OEM Business Development 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:
Responsible for driving business growth by developing new business or new ways to grow revenue of existing business. Leads the Deal Pursuit team in preparing and communicating the customer business case/proposal for emerging markets, existing markets, and specific deals. Guides Pursuit & account teams through opportunity creation and pursuit strategic planning, qualifying mega deals, and developing and substantiating the services value proposition. Leads the development of innovative principles and ideas, and provides the business value selling expertise for specific solutions. Devises and executes a growth plan that meets business goals for a given geographic and/or service business area; including accountability for achieving revenue & order targets. Builds high-quality funnels that generate customer demand in partnership with marketing & sales.
Responsibilities (OEM Key Accounts):
Own and execute the growth strategy for a portfolio of strategic OEM Key Accounts , delivering revenue and order targets through expansion, retention, and white-space capture.
Partner closely with Global Sales and Account teams to create and run joint account plans, governance cadences, and executive sponsorship programs.
Build senior customer relationships and influence customer roadmaps by positioning the company as a long-term strategic partner across the customer lifecycle.
Identify, qualify, and prioritize opportunities using clear commercial logic (value, feasibility, timing, competitive landscape) and ensure resources are aligned to the highest-impact plays.
Develop compelling value propositions and business cases for complex solutions and services; articulate ROI, risk, and operational outcomes to customer decision-makers.
Lead cross-functional alignment with internal stakeholders (sales, marketing, product, delivery, finance, legal) to move opportunities from concept to close.
Engage and orchestrate the partner network where relevant to strengthen the offer, extend reach, and accelerate growth within OEM accounts.
Maintain accurate pipeline and forecast discipline; drive rhythm-of-business reviews, insights, and actions to improve conversion and predictability.
Coach and enable regional/country teams by sharing best practices, playbooks, and lessons learned to strengthen local OEM business development capability.
Education and Experience Required:
Typically 7+ years in the Services or Solutions business, Sales, Business Development or Engagement.
Advanced University degree preferable.
Knowledge and Skills:
Business Development & Management. Market Research and Analysis.
Develop long-term account and marketing strategy.
Identify and establish strategic partnerships.
Plan for future business opportunities.
Sales and Opportunity Building. Assesses regional sales for emerging customer requirements, competitive intelligence, and market trend.
Create & drive growth programs based on local or regional market conditions & business climate.
Advanced selling skills in negotiating, proposal development, account planning.
General Business Acumen. Financially savvy to meet financial…