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.

Job Description:

   

Role Summary

- 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.

 

Key Responsibilities

- 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.

 

Required Qualifications (Experience, Skills, Certifications)

- 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.

 

Preferred Qualifications

- 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 understanding of interoperability standards and protocols used in manufacturing (OPC UA, MQTT, ISO 27001, NIST CSF familiarity).

 

Location, Travel Expectations

- Location: Hybrid/remote-friendly role; preferred near key manufacturing hubs or regional business centers; ability to travel as needed.

- Travel: Up to 25% of time in peak periods to engage with partners, customers, and trade events; travel cadence varies by region and market maturity.

Accountability, Accountability, Action Planning, Active Learning, Active Listening, Bias, Business, Business Development, Business Growth, Business Planning, Coaching, Commercial Acumen, Creativity, Critical Thinking, Cross-Functional Teamwork, Customer Experience Strategy, Customer Relationship Management (CRM), Data Analysis Management, Data Collection Management (Inactive), Data Controls, Design Thinking, Empathy, Follow-Through, Growth Mindset, Intellectual Curiosity (Inactive) {+ 8 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.

#canada, #unitedstates

Job:

Services

Job Level:

Master

    

"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 135,000 - 310,500 in Iowa & Oregon & Pennsylvania & Texas
– Canada: Annual Salary CAD 117,500 - 234,500 // 151,000 - 201,000 in Ontario
The listed salary range reflects base salary. Variable incentives may also be offered.
L’échelle salariale prévue pour un nouvel embauché basé au Canada occupant ce poste est indiquée ci-desus. L'offre peut varier dans cette échelle en fonction de l'emplacement géographique, de l'expérience professionnelle, de et/ou du niveau des compétences. S'il s'agit d'un rôle de vente, l'échelle salariale indiquée reflète le salaire de base combiné à la rémunération des ventes ciblées. S'il s'agit d'un rôle non commercial, l'échelle salariale indiquée reflète uniquement le salaire de base. Des incitations variables peuvent également être proposées. "

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.