Description
This is a founding alliance role for our HPE relationship. You will own the full partnership: from executive alignment at HPE headquarters to field-level activation across HPE's North American sales regions. You'll build the joint go-to-market strategy from the ground up, drive pipeline through HPE's reseller ecosystem, and position Reco as HPE's preferred SaaS security partner in every enterprise account.
This role reports directly to the Head of Channel & Alliances and works hand-in-hand with Reco's sales team, marketing, and SE organization to execute against a pipeline target.
Responsibilities
Alliance Strategy & Executive Alignment
- Own the Reco–HPE alliance relationship end-to-end: executive sponsors, regional VPs, field reps, Aruba security teams, and Security specialists.
- Develop and execute a multi-year joint business plan with measurable pipeline, revenue, and market share targets.
- Secure HPE investment — MDF, co-sell commitments, dedicated SE coverage — and manage the partnership to mutual outcomes.
- Build and maintain executive-level relationships at HPE's SVP/VP layer across Security, Hybrid Cloud, and Partner GTM organizations.
Pipeline Generation & Revenue Growth
- Drive HPE-sourced pipeline through account mapping, co-sell motions, and field alignment with Reco's regional AEs.
- Own and grow a partner-sourced pipeline target.
- Identify HPE's top-100 strategic accounts and develop co-branded outreach plays with Reco priority-pursuits.
- Activate HPE GreenLake and Aruba-adjacent opportunities where SaaS security is a natural adjacency.
Enablement & GTM Execution
- Build and run an HPE-specific enablement program: bootcamps, certifications, office hours, and on-site training at HPE regional HQs.
- Create co-branded sales plays, pitch decks, battlecards, and joint solution briefs tailored to HPE's enterprise customer segments.
- Run quarterly business reviews with HPE regional VPs — shared pipeline view, co-owned next-step accountability.
- Represent Reco at HPE Discover, HPE Partner Ready events, and regional field days throughout the year.
Cross-Functional Collaboration
- Partner with Reco's marketing team to run HPE-co-branded campaigns, webinars, and CISO-focused events.
- Provide HPE field feedback to Product and Engineering to shape roadmap investments and integration priorities.
- Work with Reco's SE team to embed technical resources inside HPE deals and deliver joint proof-of-value engagements.
- Track alliance KPIs weekly — sourced opportunities, activation rate, deal velocity, win rate — and report to Reco leadership.
Requirements
Required
- 7+ years in enterprise technology alliances, channel, or strategic partnerships — with at least 3 years in a Director-level role.
- Demonstrated track record owning a named hardware or infrastructure OEM alliance (HPE, Cisco, Palo Alto, Fortinet, or similar) and driving measurable pipeline from it.
- Deep familiarity with HPE's go-to-market model, partner programs (HPE Partner Ready), and key business units (GreenLake, Aruba, Pointnext Services).
- Strong executive-level presence — you can command a room at HPE's VP/SVP layer and represent Reco with authority.
- Proven ability to treat a partnership as a revenue-generating P&L center, not just a relationship management exercise.
- Comfortable working in a fast-paced, early-stage environment where you build process as you go.
Preferred
- Direct experience with cybersecurity, SSPM, identity security, or SaaS security products.
- Prior work at or with a cybersecurity ISV selling through HPE's channel — you already know the playbook.
- Familiarity with co-sell mechanics, deal registration programs, and MDF management within HPE Partner Ready.
- Experience using Salesforce, Crossbeam, or PRM platforms to track and manage partner pipeline.
- Existing senior-level relationships inside HPE's North American field organization — you can make calls on day one.
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