Business Development Manager Benelux - Dutch speaker

  

This role has been designed as ‘Hybrid’ with an expectation that you will work on average 2 days per week from an HPE office.

Job Description:

   

Sales Role: BeNeLux Alletra 4000 Business Development Manager - Compute

The Alletra 4000 Business Development Manager will dedicate focused business development to expand adoption, pipeline, and revenue for Alletra 4000, a key growth engine with an +20M$ BeNeLux business. Responsibilities include building and executing joint go-to-market motions with Qumulo, Cohesity, Scality, and WEGA, designing channel and alliance incentive programs, sharing business intelligence (market segmentation, whitespace/refresh signals, prioritized target accounts, competitive insights) with the field and partners, and managing sales/partner escalations within defined SLAs to maintain deal velocity. 

The role will also focus on continuous enablement for internal sales/presales teams, distributors, and VAR/SI partners on Alletra 4000 value propositions, competitive plays, and validated architectures with the alliances. Additionally, the manager will drive demand generation and co-marketing campaigns, enable the channel with playbooks and training, and lead account mapping and co-sell plays with alliances, directly contributing to growth in revenue, alliance-sourced pipeline, channel productivity, and customer satisfaction supporting NWE’s overall 60M objective.

Role summary

The Business Development Manager (BDM) for HPE Alletra 4000 builds and executes the go-to-market to accelerate revenue, pipeline, and market share for Alletra 4000 based solutions. You will shape the portfolio’s positioning, pricing, and lifecycle strategy, and guide direct and indirect sales, channel partners, and key alliances to win priority workloads (backup & recovery, file/object, data-intensive).

Management level definition

Applies developed subject-matter knowledge to solve common and complex business issues and recommends appropriate alternatives. Works on problems of diverse complexity and scope. May lead virtual teams, provide direction to team activities, and facilitate information validation and decision-making. Exercises independent judgment to identify and select solutions and seeks advice when decisions involve high complexity.

What you’ll do

• Own the Alletra 4000 business plan: contribute to portfolio strategy, pricing, and offer lifecycle; define segment/vertical priorities (Enterprise, Mid-Market/Commercial, Public Sector).

• Alliance-led growth: create and execute joint GTM with Qumulo, Cohesity, Scality, and WEGA (packaged offers, validated architectures, reference wins, account mapping, co-selling rules of engagement, MDF plans).

• Channel enablement & development: recruit and enable resellers/distributors; drive competencies, deal registration, seller playbooks, enablement sessions, demo/POC programs, and repeatable campaigns through the channel.

• Sales acceleration: brief and support HPE Account Managers, Specialists, and Presales on product strategy, competitive positioning, and value engineering; engage on top deals to shape solution, TCO/ROI, and close plans.

• Market & competitive leadership: act as the expert on competitive products and pricing; deliver win strategies vs. incumbents and new entrants; maintain competitive libraries and talk tracks.

• Demand generation: set strategic and tactical priorities with Marketing; build pipeline via events, webinars, customer workshops, and digital campaigns with alliances and the channel.

• Forecasting & performance management: own pipeline health, forecasting rhythm, and reporting; optimize mix, price realization, and program utilization.

• Partner programs: leverage HPE and alliance incentives, rebates, and services to maximize partner profitability and deal velocity.

• Cross-functional leadership: coordinate with Supply Chain, Presales, Services, and Finance to ensure availability, delivery, and customer success.

• Customer advocacy: capture requirements from customers/partners; feed insights to global portfolio and pricing teams.

Education & experience

• University/bachelor’s degree in marketing, Finance, Business Studies, Computer Science, (or equivalent experience).

• 3-5 years in a combination of Marketing, Sales, Business Planning, and/or Business Development within IT infrastructure or storage.

• Commercial partner management expertise (VARs, distributors, SIs; OEMs). Enterprise end-user account management experience is an alternative.

Knowledge & skills

• IT industry & storage expertise; understanding of software-defined storage, data protection, and file/object workloads.

• Business & financial planning: modeling, pricing, margin management, complex reporting.

• Alliance GTM: proven record building pipeline and closing with technology partners (e.g., Qumulo, Cohesity, Scality, WEGA).

• Channel development: enablement programs, competencies, deal reg, MDF, and sell-with/sell-through motions.

• Executive communication & negotiation: frame compelling value propositions for customers and partners; influence senior stakeholders.

• Marketing know-how: promotional processes, campaign design, and measurement.

• Leadership across sales, presales, marketing, supply chain, and services; ability to lead virtual teams.

• Languages: Fluent in English and Dutch.

Key performance indicators (KPIs)

• Alletra 4000 revenue, pipeline growth, and win rate (direct and through channel).

• Alliance-sourced pipeline and closed-won (Qumulo/Cohesity/Scality/WEGA).

• Channel productivity: active selling partners, certifications, deal registrations, MDF ROI.

• Margin & price realization, mix optimization, and program utilization.

• Forecast accuracy and sales cycle time reduction.

Accountability, Accountability, Active Learning, Active Listening, Assertiveness, Bias, Building Rapport, Buyer Personas, Coaching, Complex Sales, Creativity, Critical Thinking, Cross-Functional Teamwork, Customer Experience Strategy, Customer Interactions, Design Thinking, Empathy, Financial Acumen, Follow-Through, Growth Mindset, Identifying Sales Opportunities, Industry Knowledge, Intellectual Curiosity (Inactive), Long Term Planning, Managing Ambiguity {+ 6 more}

Health & Wellbeing

We strive to provide our team members and their loved ones with a comprehensive suite of benefits that supports their physical, financial and emotional wellbeing.

Personal & Professional Development

We also invest in your career because the better you are, the better we all are. We have specific programs catered to helping you reach any career goals you have — whether you want to become a knowledge expert in your field or apply your skills to another division.

Unconditional Inclusion

We are unconditionally inclusive in the way we work and celebrate individual uniqueness. 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.

#netherlands

#compute

Job:

Sales

Job Level:

Intermediate

    

Hewlett Packard Enterprise is EEO Protected Veteran/ Individual with Disabilities.

   

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