Channel Acceleration Manager

About this role

Channel Acceleration Manager Description - Job Summary

The Channel Acceleration Manager is responsible for developing and maintaining strategic relationships with partners while tailoring solutions to meet specific customer needs. The role provides partners with complex information about the organization’s offerings while collaborating with them to ensure long-term business success. The role drives sales growth through account planning and risk assessment, while mentoring junior team members.

The ideal candidate is a high-impact channel leader who combines strategic thinking with strong execution. This person can evaluate investment tradeoffs, build alignment across stakeholders, engage confidently with executive partners, and help translate channel priorities into repeatable growth motions. They are comfortable navigating complexity, resolving conflict, and driving measurable progress across multiple partner segments and initiatives.

Please note: hiring location is not limited to Connecticut, open to anywhere within the United States.

Success Measures • The ONE HP partner enablement program is positioned for a strong 2027 launch, with clear partner targets, onsite engagement plans, and portfolio enablement objectives. • Investment plans are clearly aligned to priority growth initiatives and supported by measurable business outcomes. • Federal, SLED, and Commercial executive roundtables are delivered with strong partner participation, clear executive engagement, documented insights, and timely follow-through. • Public Sector PDR and R2R exceptions are managed consistently, transparently, and in alignment with compliance & legal guidelines. • ATTACH ATTACK execution is supported through improved partner engagement, attach-rate focus, and adoption of priority sales motions. • T2 channel segmentation and coverage recommendations are developed to improve partner touch, growth opportunity capture, and overall channel productivity.

Responsibilities • Dedicate approximately 25% of time to executing the ONE HP partner enablement program launching in 2027, with a focus on engaging top partners ‘on site’ and expanding awareness and enablement across the full HP portfolio.

• Provide leadership across the Tier 2 channel by evaluating segmentation, coverage models, partner-touch strategies, and growth opportunities to optimize engagement and business impact.

• Serve as the Public Sector point of contact for PDR and R2R exception processes, supporting arbitration, conflict resolution, and route-to-market alignment across partners and internal teams.

• Lead investment alignment and prioritization across MDF, OPEX, and alliance funding to ensure resources are directed toward strategic growth initiatives and measurable sales outcomes.

• Design, manage, and execute three executive partner roundtables and 2 advisory councils focused on Federal, SLED, and Commercial segments, including agenda development, partner selection, internal stakeholder alignment, executive preparation/Briefing Documents, and post-event follow-up. Capture and synthesize partner feedback from executive engagements, ensure insights are translated into action plans, and manage the closed-loop process with internal stakeholders and partner leadership.

• Transformation tour program (3 live Events, One Federal Channel Summit, 2 Virtual events) covering PS, SMB, EU and Channel.  Budgeting, agency management, business Unit coordination and content/asset alignment.  Logistics planning and involvement in execution. 

• Promotes and incorporates the organization’s offerings to become a key part of the partner’s business and solutions.

• Collaborates with partners to tailor solutions that address specific customer needs, including customization of products and services to align with client requirements.

• Provides strategic guidance and insights to partner business managers and end-user sales teams regarding partners' capabilities, strengths, and market positioning.

• Mentors junior team members, sharing insights, and providing guidance to support their professional growth and development.

Required/Preferred Qualifications • Experience in channel sales, partner management, business planning, sales strategy, route-to-market execution and end user sales. • Demonstrated ability to align investments, partner programs, and business priorities to revenue growth objectives. • Experience working with or supporting Public Sector, Federal, SLED or multi-segment partner motions. • Strong executive communication and facilitation skills, with the ability to lead senior-level discussions and convert feedback into actionable plans. • Proven ability to influence cross-functional stakeholders across sales, marketing, alliances, operations, finance, and partner organizations. • Strong business judgment, problem-solving skills, and ability to support exception management, conflict resolution, and arbitration processes with consistency and objectivity. • Analytical mindset with the ability to evaluate partner segmentation, coverage models, investment performance, and growth opportunities.  Comfortable digging into data from diverse sources to pull insights. • Excellent organizational skills with the ability to manage multiple strategic initiatives, stakeholders, and deadlines simultaneously.

• Experience managing MDF, OPEX, alliance funding, partner incentives, or other channel investment programs. • Experience developing or executing partner enablement programs, executive partner forums, or field engagement motions. • Ability to operate effectively in a matrixed environment and drive alignment across senior stakeholders.

Education & Experience Recommended • Four-year or Graduate Degree in Sales, Marketing, Business Administration, or any other related discipline or commensurate work experience or demonstrated competence. • Typically has 7-10 years of work experience, preferably in enterprise selling, channel & alliance, or a related field.  

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