This role has been designed as 'Hybrid' with an expectation that you will work on average 2 days per week from an HPE office. HPE VM Essentials is a core component of the HPE Cloud Ops Suite, delivering an open‑source, cost‑effective virtualization platform that simplifies hybrid‑cloud management and enables seamless migrations from VMware and other hypervisors. With built‑in automation, multi‑hypervisor orchestration, and partner‑friendly deployment, VM Essentials empowers channel partners and mid‑market customers to reduce costs by up to 90%, eliminate vendor lock‑in, and accelerate modernization across private, public, and hybrid environments. Cross‑training in HPE Morpheus Enterprise (for advanced orchestration) and HPE OpsRamp (for observability) enhances the suite's full‑lifecycle capabilities. The VM Essentials Sales Engineering Manager leads a regional team of VM Essentials Engineers, with a primary focus on driving channel‑led adoption of HPE VM Essentials across mid‑market segments. This role emphasizes channel enablement, partner‑led POCs, and technical sales support, while incorporating cross‑training on Morpheus Enterprise and OpsRamp to support broader Cloud Ops Suite opportunities. This leader combines people management, channel execution discipline, and deep virtualization expertise to scale partner programs, foster technical credibility, and deliver customer success in a fast‑paced, channel‑driven ecosystem.
Business Leadership & Execution
* Direct channel‑focused presales operations for HPE VM Essentials within the assigned region, prioritizing partner enablement and mid‑market opportunities.
* Translate global and regional objectives into channel‑specific enablement plans, coverage models, and GTM strategies aligned to distributor and VAR pipelines.
* Collaborate with Channel, Sales, and Product leadership to optimize resource allocation, technical readiness, and alignment with partner ecosystems.
* Track team and regional performance via channel KPIs, including partner certification rates, POC completion, pipeline influence through channels, quota attainment via partner deals, and Net Promoter Scores (NPS) for channel satisfaction—ensuring presales drives measurable channel revenue.
* Advocate for the channel voice in corporate forums, shaping VM Essentials roadmap, content, and investments to address partner pain points like VMware migrations.
Team Leadership & Development
* Recruit, coach, and develop a high‑performing team of VM Essentials Engineers, with core expertise in virtualization and hypervisor management, plus cross‑training in Morpheus Enterprise and OpsRamp.
* Establish clear, channel‑oriented goals; conduct regular performance reviews; and cultivate a culture of accountability, speed, and partner‑centric innovation.
* Promote a collaborative, learning‑focused environment that encourages hands‑on experimentation with VM Essentials labs and partner simulations.
* Champion technical enablement programs, including VM Essentials certifications, migration workshops, and cross‑product training sessions to build versatile channel experts.
* Identify and mentor emerging leaders to ensure succession planning for the VM Essentials presales organization.
Partner and Customer Engagement (Channel‑Driven)
* Oversee the team's delivery of channel‑tailored training, virtual/in‑person demos, and POCs that highlight VM Essentials' migration ease, cost savings, and integration with existing VMware setups.
* Ensure consistent, partner‑aligned technical messaging across distributors, VARs, and HPE channel teams, emphasizing VM Essentials as the entry point to the Cloud Ops Suite.
* Guide the team in empowering partners to position, deploy, and validate VM Essentials solutions, including bulk migrations, hypervisor interoperability, and cross‑training touchpoints for Morpheus Enterprise orchestration and OpsRamp monitoring.
* Serve as an executive sponsor for key channel engagements, such as partner summits and joint customer pursuits, to reinforce HPE's leadership in open virtualization.
Operational & Cross‑Functional Collaboration
* Partner with Channel Enablement, Sales, and Product teams to drive field readiness, unified channel experiences, and cross‑product awareness (e.g., upselling from VM Essentials to Morpheus Enterprise/OpsRamp).
* Contribute to channel forecasting, pipeline reviews, and regional planning, aligning presales capacity with partner‑led market demand.
* Facilitate best‑practice sharing across regions, replicating successful channel models for VM Essentials adoption.
* Support strategic channel programs, co‑selling initiatives, and GTM campaigns to boost partner contributions to revenue, with a focus on mid‑market virtualization deals.
Channel‑Centric Leadership
* Lead a channel‑centric, virtualization‑focused presales team at the forefront of HPE's open‑hybrid strategy.
* Thrive in a dynamic, high‑autonomy role with direct impact on partner ecosystems and mid‑market growth.
* Embrace a startup‑like culture of agility and ownership within a global enterprise, while cross‑training your team on emerging Cloud Ops Suite innovations.
* Shape how channels and customers adopt next‑generation virtualization, driving cost‑effective modernization and positioning VM Essentials as the gateway to HPE's full automation portfolio.
Additional Skills
* Accountability
* Active Learning
* Active Listening
* Assertiveness
* Bias
* Building Rapport
* Buyer Personas
* Coaching
* Complex Sales
* Creativity
* Critical Thinking
* Cross‑Functional Teamwork
* Customer Experience Strategy
* Customer Interactions
* Design Thinking
* Empathy
* Financial Acumen
* Follow‑Through
* Growth Mindset
* Identifying Sales Opportunities
* Industry Knowledge
* Intellectual Curiosity
* Long Term Planning
* Managing Ambiguity
Qualifications
* Bachelor's degree in Computer Science, Information Technology, or a related field (advanced degree preferred).
* 8-12 years of experience in virtualization, IT infrastructure, or cloud technologies, with 4-6 years in channel presales, technical leadership, or partner enablement roles.
* Proven track record leading technical teams in channel‑driven environments, with deep expertise in hypervisors (e.g., VMware, KVM) and hybrid‑cloud migrations.
* Strong knowledge of VM Essentials or similar open‑source virtualization solutions, plus familiarity with Morpheus Enterprise, OpsRamp, and the broader HPE channel ecosystem/competitive landscape.
* Ability to travel up to 30% for channel events, partner visits, and regional activities.
Benefits
* Health & Wellbeing—comprehensive suite of benefits that supports physical, financial, and emotional wellbeing.
* Flexible work arrangements that respect personal and professional needs.
* Opportunity to shape future innovations in hybrid‑cloud and virtualization.
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 opportunities with HPE.
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