North America Print Category Business Development Manager - Public Sector Focused
Description -
Job Summary
• The North America Public Sector Print Category Business Development Manager drives revenue growth, market share, and profitability for HP's print portfolio across Federal, State, Local Government, Education (SLED), public sector accounts. This role serves as the bridge between category management, sales, operations, finance, product management, and channel partners, translating business strategy into executable sales motions that improve competitive positioning and accelerate growth.
The Business Development Manager functions as a subject matter expert for HP's print portfolio, leading pricing strategy, deal support, sales enablement, channel programs, demand generation initiatives, and customer-facing business development activities. The role requires balancing strategic planning, competitive analysis, and execution across complex opportunities while influencing cross-functional teams.
Responsibilities
Business Development & Revenue Growth
• Drive incremental print revenue and market share across public sector, FED and SLED, accounts.
• Position HP solutions early in the sales cycle by influencing customer requirements and partner strategy.
• Support pursuit strategies for complex transactional and contractual print opportunities.
• Shape customer and partner buying decisions through competitive positioning and solution alignment.
• Identify growth opportunities based on market trends, customer needs, and portfolio strengths.
Pricing & Deal Strategy
• Own pricing strategy and category approvals for complex public sector opportunities.
• Review, evaluate, and approve strategic pricing requests and escalations.
• Balance revenue growth, competitiveness, and profitability across opportunities.
• Partner with bid desk, finance, and sales leaders to support strategic account pursuits.
Portfolio & Market Leadership
• Serve as the print category subject matter expert for HP and Channel public sector sales teams.
• Align product positioning, promotions, pricing programs, and inventory strategies with business objectives.
• Provide guidance on product transitions, NPI launches, supply constraints, and portfolio recommendations.
• Shape demand toward strategic products while managing supply and lifecycle risks.
Sales Enablement & Training
• Develop and deliver sales enablement programs for internal sellers and channel partners.
• Lead recurring training, roadshows, and webinars, to improve seller readiness.
• Create scalable tools, sales plays, pricing frameworks, and messaging that accelerate pipeline development.
• Support partner adoption of HP programs, promotions, and strategic initiatives.
Cross-Functional Leadership
• Collaborate with sales, product management, supply chain, operations, finance, marketing, and global business units.
• Lead resolution of complex customer, pricing, inventory, and supply chain challenges.
• Influence extended teams to solve complex business challenges and drive customer outcomes.
• Represent the print business within broader HP strategic initiatives and leadership discussions.
Public Sector Strategy & Compliance
• Support Federal and SLED opportunities requiring specialized compliance, security, and procurement expertise.
• Advise sales teams on federal requirements including TAA, Section 508, FIPS 140.3, and other government procurement standards.
• Assess business impacts associated with regulatory and product compliance changes.
• Develop strategies to protect and expand HP's position within key public sector accounts.
Education & Experience Recommended
• University or bachelor's degree in Marketing, Finance, Business, or a related field.
• Typically, 5-8 years of professional experience with a combination of Sales, Business Development, Business Planning, Category Management, or Marketing experience preferred.
• Experience working with channel partners, end-user sales organizations.
• Experience collaborating across sales, operations, finance, marketing, product management, and supply chain organizations.
Preferred Certifications
NA
Knowledge & Skills
• Deep knowledge of print hardware, managed print services, channel ecosystems, and public sector procurement.
• Excellent communication, presentation, negotiation, and influencing skills.
• Ability to translate product value propositions into clear, compelling sales enablement messaging.
• Strong understanding of business planning, sales strategy, and portfolio management.
• Ability to find creative solutions to complex business challenges in competitive situations.
• Knowledge of pricing programs, promotional strategies, and demand-generation initiatives.
• Ability to manage multiple priorities while maintaining strong operational rigor and execution excellence.
Impact & Scope
• Impacts function and leads and/or provides expertise to functional project teams and may participate in cross-functional initiatives.
Complexity
• Works on complex problems where analysis of situations or data requires an in-depth evaluation of multiple factors.
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.
The on-target earnings (OTE) range for this role is $133,950 to $210,300 USD
annually with a 80%/20% (salary/incentive) mix. There are additional
opportunities for pay in the form of bonuses and/or equity (applies to United
States of America candidates only). Pay varies by work location, job-related
knowledge, skills, and experience.
Benefits:
HP offers a comprehensive benefits package for this position, including:
* Health insurance
* Dental insurance
* Vision insurance
* Long term/short term disability insurance
* Employee assistance program
* Flexible spending account
* Life insurance
* Generous time off policies, including;
* 4-12 weeks fully paid parental leave based on tenure
* 13 paid holidays
* Additional flexible paid vacation and sick leave (US benefits overview
[https://hpbenefits.ce.alight.com/])
The compensation and benefits information is accurate as of the date of this
posting. The Company reserves the right to modify this information at any time,
with or without notice, subject to applicable law.
Job -
Sales
Schedule -
Full time
Shift -
No shift premium (United States of America)
Travel -
Relocation -
