Global Channel GTM Manager

This is a fully remote position, open to applicants in California, +1 more state.

📋 Description

• Identify solutions for Channel Sales, including effective sales plays and best practices for the distribution channel.

• Design and enhance global distribution channel routes-to-market tailored to various geographies, segments, and partner types.

• Develop frameworks for partner segmentation, coverage models, and strategies for capacity planning.

• Define scalable operating models that balance global standardization with the flexibility required by regional markets.

• Assess the performance of the distribution and reseller ecosystem, pinpointing growth opportunities and market expansion priorities.

• Lead the Channel Sales Play Center of Excellence while collaborating with Business Unit pillar leaders.

• Align go-to-market (GTM) initiatives with partner programs, value propositions, and sales motions.

• Collaborate with Sales, Marketing, Operations, Finance, Product, and Regional Channel teams.

• Ensure consistency in messaging, enablement, and execution throughout partner ecosystems.

• Oversee the comprehensive partner journey from recruitment and onboarding to enablement, growth, retention, and renewal.

• Develop scalable lifecycle programs for distribution partners.

• Create frameworks for channel compensation, incentive models, and partner performance scorecards.

• Manage deal registration governance, pipeline management standards, and processes for channel compliance.

• Establish key performance indicators (KPIs), dashboards, and reporting mechanisms to assess partner effectiveness, pipeline health, and revenue contribution.

• Promote governance and operational rigor across channel programs.

• Utilize AI-driven insights and analytics to enhance partner productivity, forecasting accuracy, coverage efficiency, and pipeline performance.

• Identify opportunities for automating and optimizing channel operations and partner engagement processes.

⛳️ Requirements

• Bachelor’s degree in Business, Technology, Information Systems, Marketing, or a related field.

• Over 10 years of experience in channel sales, sales operations, program management, or similar roles.

• Proven experience in managing cross-functional projects and developing stakeholder relationships.

• Exceptional communication, presentation, and facilitation skills.

• Strong analytical and problem-solving capabilities.

• Experience with sales enablement, learning management, and collaboration platforms.

• Technical expertise in networking technology, specifically in Campus and Branch areas, with a focus on Juniper Mist and/or competing products.

• Extensive knowledge of product management, channel ecosystems, and the networking industry.

• Ability to lead teams across functions and geographic locations.

• Proficient in group facilitation and negotiation techniques.

• Strong skills in relationship management, leadership, collaborative team building, and conflict resolution.

• Excellent planning, analytical, and financial modeling skills.

• Ability to work independently and take initiative.

• Experience in working with channel partners, distributors, resellers, or alliance ecosystems.

🏝️ Benefits

• Health and wellness benefits that support physical, financial, and emotional wellbeing.

• Programs for personal and professional development.

• Opportunities for career advancement.

• Flexibility in work and management of personal needs.

• An inclusive workplace that supports individual uniqueness.

• Variable incentives may also be available.

• Employee benefits information accessible via the HPE benefits portal.