Job Description:

The Worldwide Private Cloud AI Technical Lead is responsible for driving the global technical success of HPE Private Cloud AI within HPE's global channel ecosystem. Serving as the technical lead for channel-focused PCAI initiatives, this individual will proactively engage with strategic partners across the ecosystem to increase partner confidence, accelerate technical readiness, and expand the ability of partners to independently position, architect, and sell PCAI solutions worldwide. This individual will also represent the Channel, collaborating closely with the HPE Sales, HPE Hybrid Cloud BU/Engineering, NVIDIA, & other strategic stakeholders, ensuring that Channel feedback & requirements are consistently integrated across various planning activities. This role will include delivery of technical enablement, support of strategic partner engagements, driving technical community development, and creating scalable technical programs that accelerate pipeline growth and improve partner-led outcomes.

Management Level Definition:

Unique mastery and recognized authority on HPE Private Cloud AI including technologies, theories and techniques. Contributes to the development of innovative principles and ideas. Successfully operates in the most complex disciplines, in which the company must operate to be successful. Provides highly innovative solutions. Leads large, cross-division functional teams or projects that affect the organization's long-term goals and objectives. May participate in cross-division, multi-function teams. Provides mentoring and guidance to lower level employees. Routinely exercises independent judgment in developing methods, techniques and criteria for achieving objectives. Develops strategy and sets functional policy and direction. Acts as a functional manager within area of expertise but does not manage other employees as a primary job function.

Responsibilities:

• Depending on deal size, gets involved early to drive opportunity qualification and risk assessment.
• Develops deal timeline, drives efficiencies, and ensures that the Presales team meets deal milestones and deadlines.
• Drives deeper customer relationships.
• Proactively manages all resource requirements throughout deal pursuit. Responsible for assembling all required resources/skills to develop proposals and pursue and win large international deals.
• Leads pursuit team in developing and substantiating a winning value proposition that meets the customer's needs, including analyzing critical business drivers, risks, financial perspectives, and financial impact (financial models, return on investment, total cost of ownership).
• Leads negotiations for medium to large single, multi-country, or multi-geo deals and assists with large complex global deals, including Pan-HPE as-a-service (aaS) solutions, managing cross-functional resources and business unit expectations.
• Helps in the transition of deal leadership to permanently assigned management to ensure seamless process adoption and deal handover to delivery.
• Maintains excellent communication with the customer at the line-of-business and CxO levels. Communicates and qualifies HPE’s value proposition in the customer's language to elevate the conversation and understand their business needs. Delivers workshops to deepen understanding of the proposed technical solution and its financial impact. Builds consultative presence and advisory influence as needed.
• Responsible for validating/endorsing the technical solution, business case, and financial and legal reviews, including agreement terms and conditions and coordination of the deal governance for the deal. Works with delivery to ensure that solution design can be delivered appropriately. Additionally, responsible for managing and establishing service level agreements.
• Assembles and orchestrates the resources needed to deliver a competitive proposal to the customer. Critically reviews proposals for accuracy, relevance, and the ability to generate customer enthusiasm.
• Understands the role of internal and external partners in providing critical leverage in deal pursuit to gain margin and realize mutual benefits of teaming on solutions.
• Applies market intelligence and thought leadership to guide customer needs-based discussions, enhance proposed end-to-end solutions, and drive opportunities with a services component.
• Builds team unity and efficiency through effective mentoring, coaching, and guiding peers. Creates formal networks for collaboration and sharing best practices.
• Recognized authority, influencer, and strategic thinker with the ability to lead internal senior stakeholder identification and briefings.

Education and Experience Required:

• Bachelor’s or master’s degree in a related area of study with 10-15 years’ experience.

Knowledge and Skills:

• Deep understanding of the company’s portfolio and its application to business problems.
• Strategic thought leader with industry-recognized expertise in solutions and technologies, capable of shaping organizational and market-level strategies.
• Proficiency in project management methodologies, business process optimization, and facilitation of engagements.
• Manage complex, high-value projects, influencing business processes at an organizational scale, and setting benchmarks for project success.
• Comprehensive understanding of the aaS ecosystem, its business value, and how it supports strategic goals.
• Effectively collaborates across teams to ensure consistency and meet strategic objectives.
• Serves as a thought leader in emerging technologies, influencing both internal strategies and external industry trends.
• Strong written, verbal, and nonverbal communication skills, with the ability to present insights clearly to various stakeholders.
• Executive-level communication, capable of influencing leaders, external audiences, and industry forums through storytelling and strategic narratives.
• Solid understanding of financial returns and alignment with business goals.
• Proficiency in active listening, whiteboarding, and framing techniques to sell ideas and solutions effectively.
• Recognized as an expert in consultative selling, driving differentiated value creation and aligning solutions with long-term strategic goals.
• Innovatively leverages these tools to shape thought leadership, build influence, and amplify organizational messaging on a global scale.
• Exceptional in managing organizational resources strategically, including identifying and deploying talent to maximize business outcomes.
• Skilled in facilitating discussions, managing time effectively, and conducting due diligence for problem-solving.
• A trusted advisor who uses superior persuasion techniques to advocate for strategic viewpoints and drive consensus at the highest levels.

Accessibility

HPE is committed to creating an inclusive and accessible workplace and encourages applications from all qualified individuals, including those with disabilities. If you believe you require accommodation during any stage of the application or interview process, please submit your request by completing our secure form linked here.

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

Health & Wellbeing

We strive to provide our team members and their loved ones with a comprehensive suite of benefits that supports their physical, financial and emotional wellbeing.

Personal & Professional Development

We also invest in your career because the better you are, the better we all are. We have specific programs catered to helping you reach any career goals you have — whether you want to become a knowledge expert in your field or apply your skills to another division.

Unconditional Inclusion

We are unconditionally inclusive in the way we work and celebrate individual uniqueness. We know varied backgrounds are valued and succeed here. We have the flexibility to manage our work and personal needs. We make bold moves, together, and are a force for good.

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

HPE will comply with all applicable laws related to employer use of arrest and conviction records, including laws requiring employers to consider for employment qualified applicants with criminal histories.

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