About The Job
The Defense Business Development Manager (BDM) is responsible for accelerating HP's growth within the Italian Defense sector by identifying strategic opportunities, building trusted relationships with key stakeholders, and positioning HP's technology portfolio within complex Defense programs. This is a business development and sales acceleration role, focused on pipeline creation, deal shaping, and revenue growth across public and private Defense ecosystems. While the role does not directly manage cross-functional teams, it is highly influential by design, operating through orchestration, alignment, and trusted relationships across HP, partners, and Defense institutions. The BDM acts as a growth catalyst, ensuring HP's value proposition is positioned early, credibly, and effectively with the right decision-makers across the Defense ecosystem.
Key Responsibilities
Defense Business Development & Revenue Growth: Lead Defense-focused business development activities in Italy, from opportunity identification to deal shaping and revenue realization. Support and accelerate complex, multi-year Defense sales cycles, partnering closely with HP account teams.
Strategic Network Development & Trusted Advisor Role: Build and maintain a high-value network across the Defense ecosystem.
Act as a trusted advisor to customers, engaging 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, strengthening the company's credibility in the sector.
Market Intelligence & Growth Opportunity Identification: Mapping key public and private stakeholders, tracking programs, funding cycles, and procurement priorities and identify new growth segments within the Defense ecosystem.
Collaborate with distribution and channel partners to: Translate Defense SMB needs into scalable HP offerings and position Defense SMBs as a structured and scalable growth engine for HP Italy through the channel ecosystem.
Work with the Public Sector Center of Excellence and SEMEA teams to localize HP's Defense value proposition.
Support Account-Based Marketing (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 & Regulatory Awareness: Identify and prioritize Defense-critical certifications and compliance requirements. Ensure business development activities align with Defense 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 5 to 10+ years of experience in the Defense sector.
10+ years of experience in business development, account management, or strategic sales roles.
Demonstrated experience navigating complex institutional and Defense ecosystems.
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
Defense market dynamics
Secure technology environments
Regulatory and compliance frameworks
Cybersecurity and digital sovereignty concepts
Languages
Italian (native or fluent)
English (professional fluency)
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