Channel Virtualization Sales Specialist

The Channel Virtualization Sales Specialist is responsible for driving the adoption and growth of HPE Virtualization and Hybrid Cloud solutions through the partner ecosystem. This role acts as a subject matter expert for virtualization software, enabling partners to execute joint business plans, expand pipeline, and achieve targeted financial outcomes across assigned territories.

Key Responsibilities

Strategy, Business Planning & Partner Engagement

• Lead the execution of HPE Virtualization strategies, channel programs, and sales campaigns with assigned partners to deliver revenue and growth objectives.
• Act as the primary virtualization software specialist for partners, supporting Partner Account Managers in driving joint business plans aligned with business unit priorities.
• Develop a deep understanding of partner business models, market coverage, and competitive positioning to identify and pursue new virtualization and storage opportunities.
• Position HPE Virtualization and Hybrid Cloud solutions as the preferred choice within partner portfolios.

Sales Execution & Pipeline Management

• Drive go-to-market initiatives with partners to increase pipeline generation, installed base expansion, and competitive displacement opportunities.
• Support strategic sales opportunities by providing solution expertise and acting as a business unit escalation point when required.
• Participate in customer engagements alongside partners across different sales cycle stages to support solution positioning and deal progression.

Performance Monitoring & Forecasting

• Track and report partner performance, pipeline health, and forecast accuracy against sales targets.
• Monitor partner sales activation of key Hybrid Cloud and Virtualization solutions, including new logo acquisition and technology refresh opportunities.
• Take corrective actions to address performance gaps and ensure alignment with expected HPE Hybrid Cloud sales behaviors.

Partner Enablement & Capability Development

• Enable partners to effectively sell HPE Virtualization solutions by articulating product value, differentiation, and competitive positioning.
• Build partner expertise across HPE Hybrid Cloud Software and Private Cloud offerings to create a scalable and repeatable selling model.
• Reinforce partner learning through post-engagement debriefs focused on deal execution, solution maturity, and sales effectiveness.

Required Qualifications & Experience

Education & Experience

• First-level university technical degree or equivalent technical qualification; advanced degree in technology preferred.
• Minimum 6 years of experience in IT, with a strong focus on virtualization technologies and partner account engagement.