Business Development Manager (m-f-d) Defense
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Posted on:
Yesterday
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1 Vacancy
Job Summary
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 HPs 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 HPs 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 HPs Defense value proposition.
Contribute to Defense-focused ABM initiatives events and executive engagements in collaboration with Marketing and Sales owners.
Reinforce HPs 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 HPs 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 along-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 Womens 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 :
Job -
SalesSchedule -
Full timeShift -
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 HPsEEO Policy or read about your rights as an applicant under the law here: Know Your Rights: Workplace Discrimination is Illegal
Required Experience:
Manager
