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Director, Storage and Big Data Go-to-Market

Define the GTM and RTM strategy and programs to support the revenue and margin goals for the Storage and Big Data Business. Establishes and defines high-impact, short-to-mid-term initiatives and works closely with marketing and geo sales teams to drive execution. Partners with executive leadership to identify key issues and build remediation plans in support of business recovery where necessary or identifies opportunities to drive accelerated revenue or margin for the business. Oversees and manages GTM programs on behalf of the Global Business Unit. Acts as thought leader for Storage and Big Data go-to-market and provides guidance and direction in support of business strategy around the topic. Prepares global or geo implementation strategies including execution plans, resource allocations and process accountabilities. Tracks financial, sales and market data to evaluate actual performance and makes recommendations to business leaders on performance target achievement. Develops data-driven analyses to optimize resources and ensure that GTM plans can be translated into financial value.

Responsibilities:

  • Establishthe GTM Initiatives to support the business objectives.
  • Drive required PMOs around strategic initiatives on behalf of storage.
  • Regular geo category, sales and channel interlock to understand performance drives and inhibitors for HPE Storage and Big Data as well as communicate key initiatives, priorities and updates on behalf of GBU.
  • Lead overall field and channel readiness strategy and work streams associated with NPIs

    Partnercross the GTM leaders to drive aligned readiness strategy, activities, deliverables into geos

  • Primary advocate for storage requirements/priorities into channel and sales strategies/programs. Consult on behalf of storage into strategy and compensation model for Partner Ready
  • Define channel and sales requirements/dependencies for new products/solutions and supports development of value prop for partner ecosystem and sellers
  • Develop specific growth and activation plans by channel membership tier for key storage categories using a data-driven approach
  • Creation of sales-focused programs for key storage categories targeting both direct and indirect (Channel/SI/SP) and work with geo leads to drive execution (focus on pipeline generation/won deals)
  • Develop joint GTM initiatives with storage specific ISVs and alliance partners
  • Define the transition strategy associatedwithinstalledbase and build the program deliverables to support execution. Work closely with geo sales to drive execution. Lead the PMO for storage specific competitive attack programs and initiatives, create sales tactics and approach to win new business for HPE Storage and Big Data. Supportdevelopment of content development,etcin support of competitive attack programs
  • Builds financially sound, executable, data-driven GTM strategies that support the storage business objectives.
  • Applies financial rigor and acumen to all initiatives that lead executive and company's business teams to share holder value based decisions
  • Demonstrates thought leadership inGTM by coaching and advising VP, SVP and other company executives. Provides innovative thought leadership and shapes the knowledge base within area of expertise
  • Provides business rational and risk assessment for making company investments in their area of focus.
  • Creates a performance driven culture that ensures the company has the best GTM team in the industry.
  • Provides strong leadership, develops and sets individual and departmental team performance goals and manages/drives change.

Education and Experience Required:

  • Achieved planned financial results at an organizational level.
  • Acted as a executive in a global company responsible for GTM.
  • 17+ years total experience. Often 10+ years post-advanced degree experience leading GTM, Marketing or Geo sales or channel functions.
  • MBA highly desired, or advanced university degree. Bachelors degree required.
  • Demonstrated knowledge of sales practices based marketing, tactics and tools

  • Storage industry experience needed

  • 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

Knowledge and Skills:

  • Leads a 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 create and build highly effective teams

  • 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.

  • Execution Management' Collaborates effectively with the company's BUs and value chain partners to ensure operational responsiveness to challenges, and alignment with business imperatives

  • C-Level Partnering' Contributes to enduring executive relationships that establish the company's consultative professionalism and promotes its total solution capabilities at the highest levels of an organization.
  • Business and Financial Acumen' Exhibits authoritative business and financial acumen o develop meaningful business recommendations. Understands the portfolio aspect of the company's products/services and how the businesses work together.
  • Change Management' Develops methods for supporting innovation and change across the organization.
  • Problem Solving- Approaches problems in a rational manner using sound strategies that ensures comprehensive understanding and effective resolution.
  • Leadership' Able to lead effectively in a complex and political environment, and deliver results; 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 and organizations; Able to communicate effectively across multiple levels in the company and the industry.

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HPE is an equal opportunity employer/Female/Minority/Individual with Disabilities/Protected Veteran Status



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