Business Development Manager owning a sales territory and driving new business opportunities for Focus Group. Focused on consultative selling and closing complex B2B deals in a competitive market.
HE
Hybrid Business Development Manager – Compute
Posted 3 months ago
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
Job title
Job type
Experience level
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Not specified
Degree requirement
Location requirements
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