Cloud Business Development Lead

Cloud Business Development Lead

Requirements

• 10+ years of experience in strategic alliances, business development, or partner management in the cloud, SaaS, or IT infrastructure industry
• Deep knowledge of cloud platforms (AWS, Azure, Google Cloud) and hybrid cloud strategies
• Proven ability to build, execute, and scale cloud-based partnerships that drive revenue growth
• Experience working with hyperscaler marketplaces, cloud sales teams, and co-sell programs
• Strong executive relationship management, negotiation, and communication skills
• Ability to work cross-functionally in a fast-paced, global environment
• Willingness to travel as needed for partner and customer engagements

Responsibilities

• Define and execute strategic partnership plans with major cloud providers, aligning with HPE GreenLake’s business objectives
• Identify and develop new opportunities for joint solutions, co-selling, and go-to-market (GTM) initiatives
• Establish and maintain strong relationships with cloud hyperscalers, ISVs, GSIs, and HPE’s internal teams to foster collaboration
• Lead Quarterly Business Reviews (QBRs) and executive engagements with cloud partners
• Collaborate with sales, marketing, and technical teams to drive joint GTM campaigns and pipeline growth
• Ensure alignment between HPE GreenLake sales teams and cloud partner field teams to maximize co-sell motions
• Drive sales execution for marketplace strategies to drive cloud-based consumption models and expand partner reach
• Track, measure, and report key performance indicators (KPIs) for partner success, revenue impact, and pipeline contribution
• Work with HPE’s product and engineering teams to ensure GreenLake solutions are optimized for cloud partnerships
• Support joint solution development and technical integrations with cloud platforms
• Maintain a deep understanding of cloud trends, hybrid cloud adoption, and competitive landscapes to inform strategic decisions
• Develop and execute joint marketing programs, including events, webinars, and digital campaigns
• Enable HPE and partner sales teams with training, sales tools, and collateral to support GTM efforts
• Advocate for HPE GreenLake differentiation within the cloud ecosystem through industry engagements and thought leadership

Preferred Qualifications

• Prior experience working at AWS, Microsoft, Google, or other cloud providers
• Understanding of as-a-service (XaaS), consumption-based models, and hybrid cloud economics
• Technical knowledge of cloud-native solutions, Kubernetes, and edge computing is a plus