NA Smart Choice & Mid-Market Business Development Manager

NA Smart Choice & Mid-Market Business Development Manager

  

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

Who We Are:

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.

Job Description:

   

Hewlett Packard Enterprise (HPE) is seeking a strategic and execution-driven Business Development Manager to lead Smart Choice expansion and develop the Mid-Market segment in North America. This dual-role is critical to accelerating growth in one of HPE’s top-priority segments: SMB and Mid-Market.

The position will focus on driving transactional excellence through Smart Choice—HPE’s global initiative offering pre-configured, price-protected solutions for Compute, Storage, and Services—and on defining and scaling new strategies for mid-market coverage.

A key success factor will be to broaden HPE’s reach across the channel by enabling distributors to activate a wider set of resellers. In parallel, the role will focus on optimizing partner-led opportunity execution, improving conversion of leads into revenue, and supporting targeted hunting in underpenetrated accounts—potentially by leveraging agency support where applicable.

This position requires a strong understanding of transactional and non-transactional motions, channel dynamics, and segmentation strategy.

Key Responsibilities:

Smart Choice & Transactional Business:

• Drive adoption of HPE Smart Choice across North America through close collaboration with distributors and resellers.
• Expand partner breadth by enabling distributors to recruit, activate, and grow a wider base of focused SMB resellers.
• Position Smart Choice as the default offer for transactional deals, enabling simplicity, speed, and price protection.
• Lead the segmentation strategy for the SMB/MM portfolio
• Guide distributors and HPE teams through change management as Smart Choice replaces legacy offerings.
• Monitor sales performance and attach metrics; identify gaps and drive corrective actions.

Mid-Market Strategy & Non-Transactional Motion:

• Develop and operationalize strategies to accelerate growth in the Mid-Market segment.
• Identify and implement new partner-led and agency-supported motions to improve coverage of unattended accounts.
• Focus on three core areas:
  • Optimizing conversion of existing leads into opportunities and revenue
  • Enabling partners to generate and execute new opportunities
  • Supporting targeted hunting in white space accounts
• Align with GEO sales and channel teams to support execution at scale and ensure consistent tracking of KPIs.

Cross-Function & Strategic Alignment:

• Act as the NA voice in global forums for both Smart Choice and Mid-Market initiatives.
• Work cross-functionally with Sales, Category, Channel, and Finance teams to align execution.
• Analyze competitive trends and partner behavior to shape future initiatives and measure impact.
• Build and manage dashboards for performance visibility, governance, and senior stakeholder engagement.

Qualifications:

• Bachelor’s degree required; Master’s or MBA preferred
• Minimum 7 years of experience in business development, sales, or channel roles within the IT industry
• Deep knowledge of the North American SMB/MM channel ecosystem
• Experience in transactional and channels, with strong distributor and partner engagement skills
• Understanding of channel sales motions and ability to define and scale new go-to-market strategies
• Ability to work with external agencies or partners in lead generation or coverage roles