Director, Commercial Channel Strategy

Director, Commercial Channel Strategy

Job Summary

The Director of Channel Strategy is responsible for establishing the vision and leading the strategy for HP's channel programs, directly influencing the performance of the company's commercial resellers worldwide.

Key responsibilities include setting ambitious goals for the team, developing talent, and driving organizational change to maintain an agile and innovative channel ecosystem. The position utilizes data-driven business cases and comprehensive financial models to support improvements in shareholder value and profitability.

Responsibilities

• Define and drive partner strategy, growth plans, and programs that align with company priorities.
• Provide thought leadership to foster a culture of strategic planning.
• Lead high-impact planning initiatives, balancing both short- and long-term investments.
• Influence C-level leaders by advising on priorities, risks, and execution strategies.
• Set team goals, develop talent, and champion organizational change.
• Build data-driven business cases and financial models to enhance shareholder value and profitability.
• Accelerate channel revenue through effective partner programs and a superior partner experience.
• Drive operational efficiency and guide investment decisions using rigorous risk and return analysis.
• Cultivate relationships and credibility with both industry and internal stakeholders.
• Develop and align process and capability development strategies with the organization's broader strategic goals.
• Owns tracking and reporting of business metrics, including financial targets, goals, and business insights on results and outcomes.
• Creates a performance driven culture that ensures that the organization has the best strategic planning team in the industry.
• Influences executives on a wide range of business issues, including risk management and implementation tactics.

Education & Experience Recommended
• 10+ years experience in channels and partner program execution, including 5+ years in channel leadership; global leadership background; management consulting a plus.
• Track record of delivering organizational financial results and serving as a senior advisor.
• Experience leading externally (e.g., industry boards/associations) preferred.
• Knowledge of services/subscription selling models; MBA/advanced degree preferred; bachelor's or equivalent experience required.

Preferred Certifications
• Project Management Professional (PMP) Certification

Knowledge & Skills
• Strategy: Lead strategic planning and execution to drive profitable growth and market share.
• Financial leadership: Own budgets, investments, and P&L decisions with strong business and financial acumen.
• Execution & partnering: Align across BUs and partners to deliver operational results and executive-level engagement.
• Leadership: Lead through complexity; drive change, problem solving, and high-performing teams.

Cross-Org Skills
• Customer Centricity
• Prioritization
• Resilience
• Team Management
• Strategic Thinking

Impact & Scope
• Impacts multiple functions and may act as a lead to peers on cross-functional project teams working to establish and execute business goals.

Complexity
• Contributes to the development of company objectives and achieves goals through subordinate high-level individual contributors and managers.

Disclaimer
• This job description describes the general nature and level of work performed in this role. It is not intended to be an exhaustive list of all duties, skills, responsibilities, knowledge, etc. These may be subject to change and additional functions may be assigned as needed by management.

Full time

No shift premium (Spain)

25%