Mid-Market Business Development Manager
Hewlett Packard Enterprise
Cloud
Salary
💰 $294,950 - $399,050 per year
Job Level
Lead
Tech Stack
Cloud
About the role
- Lead our lean, high-ownership MSP Partner Sales team, instilling best-practice pipeline and forecast discipline.
- Rapidly scale outreach and engagement with Managed Service Providers (MSPs), leveraging company investments in MSP-specific products, SKUs, and prominent MSP marketplaces.
- Define the ideal MSP Partner Profile to guide recruitment and onboarding for new and existing marketplace-led MSP motions—including headcount expansion.
- Drive revenue growth through effective recruitment, enablement, and co-sell collaboration with targeted MSP partners—ensuring pipeline consistency and forecast hygiene.
- Assess and energize our current MSP Partner portfolio, making data-driven changes to accelerate revenue and solidify our competitive position in the MSP ecosystem.
- Cultivate strong internal partnerships with Sales, Product, Customer Success, SEs, and Marketing (including tight collaboration with marketplace leads).
- Advise on and negotiate pricing, margin structures, marketplace terms, and incentives tailored for MSP partners and distributor-led motions.
- Actively engage and represent the business at MSP industry events, leveraging your deep network and marketplace experience to source competitive intel and new opportunities.
Requirements
- Hands-on experience building and leading successful partner ecosystems in the MSP space, including direct experience selling to and/or through MSPs and MSP marketplaces.
- Proven track record as a hunter—skilled at new-logo acquisition, pipeline generation, disciplined forecast management, and driving consistent growth in a competitive IT/SaaS environment.
- Established relationships across the MSP community including RMM/PSA vendors, competitor offerings, and prominent MSP industry events.
- Minimum 2-5 years experience managing, motivating, and developing high-performing sales teams; comfortable inheriting and growing a lean team in a rebuilding phase.
- Experience designing and executing partner go-to-market strategies specific to MSP product launches, marketplace integration, and market-share capture.
- Strong grasp of partner sales fundamentals—pricing/margin negotiations, incentive models, pipeline discipline, and team building in distributor or MSP-centric environments.
