Business Development Manager – Defense

Role Overview

• 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.
• Establish and maintain a high-value Defense network, including: Senior decision-makers in public Defense institutions and ministries.
• Act as a trusted advisor, engaging customers on strategic topics such as digital sovereignty, secure and resilient supply chains.
• Build strong commercial relationships with system integrators, ISVs, OEMs, and strategic partners critical to Defense programs.
• Own Defense market intelligence for the country: Map key public and private stakeholders.
• Work closely with distribution and channel partners to translate Defense SMB needs into scalable HP offers.
• Leverage Public Sector CoE and SEMEA resources to localize HP’s Defense value proposition.
• Identify and prioritize Defense-critical certifications and compliance requirements (ENS, TEMPEST, ANSI etc.).

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.

Benefits

• Employee-oriented corporate culture
• our « HP Way »: We value enthusiasm, regular feedback, trust and respect within our 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.