Business Development Manager Iberia - Defense
Description -
The
Defense Business Development Manager (BDM)
is responsible for accelerating HP's growth within the Iberian Defense sector by identifying strategic opportunities, building trusted relationships with key stakeholders, and positioning HP's secure technology portfolio within complex Defense programs.
This is a
pure 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 Iberia, 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 Iberia
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
(e.g., ENS, TEMPEST, BASC). 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
10+ years of experience in the Defense sector
.
20+ years of experience
in business development, account management,



or strategic sales roles.
Demonstrated experience navigating
complex institutional and Defense ecosystems
.
Knowledge & Skills
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
Tools
Salesforce
CRM and pipeline management tools
Languages
Spanish (native or fluent)
English (professional fluency)
What we offer
Opportunity to work in an international organization with colleagues coming from all over the world.
Diverse, continued internal growth and career opportunities. Including HP's own learning platform and LinkedIn Learning.
An attractive benefits package:
Health & Life insurance.
Lunch at reduced prices at our canteen/ ticket restaurant vouchers.
HP product discount.
Work life balance / versátil working hours.
Women, Pride, Young employees, Sustainability and DisAbility Just a few of our fantastic global business networks you can get involved with locally.
Do you like to give back to the community? Then join one of our many volunteering teams or be a part of the incredible HP charity day held on site annually.
We have an onsite Doctor and medical team for our employees, including services such as: nutrition, physiotherapy, and general health.
Sales & Services Entity
Job -
Sales
Schedule -
Full time
Shift -
No shift premium

📌 Business Development Manager Iberia (Madrid)
🏢 HP
📍 Madrid