Senior Business Development Manager, Technology Partnerships - Industrial & Manufacturing

Senior Business Development Manager, Technology Partnerships – Industrial & Manufacturing

This role has been designated as ‘Remote/Teleworker’, which means you will primarily work from home.

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.

• Drive strategic technology partnerships and ecosystem collaborations to enable 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.

• Identify, qualify, and grow high-impact technology partnerships (OT/IT convergence, IIoT, digital twin, AI/ML, predictive maintenance, simulation, cloud platforms, edge computing) that enable measurable business outcomes for manufacturing customers.
• Develop and maintain a multi-year partnership strategy and target account plans aligned to regional and vertical go-to-market (GTM) 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.

• 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 (revenue growth, cost savings, productivity gains).
• 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.

• Experience with cloud and edge architectures, digital twins, AI/ML in manufacturing, predictive maintenance, and OT/IT integration.
• Industry certifications (e.g., Certified Information Systems Security Professional – CISSP, Certified Information Privacy Professional – CIPP, or relevant manufacturing/industry-specific credentials).
• Demonstrated international partner ecosystem experience; multi-region or global program leadership.
• Technical…