Business Development Manager – Defence

Description -

HP is expanding its Defence business across Europe and is looking for an experienced Business Development Manager to lead our end-to-end Defence go-to-market across the Nordic region.

This is a strategic, customer-facing role focused on growing HP's presence with defence customers including national Ministries of Defence, prime contractors, and the emerging defence technology and start-up ecosystem. Working in overlay to our existing account teams, you will shape and execute the regional Defence strategy, open new accounts, and build the relationships, pipeline, and programmes that drive long-term growth.

You'll act as the connective tissue between customers, account teams, channel partners, and the wider HP organisation, translating defence-sector requirements into opportunities and ensuring we are positioned to win.

What you'll do?

• Own and grow the end-to-end Defence business across the Nordics, in partnership with account teams.

• Develop and own a multi-year strategic plan for the region, including a clear revenue trajectory, aligned across the wider business.

• Map the Nordic defence ecosystem: key customers, prime contractors, start-ups, programmes, decision-makers and build an actionable coverage model.

• Identify, qualify, and progress major opportunities, from early engagement through to close.

• Build a strong, well-tracked pipeline and provide regular, accurate reporting on progress.

• Represent HP at relevant defence events, industry associations, and forums, and build influence with key stakeholders.

• Engage and align internal teams (sales, channel, marketing, and business units) around the Defence opportunity.

• Stay close to customer priorities; sovereignty, capability requirements, and key programmes and feed these back to inform strategy and roadmap.

First 90 days

• Build a thorough understanding of our portfolio, roadmap, organisation, and operating model.

• Establish yourself internally and position the Defence role across sales, channel, marketing, and partner teams.

• Build early momentum with customers through joint engagements alongside account executives.

• Map the regional defence ecosystem: key deals, top players (Ministries of Defence, primes, start-ups), market size, and coverage gaps.

• Set up pipeline tracking and reporting.

• Confirm strategic priorities and present an initial multi-year Defence plan to leadership.

What we're looking for?

• Significant business development or sales experience in the defence sector, ideally across the Nordic region.

• A strong existing network within the Nordic defence community: Ministries of Defence, armed forces, prime contractors, and/or defence technology start-ups.

• A track record of opening new accounts and closing complex, high-value deals.

• Solid understanding of defence procurement processes, programme cycles, and the considerations that shape them (e.g. sovereignty, security, and capability requirements).

• The ability to think strategically and build multi-year plans, while also executing hands-on in the field.

• Excellent stakeholder management; comfortable influencing across customers, partners, and internal teams.

• Familiarity with technology, IT infrastructure, or related solutions is a strong advantage.

• Fluency in English; a Nordic language is highly desirable.

• Eligibility to obtain relevant security clearance, as required by customers.

• Willingness to travel across the region.

What we offer

• A high-impact, high-visibility role with a clear mandate to grow a strategic part of HP's business.

• The autonomy to shape regional strategy and build something from the ground up.

• A competitive salary and performance-based sales compensation.

• The backing of a global technology leader and close collaboration with HP's wider

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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"