The role will engage early in complex Cloud Commit pursuits to assess spend potential, validate consumption assumptions, align internal stakeholders, and prepare opportunities for formal negotiation and transaction execution.
Key Responsibilities
Commitment Strategy and Commercial Architecture
Define qualification criteria for significant multi-year commitments and apply them with HPE sales leadership and account teams to identify the strongest candidates based on scale, strategic alignment, and forecastable demand.
Lead deep account-planning sessions that connect customer priorities, installed base, transformation programs, expected workloads, procurement cycles, and portfolio demand into a credible commitment thesis.
Develop customer-specific commitment structures, including total committed value, spend ramps, eligible offerings, drawdown assumptions, pricing principles, flexibility mechanisms, and governance requirements.
Design contractual frameworks that balance customer flexibility with enforceable commitment terms, revenue quality, margin protection, operational feasibility, and long-term portfolio growth.
Build financial models, consumption scenarios, sensitivity analyses, approval packages, and executive recommendations to support internal investment and risk decisions.
Orchestrate finance, pricing, legal, contracts, operations, product, and sales stakeholders to resolve structural issues and establish an executable path to agreement.
Sales Team Planning and Opportunity Cultivation
Partner with HPE account teams early in the planning cycle to convert high-potential commitment candidates into structured opportunity-development plans with defined value hypotheses, milestones, dependencies, and executive engagement strategies.
Provide specialist guidance on qualification, spend aggregation, portfolio mapping, customer value, commercial trade-offs, and readiness for executive engagement.
Create planning frameworks, commitment-sizing tools, discovery guides, contractual options, and governance templates that improve the quality and consistency of pursuits.
Facilitate cross-functional working sessions that challenge assumptions, close data gaps, and strengthen the commercial and operational foundation of each opportunity.
Advise sales teams on cultivating commitment-based opportunities over time while preserving account-team ownership of customer relationships, sales strategy, and frontline execution.
Planning and Program Development
Create a repeatable opportunity-screening model using installed base, historical spend, pipeline, renewals, migrations, and strategic initiatives to prioritize accounts for deeper commitment planning.
Develop a prioritized portfolio of large commitment candidates with documented hypotheses, maturation plans, dependencies, decision points, and executive sponsorship.
Identify recurring contractual, pricing, policy, and operational barriers and translate them into scalable program improvements.
Establish governance for opportunity reviews, commitment design decisions, approval readiness, contract development, and post-signature performance.
Provide executives with clear visibility into opportunity maturity, forecasted commitment value, structural risks, and actions required to advance the portfolio.
Measures of Success
Value and quality of the large, multi-year spend commitment pipeline, including opportunity maturity, executive sponsorship, and planning completeness.
Accuracy and credibility of commitment sizing, spend ramps, consumption assumptions, financial models, and contractual structures.
Progression of strategic opportunities through defined qualification, commitment design, financial validation, internal approval, negotiation, and signature milestones.
Adoption of consistent planning, governance, modeling, and contractual frameworks across HPE sales teams.
Realization of signed commitment value through contract-to-operation readiness, consumption visibility, performance governance, and early intervention when commitments are at risk.
Required Qualifications
Bachelor’s degree in business, finance, economics, technology, operations, or a related field, or equivalent practical experience.
8+ years of experience in strategic deal structuring, commercial strategy, enterprise agreements, financial planning, contract development, business development, or complex technology programs.
Demonstrated success shaping large, multi-year spend commitments or enterprise commercial agreements involving multiple business units and stakeholders.
Strong understanding of committed-spend, consumption, subscription, enterprise agreement, or recurring-revenue models.
Experience developing customer-specific commitment models, spend forecasts, pricing scenarios, contractual constructs, approval packages, and executive recommendations for complex commercial decisions.
Ability to translate account strategy, installed-base intelligence, customer demand, and portfolio roadmaps into actionable opportunity-development plans.
Strong working knowledge of contracting, finance, pricing, risk allocation, governance, and the operational implications of complex commercial terms.
Excellent facilitation, executive communication, analytical, negotiation, and cross-functional stakeholder-management skills.
Preferred Qualifications
Experience with Hybrid Cloud, CloudOps software, enterprise infrastructure, GreenLake Flex, or as-a-Service commercial models.
Experience structuring commitments across broad technology portfolios, multiple purchasing entities, channels, or routes to market.
Familiarity with cloud service providers, managed service providers, distributors, resellers, and marketplace business models.
Experience converting complex deal practices into reusable contractual playbooks, governance mechanisms, and opportunity-planning frameworks.
MBA, finance, legal, or other relevant advanced degree.
Leadership Attributes
Commercially minded and customer-focused, with the discipline to balance deal velocity, risk, margin, and long-term value.
Strategic operator who can move fluidly between executive alignment, sales-team planning, and detailed commitment structuring.
Clear communicator who simplifies complex commercial and operational topics into actionable decisions.
Data-driven, accountable, collaborative, and comfortable challenging assumptions.
Persistent problem solver who creates structure, builds trust, and closes execution gaps across organizational boundaries.
Accessibility
HPE is committed to creating an inclusive and accessible workplace and encourages applications from all qualified individuals, including those with disabilities. If you believe you require accommodation during any stage of the application or interview process, please submit your request by completing our secure form linked here.
Note: This option is reserved for applicants needing assistance/reasonable accommodation related to a disability.
What We Can Offer You
Health & Wellbeing
We strive to provide our team members and their loved ones with a comprehensive suite of benefits that supports their physical, financial and emotional wellbeing.
Personal & Professional Development
We also invest in your career because the better you are, the better we all are. We have specific programs catered to helping you reach any career goals you have — whether you want to become a knowledge expert in your field or apply your skills to another division.
Unconditional Inclusion
We are unconditionally inclusive in the way we work and celebrate individual uniqueness. We know varied backgrounds are valued and succeed here. We have the flexibility to manage our work and personal needs. We make bold moves, together, and are a force for good.
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Job
- Business Planning
- Job Level:
- Expert
- "The expected salary/wage range for this position is provided below. Actual offer may vary from this range based upon geographic location, work experience, education/training, and/or skill level.
- United States of America: Annual Salary USD 115,000 - 218,000 in Colorado // 109,000 - 251,000 in Texas
- The listed salary range reflects base salary. Variable incentives may also be offered."
Information about employee benefits offered in the US can be found at https://myhperewards.com/main/new-hire-enrollment.html
The estimated job application period closure is March 26 2027; this timeline is provided for transparency and internal planning purposes.
HPE is an Equal Employment Opportunity/ Veterans/Disabled/LGBT employer. We do not discriminate on the basis of race, gender, or any other protected category, and all decisions we make are made on the basis of qualifications, merit, and business need. Our goal is to be one global team that is representative of our customers, in an inclusive environment where we can continue to innovate and grow together. Please click here: Equal Employment Opportunity.
Hewlett Packard Enterprise is EEO Protected Veteran/ Individual with Disabilities.
HPE will comply with all applicable laws related to employer use of arrest and conviction records, including laws requiring employers to consider for employment qualified applicants with criminal histories.
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