Business Development Manager (m-f-d) - Defense

Business Development Manager (m-f-d) - Defense

Description -

Role Purpose

The Business Development Manager (BDM) – Defense is a sales role with a strong strategic orientation, created to capture and scale TAM in the Defense vertical starting FY26.

While this role does not lead or own cross-functional teams, it is highly influential by design, operating through orchestration, alignment, and trusted relationships across HP and the Defense ecosystem.

The BDM acts as a revenue-focused growth catalyst, ensuring HP’s Defense value proposition is positioned early, credibly, and effectively with the right decision-makers, while leveraging existing HP structures, CoEs, and functional owners.

Strategic Importance of the Role

Defense is a relationship-driven and trust-based market, where sales success depends less on transactional execution and more on:

• Early access to key stakeholders

• Long-term credibility

• Ecosystem positioning

This role is critical to ensure HP:

• Is present upstream in Defense programs, before technical and procurement decisions are locked

• Is perceived as a trusted advisor, not merely a supplier

• Converts macro-level Defense investment into tangible sales pipeline and revenue

Core Nature of the Role

• Pure sales accountability, focused on pipeline creation, deal shaping, and revenue acceleration

• Strong cross-functional influence, working through alignment.

Key Responsibilities

1. Defense Business Development & Sales Ownership

• Own Defense-specific business development in the country, from opportunity identification to deal shaping.

• Drive qualified pipeline creation aligned with the Defense TAM.

• Support and accelerate complex, multi-year Defense sales cycles, working alongside account teams.

2. Network Building & Trusted Advisor Role (Critical Dimension)

• Establish and maintain a high-value Defense network, including:

  • Senior decision-makers in public Defense institutions and ministries

  • Executives and technical leaders in private Defense companies

  • Leaders within Defense primes and system integrators

• Act as a trusted advisor, engaging customers on strategic topics such as:

  • Digital sovereignty

  • Secure and resilient supply chains

  • Cybersecurity, compliance, and long-term platform stability

• Represent HP with credibility and consistency across Defense forums, institutional meetings, and industry events.

3. Ecosystem & System Integrator Engagement

• Build strong commercial relationships with system integrators, ISVs, OEMs, and strategic partners critical to Defense programs.

• Enable HP’s inclusion in multi-vendor Defense solutions, positioning HP as a core technology component.

• Drive joint value positioning and co-selling opportunities with ecosystem partners.

4. Market Intelligence, TAM & Growth Expansion

• Own Defense market intelligence for the country:

  • Map key public and private stakeholders

  • Track programs, funding cycles, and investment priorities

• Continuously refine TAM evolution and opportunity prioritization.

• Identify and activate Defense SMB growth opportunities, including:

  • Small and mid-sized Defense contractors

  • Specialized technology, engineering, and cybersecurity firms

5. Channel & SMB Defense Acceleration

• Work closely with distribution and channel partners to:

  • Translate Defense SMB needs into scalable HP offers

  • Enable repeatable, partner-led sales motions

• Ensure Defense SMBs become a structured and sustainable growth engine for HP France via the channel.

6. Value Proposition & Demand Generation Enablement

• Leverage Public Sector CoE and SEMEA resources to localize HP’s Defense value proposition.

• Contribute to Defense-focused ABM initiatives, events, and executive engagements, in collaboration with Marketing and Sales owners.

• Reinforce HP’s positioning as a secure, compliant, and trusted technology provider.

7. Certifications, Security & Regulatory Awareness

• Identify and prioritize Defense-critical certifications and compliance requirements (ENS, TEMPEST, ANSI etc.).

• Ensure sales motions are aligned with regulatory and security constraints.

Key Interfaces

• HP Country Sales & Account Teams

• Public Sector & Defense Center of Excellence (WW & SEMEA)

• Channel, Alliances & Distribution Teams

• Government Affairs & Public Policy

• System Integrators, ISVs, OEMs

• Public and Private Defense Customers

Success Metrics

• Defense pipeline creation and quality

• Revenue contribution vs. TAM

• Early-stage program inclusion rate

• Strength and relevance of Defense network established

• Channel-driven SMB Defense revenue

• Progress on certification enablement impacting sales

Why This Role Is Mission-Critical

Without this role:

• HP remains downstream in Defense decision cycles

• Sales opportunities are fragmented and reactive

• Defense SMB growth through channel remains underexploited

• HP risks being positioned as a component vendor

With this role:

• HP gains early access, influence, and credibility

• Large Defense programs and SMB opportunities are addressed coherently

• HP accelerates revenue while strengthening long-term strategic positioning

Profile Requirements

• 10 + years professional experience in commercial IT and / or Defense industry

• Planning & Business Management expertise

• Building and tracking GTM plans

• Corporate Enterprise and/or Public Customer Sales expertise

• Influencing, working through others

• Working with and through associations

• Government engagement

• Thought leadership - developing and applying key narratives around Defence, Security and other key differentiator for HP and HP’s digital workplace

• Strong communication skills in both, German and English

What do we have to offer?

• Employee-oriented corporate culture - our «HP Way»: We value enthusiasm, regular feedback, trust and respect within our teams. We want to promote meaningful innovation within each and every employee by giving them the opportunity to grow from their mistakes and get new inspirations through collaboration in our regional/global teams

• A well-adjusted work-life-balance due to flexible working hours and home office regulations

• Attractive salary package with additional benefits, such as 30 paid leave days, company pension plans, a long-term time account, bike leasing, employee counselling programs, wellness initiatives etc.

• Equal opportunities and continuous career development, e.g. as part of the global mentoring programs, e-learning platforms

• Multiple Employee Impact Networks such as Next Generation Network and Women’s Network which organize interesting trainings and after-work events to expand your network

You are convinced to be a perfect match? Then join our HP family and apply now!

You want to know more about us? Then click here to get more insight into our «HP Way» :

www.instagram.com/hpcareers

www.linkedin.com/company/hp

www.jobs.hp.com

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Job -

Sales

Schedule -

Full time

Shift -

No shift premium (Germany)

Travel -

Relocation -

Equal Opportunity Employer (EEO) - 

HP, Inc. provides equal employment opportunity to all employees and prospective employees, without regard to race, color, religion, sex, national origin, ancestry, citizenship, sexual orientation, age, disability, or status as a protected veteran, marital status, familial status, physical or mental disability, medical condition, pregnancy, genetic predisposition or carrier status, uniformed service status, political affiliation or any other characteristic protected by applicable national, federal, state, and local law(s).

Please be assured that you will not be subject to any adverse treatment if you choose to disclose the information requested. This information is provided voluntarily. The information obtained will be kept in strict confidence.

For more information, review HP’s EEO Policy or read about your rights as an applicant under the law here: “Know Your Rights: Workplace Discrimination is Illegal"