ISV Business Development Manager (m/f/d) Description - HP is seeking senior professionals to join our Global Independent Software Vendor (ISV) team. This dynamic team will be instrumental in driving HP's transformation into a solutions-based organization, managing key ISV relationships, and fostering innovation in collaboration with ISVs, their customers, and partners globally. In this role, you will also be responsible for building and managing robust opportunities funnel in collaboration with ISVs, identifying and nurturing strategic opportunities that drive revenue growth and customer success. These roles require a blend of strategic thinking, influencing, cross-functional collaboration, and hands-on execution to expand HP’s footprint within the ISV ecosystems. The role also collaborates with internal sales teams to ensure the seamless execution of HPS strategy while monitoring OKRs. The role demonstrates a superior understanding of product categories, workflows and solutions within their area of expertise. Enjoy a hybrid, global role that combines leadership, business development, and technology-driven innovation. Responsibilities Lead business development initiatives to identify, onboard, and grow partnerships with both new and existing ISVs while also representing HP and its solutions at ISV events, conferences, and customer engagements. Manage strategic market partnerships with ISVs, ensuring alignment with their customer needs and broader HP objectives. Act as the primary liaison between HPS, ISVs, their partners, and customers to develop innovative, solutions-driven opportunities. Collaborate cross-functionally to ensure HP’s products and solutions meet the evolving needs of ISVs and their end customers. Drive quota-based objectives, ensuring both individual and team targets are met or exceeded and also monitor Objectives and Key Results (OKRs) and their performance to identify areas for improvement. Facilitate and integrate leadership development practices within daily operations, enhancing individual and team readiness for future challenges. Education & Experience Recommended 5 years experience in business development, partnership management, or a similar role within the ISV ecosystem. Proven ability to work with cross-cultural teams and influence stakeholders across diverse geographies. Expertise in developing and delivering executive-level presentations, coupled with strong emotional intelligence. Familiarity with ISV ecosystems, workflows, technical sales, and software-hardware integrations Strategic thinker with the ability to balance long-term vision and short-term goals. Advanced negotiation skills, with a demonstrated ability to structure and close complex agreements that drive mutual value for partners and HP. Advanced degree in leadership and management preferred. Leadership and Personal Development At HP, we believe that leadership begins with a growth mindset and a commitment to continuous improvement. In this role, you will: Demonstrate a growth mindset by seeking opportunities to enhance your current knowledge, skills, attributes, and abilities in alignment with HP’s people-first philosophy. Build leadership capabilities through strategic thinking, cross-cultural communication, and emotional intelligence development. Engage in activities that prioritise people-first leadership, fostering collaboration, trust, and a solutions-oriented mindset. Develop a deeper understanding of leader developmental readiness, preparing yourself for future challenges and opportunities. Enhance your expertise in areas such as executive-level presentations, negotiation skills, and relationship management, driving meaningful impact in HP’s transformation journey. Knowledge ISV Ecosystems: In-depth understanding of ISV business models, partnership ecosystems, and software/hardware integration. Solution Selling: Knowledge of solutions-based selling approaches Industry Trends: Familiarity with emerging technologies in the ISV domain (e.g., cloud computing, AI, and SaaS solutions). Market Dynamics: Regional knowledge of market trends, customer needs, and competitive landscapes in North America, Europe, and global markets. Skills Strategic Thinking: Ability to create and execute long-term strategies that align with HP’s transformation goals. Relationship Management: Strong interpersonal skills to build and nurture trust with ISVs, customers, and partners. Advanced Negotiation: Competence in handling high-stakes negotiations and closing complex agreements. Cross-Cultural Communication: Skilled in adapting communication styles to diverse audiences across regions. Presentation Excellence: Proficiency in crafting and delivering executive-level presentations that resonate with key stakeholders. Opportunity Management: Expertise in identifying, prioritising, and managing a robust opportunities funnel. Problem Solving: Analytical thinking to address challenges, innovate solutions, and drive results. Prioritization and Time Management: Ability to focus on high-impact initiatives and allocate resources effectively. Business fluent in German and English. Attributes Growth Mindset: Eagerness to embrace challenges, learn from feedback, and pursue continuous improvement. Emotional Intelligence: High self-awareness, empathy, and ability to manage interpersonal relationships judiciously. Resilience: Ability to adapt and thrive in a fast-paced, dynamic environment, while maintaining focus on priorities. Curiosity: Genuine interest in understanding ISV business models and identifying creative partnership opportunities. Strategic Focus: A disciplined approach to prioritising tasks and resources to achieve long-term objectives without losing sight of immediate needs. People-First Leadership: Commitment to fostering collaboration, trust, and inclusivity within teams and partnerships. Abilities Leadership Readiness: Capacity to lead by influence and develop leadership capabilities for future roles. Quota Achievement: Proven ability to consistently meet or exceed business development targets. Stakeholder Influence: Strong ability to engage, influence, and align diverse stakeholders around common goals. Multitasking and Prioritization: Ability to balance competing demands, evaluate priorities, and focus on initiatives that deliver the greatest value. What do we have to offer? Employee-oriented corporate culture - our « HP Way »: we value enthusiasm, regular feedback, trust and respect within our teams. We want to promote meaningful innovation within each and every employee by giving them the opportunity to grow from their mistakes and get new inspirations through collaboration in our regional/global teams A well-adjusted work-life-balance due to flexible working hours and home office regulations Attractive salary package with additional benefits, such as 30 paid leave days, company pension plans, a long-term time account, bike leasing, employee counselling programs, wellness initiatives etc. Equal opportunities and continuous career development, e.g. as part of the global mentoring programs, e-learning platforms Multiple Employee Impact Networks such as Next Generation Network, Women’s Network and Pride Network which organize interesting trainings and after-work events to expand your network You are convinced to be a perfect match? Then join our HP family and apply now ( please provide CV in English ) You want to know more about us? Then click here to get more insight into our «HP Way» : www.instagram.com/hpcareers www.linkedin.com/company/hp www.jobs.hp.com Disclaimer This job description describes the general nature and level of work performed in this role. It is not intended to be an exhaustive list of all duties, skills, responsibilities, knowledge, etc. These may be subject to change and additional functions may be assigned as needed by management. LI-POST Job - Sales Schedule - Full time Shift - No shift premium (Germany) Travel - 75% Relocation - 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. 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