Senior Director Business Development

Hewlett Packard Enterprise-posted 1 day ago

Full-time • Director

Remote • All, TX

5,001-10,000 employees

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Senior Director Business Development This role has been designated as ‘Remote/Teleworker’, which means you will primarily work from home. 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: This role focuses on shaping joint value propositions, accelerating joint GTM motions, driving multi-year revenue through SI-driven deployments, and building scalable enablement and governance models. You will partner closely with Product, Marketing, Sales, Channels, and Services to create repeatable, high-velocity opportunities with top-tier SIs. Overview: We are seeking a results-driven Senior Director of Business Development to lead and expand our System Integrator (SI) engagements in HPE Networking. This role focuses on shaping joint value propositions, accelerating joint GTM motions, driving multi-year revenue through SI-driven deployments, and building scalable enablement and governance models. You will partner closely with Product, Marketing, Sales, Channels, and Services to create repeatable, high-velocity opportunities with top-tier SIs.

Define and execute a multi-year SI engagement strategy aligned to company goals in networking (e.g., SD-WAN, intent-based networking, data center fabric, multi-cloud connectivity, security integration).
Identify target SI partners, segments, and vertical focus areas; develop a prioritized funnel of opportunities and a 12–24 month growth plan.
Establish and track quarterly/annual revenue and strategic KPIs (pipeline, win rate, deal velocity, partner retention, referenceability).
Build and nurture executive-level relationships with senior SI leadership (MDs, VPs, Practice Leads) to secure commitments and co-sell alignment.
Establish a formal SI governance model (RACI, joint steering committees, quarterly business reviews) to ensure sustained collaboration and delivery excellence.
Develop and maintain an SI ecosystem map, including training, certification, co-delivery capabilities, and preferred engagement models.
Co-create compelling value propositions and solution playbooks for joint offerings, including migration paths, interoperability, security, and managed services.
Lead joint GTM initiatives: co-branded campaigns, demand generation, PoCs, reference deployments, and customer events.
Design and oversee revenue-sharing, pricing, and commercial models that incentivize SI collaboration and outcomes.
Lead the creation of modular, repeatable, and market-tested reference architectures and solution kits tailored to SI-led deployments.
Work with Services and Delivery organizations to ensure successful execution of SI-led projects and robust post-sale support.
Partner with Product, Marketing, Legal, Finance, and Operations to align on partner terms, go-to-market assets, and compliance requirements.
Act as the primary internal advocate for SI partnerships, ensuring alignment across the organization.

Bachelor's degree; MBA or advanced degree preferred.
8–12 years of strategic partnerships/business development experience, with a proven track record in technology alliances and/or SI engagements, preferably in networking or enterprise infrastructure.
Demonstrated success in building and scaling SI programs, including revenue growth, multi-year planning, and governance.
Deep understanding of network architectures, security, cloud, edge computing, and managed service models.
Strong executive presence with experience engaging C-level executives and a talent for influencing cross-functional leaders.
Excellent negotiation, contract management, and deal structuring skills.
Proven ability to translate market needs into joint value propositions, GTM plans, and enablement programs.
Data-driven mindset with proficiency in CRM (e.g., Salesforce), opportunity scoring, and pipeline analytics.

Experience working with large global SI partners and regional/consulting firms.
Familiarity with partner taxonomies, MDF processes, and co-marketing programs.
Prior exposure to PoC development, labs management, and interoperability testing.
Knowledge of channel economics, incentive design, and revenue-sharing models.

Health & Wellbeing We strive to provide our team members and their loved ones with a comprehensive suite of benefits that supports their physical, financial and emotional wellbeing.
Personal & Professional Development We also invest in your career because the better you are, the better we all are. We have specific programs catered to helping you reach any career goals you have — whether you want to become a knowledge expert in your field or apply your skills to another division.
Unconditional Inclusion We are unconditionally inclusive in the way we work and celebrate individual uniqueness. 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.

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