Overview
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Business Development Manager Iberia - Defense. The Defense Business Development Manager (BDM) is responsible for accelerating HP’s growth within the Iberian Defense sector by identifying strategic opportunities, building trusted relationships with key stakeholders, and positioning HP’s secure technology portfolio within complex Defense programs. This is a pure business development and sales acceleration role, focused on pipeline creation, deal shaping, and revenue growth across public and private Defense ecosystems. The BDM operates through orchestration, alignment, and trusted relationships across HP, partners, and Defense institutions.
Key Responsibilities
Defense-focused business development and revenue growth: lead opportunities from identification to deal shaping and revenue realization;
support and accelerate complex, multi-year Defense sales cycles in partnership with HP account teams.
Strategic network development and trusted advisor role: build and maintain a high-value network across the Defense ecosystem;
act as a trusted advisor on strategic themes such as digital sovereignty, secure and resilient supply chains, cybersecurity and regulatory compliance, and long-term platform stability.
Represent HP at Defense forums, institutional meetings, and industry events to strengthen credibility in the sector.
Market intelligence and growth opportunity identification: map key public and private stakeholders, track programs, funding cycles, and procurement priorities;
identify new growth segments within the Defense ecosystem.
Collaborate with distribution and channel partners: translate Defense SMB needs into scalable HP offerings and position Defense SMBs as a scalable growth engine for HP Iberia through the channel ecosystem.
Work with the Public Sector Center of Excellence and SEMEA teams to localize HP’s Defense value proposition;
support ABM, executive engagements, and industry events focused on Defense customers.
Strengthen HP’s positioning as a secure, compliant, and trusted technology partner for Defense organizations.
Security, certifications, and regulatory awareness: identify and prioritize Defense-critical certifications and compliance requirements (e.G., ENS, TEMPEST, BASC) and ensure activities align with regulatory, security, and procurement frameworks.
Education & Experience
Bachelor’s or Master’s degree in STEM, Business Administration, Sales, Marketing, or related field, or equivalent experience. Typically 10+ years of experience in the Defense sector. 20+ years of experience in business development, account management, or strategic sales roles. Demonstrated experience navigating complex institutional and Defense ecosystems.
Knowledge & Skills
Commercial & strategic skills;
business development;
account management;
strategic sales;
sales pipeline development;
market analysis & business planning;
value proposition development;
partner & ecosystem management.
Technical & industry understanding of the Defense market dynamics;
secure technology environments;
regulatory and compliance frameworks;
cybersecurity and digital sovereignty concepts.
Tools: Salesforce CRM and pipeline management tools.
Languages: Spanish (native or fluent);
English (professional fluency).
What We Offer
Opportunity to work in an international organization with colleagues from around the world;
diverse internal growthand career opportunities, including HP’s learning platform and LinkedIn Learning.
Attractive benefits package: health & life insurance;
meal vouchers;
HP product discount;
work‑life balance and adaptable hours.
Employee networks and volunteering opportunities;
onsite doctor and medical team offering services such as nutrition and physiotherapy.
Work Details
Sales & Services Entity Job - Sales
Schedule: Full time. Shift: No shift premium (Spain). Travel: 25%. Relocation: No.
Equal Opportunity
HP is an Equal Opportunity Employer (EEO). We provide equal employment opportunity to all employees and prospective employees without regard to race, color, religion, sex, national origin, ancestry, citizenship, sexual orientation, age, disability, or status as a protected veteran, marital status, familial status, or any other characteristic protected by applicable law. The information provided is voluntary and kept confidential. xhfqzwm For more information, review HP’s EEO Policy and rights as an applicant.
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