activities with other major organizational functions.
  • Able to lead effectively in a complex and political environment and deliver results against GTM/RTM plans. Able to influence without direct authority; able to balance between competing priorities and be flexible and creative; able to drive team performance to world class. Able to create and build highly effective teams
  • Responsible for one or more recognized professional disciplines.
  • Fully accountable for the success of the designated function or department.
  • Exhibits authoritative business and financial acumen to develop meaningful business recommendations. Understands the portfolio aspect of company’s products/services and how the businesses work together
  • Thorough understanding of distribution and channel sales motion
  • Influences strategy and sets policy and direction.
  • Owns a significant number of measurable functional, operational and strategic goals or priorities.
  • Assumes responsibility for the successful implementation of business plans in a defined area of responsibility.
  • 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.
  • Well-developed understanding of the industry, offering categories and the company’s offerings/strategy
  • Strong analytical, project management and budget management skills
  • Ability to learn quickly and apply new knowledge to current problems. Approaches problems in a rational manner using sound strategies that ensures comprehensive understanding and effective resolution.

Education and Experience Required

  • 10 years compute or networking industry experience
  • MBA highly desired, or advanced university degree. Bachelors degree required
  • 7 years regional/country sales or channel experience
  • Achieved planned financial results within a business at a region/area, business segment or industry level
  • Expert knowledge of sales practices based marketing, tactics and tools
  • 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

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