Hewlett Packard Enterprise
Senior Business Development Manager, Technology Partnerships - Industrial & Manu
Hewlett Packard Enterprise, Oregon, Wisconsin, United States, 53575
Senior Business Development Manager, Technology Partnerships – Industrial & Manufacturing
We are seeking a Senior Business Development Manager to drive strategic technology partnerships and ecosystem collaborations for industrial and manufacturing customers at Hewlett Packard Enterprise. The role is remote/teleworker.
Role Summary Drive strategic technology partnerships and ecosystem collaborations to develop networked, outcomes‑focused solutions for industrial and manufacturing customers. Translate market needs into partner‑led value propositions that accelerate revenue, customer adoption, and long‑term platform stickiness. Own the end‑to‑end partnership life cycle from identification and due diligence through activation, enablement, and ongoing governance.
Key Responsibilities
Identify, qualify, and grow high‑impact technology partnerships for industrial and manufacturing customers, including OT/IT convergence, IIoT, digital twin, AI/ML, predictive maintenance, simulation, cloud platforms, and edge computing.
Develop and maintain a multi‑year partnership strategy and target account plans aligned to regional and vertical go‑to‑market goals.
Lead partner discovery, negotiation, and integration with HPE Networking solutions.
Collaborate with product management, solutions engineering, and marketing to create joint value propositions, proof points, and enablement assets for partners and customers.
Manage cross‑functional governance with sales, channel, product, services, and engineering to ensure successful partner onboarding, activation, and adoption.
Lead pipeline generation with partners, including co‑selling motions, joint events, webinars, field marketing, and account‑based programs.
Track and report on partner performance, health, and risk.
Enable and support sales by presenting HPE value to senior customer executives.
Represent the company at industry events, conferences, and partner forums; maintain strong external narrative and brand alignment.
Required Qualifications
Bachelor's degree in Business, Engineering, Information Technology, or related field; MBA or equivalent advanced degree preferred.
7+ years in business development, enterprise technology sales, or alliance management within industrial/manufacturing ecosystems (OT/IT convergence, IIoT, digital manufacturing, automation).
Demonstrated success in identifying, negotiating, and managing technology partnerships that delivered measurable business outcomes.
Strong understanding of manufacturing value chains, plant operations, MES/ERP/PLM systems, industrial cybersecurity, and data governance considerations.
Proven ability to develop compelling partner value propositions, joint GTM plans, and multi‑channel go‑to‑market strategies.
Excellent communication and presentation skills; ability to translate technical concepts for non‑technical stakeholders.
Strong analytical and business judgment.
Project management and collaboration skills; capable of leading cross‑functional initiatives with minimal supervision.
Preferred Qualifications
Experience with cloud and edge architectures, digital twins, AI/ML in manufacturing, predictive maintenance, and OT/IT integration.
Industry certifications such as CISSP, CIPP, or relevant manufacturing/industry‑specific credentials.
Demonstrated international partner ecosystem experience; multi‑region or global program leadership.
Technical understanding of interoperability standards and protocols used in manufacturing (OPC UA, MQTT, ISO 27001, NIST CSF familiarity).
Location and Travel Expectations
Hybrid/remote‑friendly role; preferred near key manufacturing hubs or regional business centers; ability to travel as needed.
Travel up to 25% of time during peak periods to engage with partners, customers, and trade events; travel cadence varies by region and market maturity.
Equal Employment Opportunity HPE is an Equal Employment Opportunity/Veterans/Disabled/LGBT employer. We do not discriminate on the basis of race, gender, or any other protected category, and all decisions we make are based on qualifications, merit, and business need. HPE will comply with all applicable laws related to employer use of arrest and conviction records, including laws requiring consideration of qualified applicants with criminal histories.
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Role Summary Drive strategic technology partnerships and ecosystem collaborations to develop networked, outcomes‑focused solutions for industrial and manufacturing customers. Translate market needs into partner‑led value propositions that accelerate revenue, customer adoption, and long‑term platform stickiness. Own the end‑to‑end partnership life cycle from identification and due diligence through activation, enablement, and ongoing governance.
Key Responsibilities
Identify, qualify, and grow high‑impact technology partnerships for industrial and manufacturing customers, including OT/IT convergence, IIoT, digital twin, AI/ML, predictive maintenance, simulation, cloud platforms, and edge computing.
Develop and maintain a multi‑year partnership strategy and target account plans aligned to regional and vertical go‑to‑market goals.
Lead partner discovery, negotiation, and integration with HPE Networking solutions.
Collaborate with product management, solutions engineering, and marketing to create joint value propositions, proof points, and enablement assets for partners and customers.
Manage cross‑functional governance with sales, channel, product, services, and engineering to ensure successful partner onboarding, activation, and adoption.
Lead pipeline generation with partners, including co‑selling motions, joint events, webinars, field marketing, and account‑based programs.
Track and report on partner performance, health, and risk.
Enable and support sales by presenting HPE value to senior customer executives.
Represent the company at industry events, conferences, and partner forums; maintain strong external narrative and brand alignment.
Required Qualifications
Bachelor's degree in Business, Engineering, Information Technology, or related field; MBA or equivalent advanced degree preferred.
7+ years in business development, enterprise technology sales, or alliance management within industrial/manufacturing ecosystems (OT/IT convergence, IIoT, digital manufacturing, automation).
Demonstrated success in identifying, negotiating, and managing technology partnerships that delivered measurable business outcomes.
Strong understanding of manufacturing value chains, plant operations, MES/ERP/PLM systems, industrial cybersecurity, and data governance considerations.
Proven ability to develop compelling partner value propositions, joint GTM plans, and multi‑channel go‑to‑market strategies.
Excellent communication and presentation skills; ability to translate technical concepts for non‑technical stakeholders.
Strong analytical and business judgment.
Project management and collaboration skills; capable of leading cross‑functional initiatives with minimal supervision.
Preferred Qualifications
Experience with cloud and edge architectures, digital twins, AI/ML in manufacturing, predictive maintenance, and OT/IT integration.
Industry certifications such as CISSP, CIPP, or relevant manufacturing/industry‑specific credentials.
Demonstrated international partner ecosystem experience; multi‑region or global program leadership.
Technical understanding of interoperability standards and protocols used in manufacturing (OPC UA, MQTT, ISO 27001, NIST CSF familiarity).
Location and Travel Expectations
Hybrid/remote‑friendly role; preferred near key manufacturing hubs or regional business centers; ability to travel as needed.
Travel up to 25% of time during peak periods to engage with partners, customers, and trade events; travel cadence varies by region and market maturity.
Equal Employment Opportunity HPE is an Equal Employment Opportunity/Veterans/Disabled/LGBT employer. We do not discriminate on the basis of race, gender, or any other protected category, and all decisions we make are based on qualifications, merit, and business need. HPE will comply with all applicable laws related to employer use of arrest and conviction records, including laws requiring consideration of qualified applicants with criminal histories.
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