Cloud Commit Deal Manager

Cloud Commit Deal Manager

This role has been designed as 'Hybrid' with a requirement that you will work on average 2 days per week from an HPE office.

Who We Are

Hewlett Packard Enterprise is the global edge-to-cloud company advancing the way people live and work. We help companies connect, protect, analyze, and act on their data and applications wherever they live, from edge to cloud, so they can turn insights into outcomes at the speed required to thrive in today’s complex world. Our culture thrives on finding new and better ways to accelerate what’s next.

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.

If you are looking to stretch and grow your career our culture will embrace you. Open up opportunities with HPE.

Job Description

Role Overview

The Cloud Commit Deal Manager will partner with HPE sales leadership and account teams to cultivate large, multi-year spend commitments. Acting as a specialist advisor and orchestration lead—not a frontline seller—the role will translate customer priorities, anticipated demand, and portfolio opportunities into credible consumption roadmaps, flexible contractual structures, and executable commitment strategies.

Cloud Commit is a multi-year commercial framework that provides customers and eligible partners with preferential pricing, procurement efficiency, and purchasing flexibility across eligible Hybrid Cloud software, infrastructure, and services in exchange for a defined spend commitment.

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, colla