HPE Alliance Director

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.

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.