Business Development Manager - HPE Partner Ecosystem

Position Overview:

HCL Technologies is seeking an experienced Business Development Manager (BDM) to join our Hewlett Packard Enterprise (HPE) Partner Ecosystem team. In this role, you will be responsible for driving business growth through strategic alliances and partnerships with HPE, managing partner relationships, and identifying new business opportunities. You will work closely with HCL’s internal teams and HPE to develop joint go-to-market strategies, expand HCL’s service offerings, and enhance our customer base in key markets.

This is an exciting opportunity for a motivated and results-driven professional to contribute to the growth and success of HCLTech’s partnership with one of the world’s leading IT companies, HPE, and work on delivering transformative technology solutions to clients globally.

Key Responsibilities:

1. Partner Relationship Management:

• Build and nurture strong relationships with HPE and its key stakeholders, ensuring alignment with both HCLTech and HPE’s business goals.
• Act as the primary point of contact for HCLTech’s strategic relationship with HPE, coordinating efforts between both organizations to maximize mutual success.
• Manage day-to-day partner activities, ensuring smooth communication, collaboration, and alignment of joint initiatives and strategies.

1. Business Development & Sales Strategy:

• Identify and qualify new business opportunities through HPE’s partner ecosystem, focusing on revenue generation and expanding market share.
• Develop and execute business development strategies to sell joint solutions and offerings to HCLTech’s customers, leveraging HPE’s products and technologies.
• Collaborate with the sales and technical teams to build integrated solutions that address client needs across various industries, such as cloud, data center, AI, and digital transformation.
• Drive the development of targeted sales campaigns and account strategies to ensure strong pipeline creation and sales growth.

1. Go-to-Market Execution:

• Develop and implement joint go-to-market (GTM) strategies with HPE to promote HCLTech’s offerings and grow HPE’s presence in target markets.
• Work closely with the marketing teams to develop joint marketing programs, co-branded collateral, and digital campaigns that drive brand awareness and lead generation.
• Coordinate with HPE’s sales and marketing teams to execute partner-driven events, webinars, conferences, and other initiatives to increase visibility and drive sales.

1. Solution Innovation & Integration:

• Collaborate with technical and product teams to create and deliver integrated solutions that leverage HPE’s infrastructure, cloud, and edge technologies.
• Help design innovative solutions that combine HPE’s products and HCLTech’s services (e.g., cloud services, AI, automation, and digital workplace solutions) to meet customer needs.
• Identify new opportunities for joint solution development and innovation that can provide a competitive edge in the marketplace.

1. Market Intelligence & Competitive Analysis:

• Stay informed about the latest trends, innovations, and competitive landscape in the HPE ecosystem and related markets.
• Provide insights into competitor strategies, emerging market opportunities, and evolving customer needs to guide HCLTech’s business development strategy.
• Monitor industry developments, technology innovations, and HPE product roadmaps to proactively anticipate customer demands and opportunities.

Reporting & Performance Tracking:

• Track, measure, and report on key performance indicators (KPIs) for partner sales performance, including lead generation, pipeline development, and deal closure rates.
• Provide regular updates to senior leadership on the status of partnership initiatives, sales pipeline health, and progress toward revenue targets.
• Develop and maintain partner activity reports, sales forecasts, and success metrics to ensure alignment with business objectives.

Key Skills and Qualifications:

• Education:
• Bachelor’s or Master’s degree in business administration, Information Technology, Marketing, or a related field. Relevant certifications in business development or partner management are a plus.
• Experience:
• Minimum of 8-10 years of experience in business development, partner management, or strategic alliances within the IT services or technology industry.
• Proven track record of driving sales and revenue growth through strategic partnerships, preferably with large technology providers.
• Strong experience in selling IT solutions, including data center technologies, cloud infrastructure, and digital transformation services.
• Experience working with cross-functional teams, including sales, technical, and marketing teams, to build integrated solutions and deliver customer value.
• Technical Expertise (Optional):
• Familiarity with HPE’s product suite and how they can be integrated with HCLTech’s offerings to deliver comprehensive solutions.
• Knowledge of cloud computing, data center infrastructure, AI, and digital transformation is highly desirable.
• Soft Skills:
• Excellent communication and interpersonal skills with the ability to manage relationships at all levels within both HCLTech and HPE.
• Strong business acumen and an ability to identify and capitalize on business opportunities.
• Strong negotiation and deal-closing skills, with experience in complex sales cycles.