Business Development Manager – Defense (m/f)

Description -

HP Inc in Poland is looking to hire a Business Development Manager (BDM) responsible for Defense sector. This role is a pure sales role with a strong strategic orientation. While it does not lead or own cross-functional teams, it is highly influential by design, operating through orchestration, alignment, and trusted relationships across HP and the Defense ecosystem. The BDM acts as a revenue-focused growth catalyst, ensuring HP’s Defense value proposition is positioned early, credibly, and effectively with the right decision-makers, while leveraging existing HP structures, Co Es, and functional owners.

Key Responsibilities:

• Defense Business Development & Sales Ownership:

Own Defense-specific business development, from opportunity identification to deal shaping, drive qualified pipeline creation, support and accelerate complex, multi-year Defense sales cycles, working alongside account teams.

• Network Building & Trusted Advisor Role:

Represent HP with credibility and consistency across Defense forums, institutional meetings, and industry events, establish and maintain a high-value Defense network, act as a trusted advisor, engaging customers on strategic topics such as: digital sovereignty, secure and resilient supply chains, cybersecurity, compliance, and long-term platform stability

• Ecosystem & System Integrator Engagement:

Build strong commercial relationships with system integrators, ISVs, OEMs, and strategic partners critical to Defense programs., Enable HP’s inclusion in multi-vendor Defense solutions, positioning HP as a core technology component, drive joint value positioning and co-selling opportunities with ecosystem partners.

• Market Intelligence, TAM & Growth Expansion: Map key public and private stakeholders, track programs, funding cycles, and investment priorities, identify and activate Defense SMB growth opportunities, including: small and mid-sized Defense contractors and specialized technology, engineering, and cybersecurity firms

• Channel & SMB Defense Acceleration:

Work closely with distribution and channel partners to translate Defense SMB needs into scalable HP offers and enable repeatable, partner-led sales motions

• Value Proposition & Demand Generation Enablement:

reinforce HP’s positioning as a secure, compliant, and trusted technology provider.

• Certifications, Security & Regulatory Awareness:

Identify and prioritize Defense-critical certifications and compliance requirements (ENS, TEMPEST, ANSI etc.) and ensure sales motions are aligned with regulatory and security constraints.

Education & Experience:

• Bachelor's or Master's Degree in Sales, Marketing, Business Administration, or any other related discipline or commensurate work experience or demonstrated competence.

• 7-10 years of work experience, preferably in customer relationship management, account management, or a related field.

Knowledge & Skills:

• Strong knowledge of HP Products Portfolio.

• Strong understanding of Defense sector including regulations and compliance requirements

• Ability to create and maintain long-lasting relationships with partners and distributors.

• Good knowledge of different selling techniques and ability to create value propositions.

• Ability to create effective presentations to partners as well as end-customers.

• Self-motivated, result-oriented, customer focused and team player.

• Strong communication skills in Polish and English.

• Willingness to travel in assigned territory around 50% of working time.

Cross-Org Skills:

• Effective Communication

• Results Orientation

• Learning Agility

• Digital Fluency

• Customer Centricity

Our offer:

The on-target earnings (OTE) range for this role is 483250 PLN to 732600 PLN annually, with a 60%/40% (salary/incentive) mix. There are additional compensation opportunities for this role in accordance with the relevant plans and policies. In addition, this role may be eligible for equity awards (typically granted in the form of restricted stock units) that are independently granted by the Company's U.S. parent corporation, HP Inc., on a discretionary basis under its equity plan. Pay varies by job-related skills, effort, responsibility, working conditions, experience and work location.

Benefits:

Additionally, HP offers a comprehensive benefits package for this position, including:

• Health insurance for the employees and their closest family

• Employee assistance program

• Employee purchase program

• Multisport card

• Life insurance

• Flex-time arrangements and work from home opportunities

• Trainings and opportunities for personal development or advancement within the company

• Recognition programs

• Employee Capital Plans (PPK)

• Employee Pension Scheme (PPE)

The compensation and benefits information is accurate as of the date of this posting. The Company reserves the right to modify this information at any time, with or without notice, subject to applicable law.

Job -

Sales

Schedule -

Full time

Shift -

No shift premium (Poland)

Travel -

50%

Relocation -

No

Equal Opportunity Employer (EEO) -

HP, Inc. provides 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, physical or mental disability, medical condition, pregnancy, genetic predisposition or carrier status, uniformed service status, political affiliation or any other characteristic protected by applicable national, federal, state, and local law(s).

Please be assured that you will not be subject to any adverse treatment if you choose to disclose the information requested. This information is provided voluntarily. The information obtained will be kept in strict confidence.

For more information, review HP’s EEO Policy or read about your rights as an applicant under the law here: “Know Your Rights: Workplace Discrimination is Illegal"