Description -

Head of Digital Services, U.S. Channel

Job Description

Role Overview

The Head of Digital Services, U.S. Channel is responsible for leading HP’s Partner Development Manager (PDM) team and scaling HP’s digital software and services business across the U.S. partner ecosystem. This leader owns the strategy, go-to-market execution, partner practice development, and revenue performance required to position Digital Employee Experience (DEX) as a core channel growth pillar and transform the partner motion from hardware-led transactions to outcome-based, recurring experience-led services.

The role acts as the senior architect for HP’s DEX-led partner services motion, defining how partners assess, sell, deploy, optimize, secure, and renew digital experience solutions around HP’s portfolio. The Head of Digital Services will align HP sales, product, services, finance, operations, marketing, and program teams behind a scalable partner activation model while ensuring the PDM team is equipped to build partner capability, drive adoption, and deliver measurable recurring revenue growth.

Key Responsibilities

Lead the Partner Development Manager Team

• Lead, coach, and develop a team of Partner Development Managers accountable for partner practice development, pipeline creation, deal execution support, account planning, competitive positioning, and revenue growth in HP digital services.
• Establish the PDM operating rhythm, including forecasting discipline, partner prioritization, pipeline inspection, business reviews, KPI tracking, and executive reporting.
• Ensure PDMs operate as category and services specialists who build partner capability, contribute to joint business planning, and help partners become self-sufficient in selling and delivering HP-based services.
• Set clear engagement boundaries and collaboration models with PBMs, DBMs, end-user sellers, technical consultants, product teams, and services specialists.

Build and Scale DEX-Led Partner Practices

• Define the end-to-end blueprint partners use to launch and scale HP-based DEX practices, including assessment offers, adoption services, optimization motions, security adjacencies, service catalogs, pricing and margin models, delivery playbooks, onboarding, QBR cadence, renewals, and expansion motions.
• Develop a DEX maturity model that guides partners from assess, deploy, and adopt through monitor, optimize, automate, secure, and expand.
• Build partner business cases that quantify service margin, investment requirements, time-to-first-revenue, delivery capacity, customer productivity impact, and customer lifetime value.
• Pair partner practice plans with specialty pricing, commitment-based programs, MDF, incentives, certification, and enablement structures that reward adoption, outcomes, renewals, and recurring revenue.

Drive Digital Services Growth Across the Channel

• Position digital services as a core growth pillar of the U.S. Channel and a strategic revenue engine, not a hardware attach motion.
• Scale annual recurring revenue through DEX-led partner offers, subscription motions, consumption models, adoption services, optimization engagements, and expansion plays.
• Activate VAR, distribution, strategic partner, digital workplace, end-user computing, and security routes to market with clear value propositions, economic models, sales plays, and partner-ready DEX offers.
• Use data, dashboards, market insights, and partner feedback to identify growth opportunities, prioritize partner investments, and improve services penetration.

Advance Solution Integration and Practice Specialization

• Enable partners to monetize HP Workforce Experience Platform capabilities, including fleet analytics, experience scoring, operational intelligence, workflow automation, and continuous optimization services.
• Integrate Digital Employee Experience capabilities into partner offerings, including endpoint analytics, device performance telemetry, sentiment insight, and AI-driven remediation.
• Embed HP Security into DEX-led partner offerings as an important layer of endpoint resilience, risk reduction, compliance awareness, and proactive experience management.
• Ensure the PDM team translates HP portfolio priorities into partner-specific practice roadmaps, enablement plans, and revenue-producing offers.

Develop the DEX and Security Partner Ecosystem

• Recruit, activate, and scale partners with the technical, operational, and commercial capability to deliver DEX-led services around HP’s digital portfolio.
• Prioritize partners with existing digital workplace, endpoint management, employee experience, ITSM, security operations, and end-user computing practices to shorten time-to-revenue.
• Define security-adjacent DEX routes to market across endpoint security visibility, risk posture awareness, compliance reporting, proactive remediation, and experience-driven operational intelligence.
• Establish integration points between HP telemetry, partner service desks, experience analytics, automation workflows, security tooling, and recurring commercial models for monitoring, optimization, and compliance-oriented services.

Influence Internal Strategy, Programs, and Operating Models

• Serve as the internal champion for digital services across HP, building executive sponsorship and organizational alignment for the channel services business.
• Translate partner wins, customer outcomes, competitive dynamics, and market signals into business requirements for product roadmap, pricing, programs, tools, support, and operational processes.
• Advocate for the technical resources required to scale DEX-led partner practices, including DEX specialists, technical consultants, solution architects, security subject-matter experts, and pre-sales engineering support.
• Drive requirements for SKU simplification, quoting, ordering, provisioning, entitlement management, renewals, deal registration, funnel visibility, and reporting.
  

Required Experience and Qualifications

• Proven success leading channel, partner development, services, software, digital workplace, employee experience, endpoint management, or security-adjacent organizations in a complex technology environment.
• Deep understanding of the Digital Employee Experience market, including endpoint analytics, experience scoring, sentiment insight, automation, remediation, ITSM integration, adoption services, and recurring revenue motions.
• Background in security, endpoint resilience, risk management, or security operations is strongly preferred; experience with major DEX market players such as Nexthink, Lakeside, ControlUp, 1E, or similar platforms is a plus.
• The ideal candidate will bring experience from a leading DEX competitor or a proven track record of building and scaling a software or digital services practice within a hardware company.
• Experience building partner practices, scaling partner capability, launching new offers, and translating portfolio strategy into field execution.
• Strong executive presence with the ability to influence across sales, category, product, services, finance, operations, marketing, and partner leadership teams.
• Demonstrated ability to use data, market insight, and partner feedback to shape strategy, prioritize investments, and deliver measurable business outcomes.
• Track record of building high-performing teams, coaching specialist sellers or partner development resources, and establishing disciplined operating rhythms.

Leadership Attributes

• Transformational leader who can move the channel from transactional selling to outcome-based, services-led growth.
• Strategic operator who converts vision into scalable operating models, clear ownership, and measurable execution.
• Partner-first executive who understands how partners make money, where they invest, and what capabilities they need to scale.
• Strong collaborator who can orchestrate across HP and remove friction for partners and field teams.
• Commercially disciplined leader who balances growth, profitability, adoption, renewal, and long-term partner health.

Success Metrics

Category

Revenue

Digital services revenue growth, ARR attainment, YoY growth, services mix, and partner-delivered recurring revenue

Practice building

DEX-focused partners recruited, activated, certified, and revenue-producing

Adoption

Software attach rate, active seats, deployment-to-adoption conversion, experience improvement, and utilization of DEX-led partner services

Retention

Renewal rate, net expansion, churn reduction, and customer retention through partner-led services

Partner health

Service margin, practice profitability, partner investment, certification progress, DEX capability growth, and partner-delivered recurring services revenue

Internal impact

Pricing, program, process, support, and roadmap requirements adopted by HP stakeholder teams

Customer impact

Improved experience outcomes, satisfaction, reference-ability, and measurable value delivered through HP digital services

The pay range for this role is $192,550.00 - $284,000.00 USD USD annually with additional opportunities for pay in the form of bonus and/or equity (applies to United States of America candidates only). Pay varies by work location, job-relatedknowledge, skills, and experience.

Benefits:

HP offers a comprehensive benefits package for this position, including:

 * Health insurance
 * Dental insurance
 * Vision insurance
 * Long term/short term disability insurance
 * Employee assistance program
 * Flexible spending account
 * Life insurance
 * Generous time off policies, including;
 * 4-12 weeks fully paid parental leave based on tenure
 * 11 paid holidays
 * Additional flexible paid vacation and sick leave (US benefits overview
   [https://hpbenefits.ce.alight.com/])

The compensation and benefits information is accurate as of the date of this
posting. The Company reserves the right to modify this information at any time,
with or without notice, subject to applicable law.

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Equal Opportunity Employer (EEO) - 

HP, Inc. provides equal employment opportunity to all employees and prospective employees, without regard to race, color, religion, sex, national origin, ancestry, citizenship, sexual orientation, age, disability, or status as a protected veteran, marital status, familial status, physical or mental disability, medical condition, pregnancy, genetic predisposition or carrier status, uniformed service status, political affiliation or any other characteristic protected by applicable national, federal, state, and local law(s).

Please be assured that you will not be subject to any adverse treatment if you choose to disclose the information requested. This information is provided voluntarily. The information obtained will be kept in strict confidence.

For more information, review HP’s EEO Policy or read about your rights as an applicant under the law here: “Know Your Rights: Workplace Discrimination is Illegal"