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 pos