Big Deals Partner Manager

Big Deals Partner 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:

HPE is seeking a highly motivated Big Deals Commercial Lead to drive the commercial, cost, capacity, and supply-chain execution required to support large, strategic customer opportunities. This role will lead cross-functional planning from NPI through FRS and sustaining production, ensuring that product-cost roadmaps, manufacturing readiness, and supplier commercial models are aligned with deal requirements, customer pricing, and margin objectives.

Management Level Definition:

Applies advanced subject matter knowledge to solve complex business issues and is regarded as a subject matter expert. Frequently contributes to the development of new ideas and methods. Works on complex problems where analysis of situations or data requires an in-depth evaluation of multiple factors. Leads and/or provides expertise to functional project teams and may participate in cross-functional initiatives. Acts as an expert providing direction and guidance to process improvements and establishing policies. Frequently represents the organization to external customers/clients. Exercises significant independent judgment to determine best method for accomplishing work and achieving objectives. May provide mentoring and guidance to lower level employees.

Responsibilities:

- Lead the supply-chain commercial workstream for major customer deals, translating deal scope, volume, timing, configuration, and regional requirements into executable cost, capacity, and supplier plans.lutions.
- Negotiate MVA savings and strategic commercial initiatives with EMS/ODM partners based on the scope and size of each big deal. Examples include shipment-based financial rebates, consignment models, and split-MVA structures for higher-value components.
- Partner with EMS/ODM suppliers and internal HPE teams to ensure the appropriate factory capacity, equipment, labor, technical capability, and headcount are in place to support deal requirements and ramp schedules.
- Coordinate end-to-end cost-reduction efforts to lower product cost and improve deal margin. Core stakeholders include GCM, NPI, BU/PLM, Engineering, Operations, Finance, EMS/ODM suppliers, component suppliers, and Value Engineering teams.
- Develop product-cost projections based on in-scope cost-reduction initiatives to support BU/PLM pricing decisions for customer deals.
- Define when negotiated savings and cost-reduction actions will be recognized in product pricing across the product lifecycle, from NPI through FRS and sustaining production.
- Create and maintain a clear cost-reduction roadmap that identifies initiative value, timing, owner, dependencies, implementation status, and expected financial recognition.
- Lead weekly reviews of product costing, savings commitments, risks, capacity readiness, and cost-reduction progress with senior leadership, BU, PLM, and other key stakeholders.
- Establish a standardized reporting format that can be applied consistently across multiple products, programs, and strategic deals. Maintain current, audit-ready data to support leadership questions and decision-making.
- Identify gaps to target cost, margin, or manufacturing readiness early; develop recovery plans and drive cross-functional closure of actions.
- Ensure commercial assumptions, supplier commitments, capacity plans, and cost projections remain aligned as customer requirements, configurations, and shipment profiles change.
- Provide executive-level recommendations on deal economics, supplier strategy, implementation timing, and risks that could affect customer pricing, margin, or delivery.

Education and Experience Required:

- Bachelor's degree in Business, Supply Chain, Engineering, Finance, Operations, or a related field. MBA preferred.
- 6+ years of experience in supply chain, manufacturing, procurement, commercial management, product-cost management, strategic sourcing, or large-deal execution.
- Proven experience negotiating with ODM, CM, EMS, or JDM manufacturing partners, including MVA, rebates, consignment, pricing, and other strategic commercial models.
- Strong understanding of product cost structures, manufacturing economics, component costs, NPI, FRS, sustaining production, and supply-chain operations.
- Demonstrated ability to lead complex, high-value, cross-functional initiatives with aggressive cost, margin, capacity, and schedule requirements.
- Experience developing cost models, savings roadmaps, projections, and financial scenarios used to support product or customer pricing decisions.
- Strong analytical, financial modeling, and problem-solving skills, with the ability to convert detailed cost actions into clear executive-level insights.
- Excellent communication skills, including presentation and negotiation abilities.
- Ability to influence and drive accountability across a global, matrixed organization without direct authority.
- Ability to influence and drive accountability across a global, matrixed organization without direct authority.
- Mastery in English and local language.

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.

Let's Stay Connected:

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Job:
Supply Chain & Operations
Job Level:
Expert

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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