Description
The HPE Networking Business Development Lead will drive the Public Sector business development strategy for the HPE Networking portfolio in Germany.
Responsibilities:
- Monitor and assess key public-sector initiatives, regulations, and digital transformation programs impacting networking and infrastructure investments.
- Translate political and regulatory drivers into customer requirements related to network infrastructure, cybersecurity, Zero Trust architectures, segmentation, sovereign IT, operating models, and data governance.
- Identify market trends, assess portfolio fit, and provide strategic feedback to regional teams and product management regarding future requirements and solution gaps.
- Collaborate closely with Government Relations and Public Affairs teams by providing subject matter expertise and market insights.
- Develop and maintain a comprehensive stakeholder map of relevant industry associations, working groups, committees, user organizations, and conferences across public-sector verticals.
- Represent the company in selected industry bodies and professional forums through active participation, presentations, and thought leadership activities.
- Coordinate internal engagement across committees and industry organizations to ensure aligned messaging and strategic positioning.
- Build trusted relationships with key public-sector influencers and decision-making communities.
- Establish and maintain visibility into federal, state, and EU funding programs relevant to networking and digital infrastructure.
- Assess the eligibility of portfolio solutions within public funding frameworks and develop supporting business cases and compliance documentation.
- Track funding cycles, application windows, and budget allocations to support market planning and opportunity development.
- Create reusable frameworks, reference architectures, and value propositions aligned with key funding initiatives.
- Identify, segment, and build relationships with planners, engineering firms, public-sector consultants, technical advisors, and leading management consultancies.
- Develop structured enablement programs including workshops, training sessions, planning documentation, reference architectures, and tender support materials.
- Engage early in customer planning processes to ensure portfolio capabilities are reflected in technology requirements and procurement specifications.
- Provide procurement-compliant, vendor-neutral technical specifications and guidance.
- Convert identified market opportunities into qualified sales opportunities and hand them over to appropriate account teams with stakeholder, timing, and market intelligence.
- Support strategically important tenders and initial projects in emerging market segments.
- Build customer references, success stories, and repeatable blueprints for future engagements.
- Collaborate closely with sales, presales, channel, marketing, legal, compliance, and regional stakeholders to accelerate market adoption.
Requirements:
- Minimum 5 years of experience within the German Public Sector in Sales, Business Development, Consulting, or a related field.
- Established professional network across at least two of the target public-sector segments.
- Strong understanding of German public procurement procedures, tender processes, framework agreements, and procurement regulations.
- Solid knowledge of networking and infrastructure technologies, with the ability to engage credibly with planners, consultants, architects, and technical stakeholders.
- Experience working with industry associations, committees, working groups, or similar stakeholder organizations.
- Fluent German language skills and professional English language capabilities for international collaboration.
- Willingness to travel extensively within Germany.
Benefits:
- Competitive salary and extensive benefits package (pension scheme, insurances, company car, bike and car leasing, and other fringe benefits)
- Work-life balance (flexible working time and hybrid workplace model, 30 vacation days, four HPE Wellness-Fridays, up to six months paid parental leave)
- Support for education, training, and career development
- Diverse and dynamic work environment