This role has been designed as ‘’Onsite’ with an expectation that you will primarily work from an HPE office.

Who We Are

Hewlett Packard Enterprise is the global edge-to-cloud company advancing the way people live and work. We help companies connect, protect, analyze, and act on their data and applications wherever they live, from edge to cloud, so they can turn insights into outcomes at the speed required to thrive in today’s complex world. Our culture thrives on finding new and better ways to accelerate what’s next. 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. If you are looking to stretch and grow your career our culture will embrace you. Open up opportunities with HPE.

Job Description

Role Purpose

This role owns the CSLV relationship with major Distributors and the wider partner community, ensuring Services is a core part of every Channel conversation. The position operates at the Distributor and partner-community level, with a focus on Channel strategy and whitespace development: translating the overall CSLV strategy into actionable Channel strategies. The role acts as the voice of the Channel within CSLV, identifying systemic barriers to Services growth and partnering with the appropriate internal teams to drive improvements that enhance the partner experience. Success in this role requires strong collaboration and sales skills, good knowledge of the Channel, an understanding of the role Services plays in the broader deal mix, and a strategic approach that extends beyond the current quarter. The role works closely with the traditional IBS sales team,



without duplicating or owning their day-to-day accounts, to provide a consistent service to partners with measurable outcomes for the Channel.

How This Role Differs from Traditional Install Base Services Sales

- Level of engagement: Operates at the Distributor / partner-community level, not the individual end-user account level.
- Goaling: Measured on Channel and Indirect performance outcomes (e.g. partner enablement, joint pipeline, Channel-sourced Services growth), not on net-recent end-user Services revenue.
- Relationship to the IBS team: Works in partnership with the traditional IBS sales team, who continue to own and manage individual account relationships. This role provides the Channel strategy, enablement, and positioning that support that team, and partners selling on HPE's behalf, in delivering a consistent experience.
- Time horizon: Balances in-quarter execution with planning for Channel and Distributor development beyond the current quarter.
- Leadership scope: An individual contributor role with cross-functional influence, not a people-management position.
- Problem-solving remit: Covers tools and process issues affecting partners' ability to sell and deliver Services, and improving ways of working (cadences, pricing, operating model) between HPE and the Channel.



These are areas outside the scope of a traditional IBS role.

Key Responsibilities

- Convert the overall CSLV strategy into actionable, Distributor- and partner-specific Channel strategies that drive Indirect growth.
- Analyse Distributor and partner performance to identify gaps and opportunities for Services attach across the Indirect base.
- Build and maintain joint Channel plans with major Distributors and key partners that include Services as part of the growth plan.
- Act as the primary CSLV point of contact for major Distributors and the broader partner community, building relationships with Distribution teas.
- Equip Distributors and partners with the positioning, tools, and knowledge to sell and renew Services as part of their own motion.
- Work with the traditional IBS sales team to align on coverage, avoid duplication, and provide a consistent experience for the Channel.
- Own the full renewal lifecycle, ensuring high retention rates and mitigating churn through proactive partner and client outreach 120 days before contract expiration.
- Gather and represent partner feedback relating to the Services experience, ensuring issues are visible and prioritised by the relevant operational and support teams.
- Identify common themes and barriers across the partner community and advocate for improvements that increase channel effectiveness.
- Influence and coordinate with operations, and support functions to ensure partner feedback is considered in ongoing business improvements.
- Assess and evolve the cadences and touchpoints between HPE and the Channel to better support Services growth.
- Review and help shape pricing and

📌 Infrastructure Services Channel Sales (Sydney)
🏢 Hewlett Packard Enterprise
📍 Sydney