Hybrid Business Development Manager – Compute

at Hewlett Packard Enterprise

• Job title: Business Development Manager – Compute
• Job type: Full Time
• Experience level: Mid level, Senior
• Salary: Not specified
• Degree requirement: Bachelor's Degree
• Location requirements: Hybrid, Alleroed, Denmark

About the role

• Business Development Manager focusing on Alletra 4000 business strategy at HPE. Overseeing partnerships, sales strategies, and customer advocacy within the IT infrastructure sector.

Responsibilities

• Own the Alletra 4000 business plan: contribute to portfolio strategy, pricing, and offer lifecycle; define segment/vertical priorities (Enterprise, Mid-Market/Commercial, Public Sector).
• Alliance-led growth: create and execute joint GTM with Qumulo, Cohesity, Scality, and WEGA (packaged offers, validated architectures, reference wins, account mapping, co-selling rules of engagement, MDF plans).
• Channel enablement & development: recruit and enable resellers/distributors; drive competencies, deal registration, seller playbooks, enablement sessions, demo/POC programs, and repeatable campaigns through the channel.
• Sales acceleration: brief and support HPE Account Managers, Specialists, and Presales on product strategy, competitive positioning, and value engineering; engage on top deals to shape solution, TCO/ROI, and close plans.
• Market & competitive leadership: act as the expert on competitive products and pricing; deliver win strategies vs. incumbents and new entrants; maintain competitive libraries and talk tracks.
• Demand generation: set strategic and tactical priorities with Marketing; build pipeline via events, webinars, customer workshops, and digital campaigns with alliances and the channel.
• Forecasting & performance management: own pipeline health, forecasting rhythm, and reporting; optimize mix, price realization, and program utilization.
• Partner programs: leverage HPE and alliance incentives, rebates, and services to maximize partner profitability and deal velocity.
• Cross-functional leadership: coordinate with Supply Chain, Presales, Services, and Finance to ensure availability, delivery, and customer success.
• Customer advocacy: capture requirements from customers/partners; feed insights to global portfolio and pricing teams.

Requirements

• University/bachelor’s degree in marketing, Finance, Business Studies, Computer Science, (or equivalent experience).
• 5 - 8+ years in a combination of Marketing, Sales, Business Planning, and/or Business Development within IT infrastructure or storage.
• Commercial partner management expertise (VARs, distributors, SIs; OEMs).
• Enterprise end-user account management experience is an alternative.
• IT industry & storage expertise; understanding of software-defined storage, data protection, and file/object workloads.
• Business & financial planning: modeling, pricing, margin management, complex reporting.
• Alliance GTM: proven record building pipeline and closing with technology partners (e.g., Qumulo, Cohesity, Scality, WEGA).
• Channel development: enablement programs, competencies, deal reg, MDF, and sell-with/sell-through motions.
• Executive communication & negotiation: frame compelling value propositions for customers and partners; influence senior stakeholders.
• Marketing know-how: promotional processes, campaign design, and measurement.
• Leadership across sales, presales, marketing, supply chain, and services; ability to lead virtual teams.
• Fluent in Danish or Norwegian or Finnish or Swedish and English required.

Benefits

• Health & Wellbeing
• Personal & Professional Development
• Unconditional Inclusion