Senior Director Business Development

Senior Director Business Development

  

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

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.

 

Key Responsibilities:

• Strategy and Pipeline
  • 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).
• Partner Engagement and Relationship Management
  • 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.
• Joint Value Proposition and GTM
  • 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.
• Solution Development and Delivery
  • 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.
• Cross-functional Collaboration
  • 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.

Required Qualifications:

• 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.

Preferred Qualifications:

• 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.

Key Competencies:

• Strategic thinking and business acumen
• Relationship building and executive presence
• Negotiation and deal hygiene
• Orchestrating cross-functional teams and programs
• Communication and storytelling with data
• Change management and program governance
• Results orientation with a bias for action

Performance Metrics:

• New and expanded revenue from SI partnerships
• Pipeline velocity and win rate for SI-led opportunities
• Number and quality of joint GTM initiatives, PoCs, and reference deployments
• Partner satisfaction, engagement levels, and retention

Ideal Candidate Profile:

• A strategic, hands-on leader who thrives in a matrixed organization and can drive consensus across product, marketing, and delivery teams.
• A compelling storyteller who can articulate joint value to customers and SI partners alike.
• A collaborative, influencer mindset with the resilience to navigate complex engagements and long sales cycles.

Accountability, Accountability, Active Learning, Active Listening, Bias, Business Decisions, Business Development, Business Metrics, Business Performance, Business Strategies, Calendar Management, Coaching, Computer Literacy, Creativity, Critical Thinking, Cross-Functional Teamwork, Design Thinking, Empathy, Follow-Through, Growth Mindset, Intellectual Curiosity (Inactive), Leadership, Long Term Planning, Managing Ambiguity, Personal Initiative {+ 5 more}

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.

Job:

Business Planning

Job Level:

Director

    

"The expected salary/wage range for this position is provided below. Actual offer may vary from this range based upon geographic location, work experience, education/training, and/or skill level.
– United States of America: Annual Salary USD 161,000 - 389,500 in Texas
The listed salary range reflects base salary. Variable incentives may also be offered."

Information about employee benefits offered in the US can be found at https://myhperewards.com/main/new-hire-enrollment.html

Hewlett Packard Enterprise is EEO Protected Veteran/ Individual with Disabilities.

HPE will comply with all applicable laws related to employer use of arrest and conviction records, including laws requiring employers to consider for employment qualified applicants with criminal histories.

   

No Fees Notice & Recruitment Fraud Disclaimer

 

It has come to HPE’s attention that there has been an increase in recruitment fraud whereby scammer impersonate HPE or HPE-authorized recruiting agencies and offer fake employment opportunities to candidates.  These scammers often seek to obtain personal information or money from candidates.

 

Please note that Hewlett Packard Enterprise (HPE), its direct and indirect subsidiaries and affiliated companies, and its authorized recruitment agencies/vendors will never charge any candidate a registration fee, hiring fee, or any other fee in connection with its recruitment and hiring process.  The credentials of any hiring agency that claims to be working with HPE for recruitment of talent should be verified by candidates and candidates shall be solely responsible to conduct such verification. Any candidate/individual who relies on the erroneous representations made by fraudulent employment agencies does so at their own risk, and HPE disclaims liability for any damages or claims that may result from any such communication.