Job Purpose:
The Business Development Manager is responsible for building HPE Hybrid Cloud growth through structured reseller business planning, sales and technical competency development, software-led demand creation, demo execution, and end-customer POC coordination with presales resources. The role supports TD GoGlobal execution by translating HPE Global RFI priorities into repeatable local and regional motions for partners and customers.
The BDM has two distinctive strategies: first, to drive standalone HPE software sales motions such as VM Essentials, Morpheus, Zerto and storage/data services software; second, to lead private cloud business opportunities by coordinating pan-HPE offerings across software, storage, compute, networking, GreenLake and services.
Responsibilities:
- With assistance from the BU Manager build and execute a call plan that will ensure maximum return from the business partner community.
- Storage software sales, reseller business planning, technical/sales competency development, demo orchestration, end-customer POC coordination and private-cloud opportunity leadership
- HPE Hybrid Cloud, HPE VM Essentials / Morpheus, Zerto, Data Services, Alletra MP software-led motions and private cloud opportunities with pan-HPE offerings
- Measurable software pipeline growth, reseller activation, certifications, demos completed, POCs progressed and private-cloud-led business expansion
- Ensure the CRM is updated and used pro-actively to drive business engagements and forecasting
- Accurately forecast business with Sales Manager on a monthly basis.
- Work with Sales Support and provide support where necessary to ensure timely logging of orders.
- Lead standalone software sales motions for HPE VM Essentials, Morpheus, Zerto, data services software and storage software opportunities.
- Identify customers and partners suitable for virtualization software alternatives, storage software modernization, automation, observability and cloud operations use cases.
- Create repeatable sales plays for software-only opportunities, renewals, attach, up-sell and cross-sell motions.
- Equip resellers with positioning, objection-handling, discovery questions, licensing conversation guides and measurable opportunity actions.
- Track standalone software pipeline, quoted opportunities, deal progression, win/loss reasons and repeatable partner success patterns.
- 3. Private Cloud Business Leadership with Pan-HPE Offerings
- Lead private cloud opportunity development by connecting HPE software, storage, compute, networking, GreenLake and services into complete business outcomes.
- Work with presales and solution architects to scope private cloud architectures, workload requirements, migration considerations and customer business case inputs.
- Coordinate pan-HPE selling motions for HPE Private Cloud Business Edition, Private Cloud Enterprise, VM Essentials, Morpheus, Alletra MP, ProLiant, Aruba networking and services where relevant.
- Position private cloud offerings as a strategic outcome-led motion rather than a single-product transaction.
- Build partner capability to identify private cloud entry points, including virtualization cost pressure, workload modernization, data governance, operational simplification and hybrid cloud control.
- 4. Technical/Sales Competency & Certification Enablement
- Develop reseller enablement plans covering sales competency, technical competency, certifications, accreditation progress and readiness to position HPE storage software and private cloud solutions.
- Run partner enablement workshops, certification preparation sessions, sales bootcamps, technical webinars and hands-on learning activities.
- Coordinate with HPE enablement resources, TD SYNNEX Channel Academy, presales teams and Centers of Excellence to support partner learning paths.
- Track competency and certification progress by partner, including completion status, gaps, follow-up actions and conversion to live opportunities.
- Use certification and competency outcomes as a qualification criterion for selecting partners to support end-customer POCs and private cloud opportunities.
- 5. Demo Execution & End-Customer POC Coordination
- Conduct or coordinate software demos for partners and end customers to showcase HPE storage software, VM Essentials, Morpheus, Zerto and private cloud scenarios.
- Work with presales to plan demo environments, demo scripts, value messages, success criteria and customer follow-up actions.
- Coordinate end-customer POCs with presales, including opportunity qualification, technical discovery, scope definition, timelines, success criteria and resource alignment.
- Capture demo and POC outcomes, including customer feedback, technical blockers, business case findings, partner readiness gaps and progression actions.
- Use demo and POC activity as measurable evidence of partner activation, opportunity advancement and pipeline quality.
Knowledge, Skills and Experience:
- Minimum 6 to 8 years of experience selling IT solutions in the channel required.
- Tertiary IT degree or Diploma preferable
- Relationship Building Skills
- Communication Skills
- Self managed
- Maturity – able to work with all levels within an organization
- Strong business acumen
- Presentation Skills
- Leverage internal relationships and sell the ‘value add’
- Opportunity Closing Skills
- Technically competent
At Tech Data, a TD SYNNEX Company, our values guide everything we do: Together, We Own It, We Dare to Go, We Grow and Win, and above all, We Do the Right Thing. These principles shape how we work with each other, our partners, and our communities as we drive innovation and create lasting impact.
What’s In It For You?
- Elective Benefits: Our programs are tailored to your country to best accommodate your lifestyle.
- Grow Your Career: Accelerate your path to success (and keep up with the future) with formal programs on leadership and professional development, and many more on-demand courses.
- Elevate Your Personal Well-Being: Boost your financial, physical, and mental well-being through seminars, events, and our global Life Empowerment Assistance Program.
- Diversity, Equity & Inclusion: It’s not just a phrase to us; valuing every voice is how we succeed. Join us in celebrating our global diversity through inclusive education, meaningful peer-to-peer conversations, and equitable growth and development opportunities.
- Make the Most of our Global Organization: Network with other new co-workers within your first 30 days through our onboarding program.
- Connect with Your Community: Participate in internal, peer-led inclusive communities and activities, including business resource groups, local volunteering events, and more environmental and social initiatives.
Don’t meet every single requirement? Apply anyway.
At Tech Data, a TD SYNNEX Company, we’re proud to be recognized as a great place to work and a leader in the promotion and practice of diversity, equity and inclusion. If you’re excited about working for our company and believe you’re a good fit for this role, we encourage you to apply. You may be exactly the person we’re looking for!
We are an equal opportunity employer and committed to building a diverse team that represents and empowers a variety of backgrounds, perspectives, and skills. All qualified applicants will receive consideration for employment based on merit, without regard to race, colour, religion, national origin, gender, gender identity or expression, sexual orientation, protected veteran status, disability, genetics, age, or any other characteristic protected by law. To support our diversity and inclusion efforts, we may ask for voluntary gender disclosure information. This data will be used solely to improve our hiring practices and ensure fair treatment for all candidates.
