Position:

Job Description:

Business Development Manager - HPE

HPE Networking, Aruba & Juniper (Estonia & Latvia)

Location: Estonia or Latvia
Territory: Estonia and Latvia
Reporting to: Networking & Security Business Unit Manager / Country Manager Baltics

Role Overview

We are seeking a highly motivated and technically skilled Business Development Manager - HPE to support the growth of HPE Networking, Aruba, and Juniper solutions across Estonia and Latvia.

The successful candidate will act as a trusted advisor to channel partners and end customers, helping them design, position, and implement modern networking solutions. Working closely with Arrow Business Development Managers, vendor technical teams, and partner organizations, the Pre-Sales Specialist will drive technical enablement, support sales engagements, and accelerate business growth through technical expertise.

This role requires strong knowledge of enterprise networking technologies combined with excellent communication skills and a passion for helping partners succeed.

Key Responsibilities

Technical Sales Support

• Support partners and Arrow sales teams throughout the sales cycle.
• Conduct customer discovery sessions and technical workshops.
• Qualify customer requirements and translate them into solution designs.
• Develop and present technical proposals, solution architectures, and bill of materials.
• Assist partners in responding to RFIs, RFQs, and RFPs.

Solution Design & Architecture

• Design networking solutions based on HPE Networking, Aruba, and Juniper technologies.
• Provide guidance on switching, routing, wireless, network security, and data center networking architectures.
• Recommend best practices and reference architectures.
• Support infrastructure modernization and network transformation projects.

Technical Enablement

• Deliver technical training and workshops for partners.
• Increase partner technical competencies and certifications.
• Develop technical presentations, demos, and proof-of-concept environments.
• Help partners understand new products, technologies, and vendor programs.

Vendor Collaboration

• Work closely with HPE, Aruba, and Juniper technical teams.
• Participate in technical briefings, launch activities, and certification programs.
• Act as a technical escalation point between partners and vendors.
• Provide feedback to vendors regarding market requirements and technical challenges.

Proof of Concept & Demonstrations

• Build and demonstrate networking solutions to partners and customers.
• Support proof-of-concept deployments.
• Validate technical architectures and proposed solutions.
• Assist with migration and adoption planning where required.

Market & Technology Development

• Stay current on market trends and emerging networking technologies.
• Maintain technical expertise in vendor portfolios and competitive solutions.
• Support strategic customer opportunities and key projects across Estonia and Latvia.

Required Qualifications

Experience

• Minimum 3-5 years of experience in networking pre-sales, systems engineering, technical consulting, or infrastructure engineering.
• Experience working with resellers, integrators, service providers, or vendors.
• Experience supporting enterprise IT infrastructure projects.
• Strong customer-facing and presentation skills.

Technical Knowledge

Strong knowledge of:

• Enterprise Networking
• Switching & Routing
• Wireless Networks & Wi-Fi
• Campus Networking
• Network Security Fundamentals
• Software-Defined Networking
• Data Center Networking
• Network Management & Monitoring
• Cloud Connectivity

Experience with the following technologies is highly desirable:

• HPE Networking
• Aruba Campus & Wireless Solutions
• Juniper Networks
• HPE Aruba Central
• Juniper Mist AI
• Juniper EX, MX, and SRX platforms
• Aruba CX Switching Portfolio

Certifications (Preferred)

The following certifications are considered an advantage:

• Aruba Certified Professional (ACP)
• Aruba Certified Design Expert (ACDX)
• Juniper JNCIA, JNCIS, or JNCIP
• HPE Networking Certifications
• Cisco CCNA or CCNP
• Fortinet NSE or equivalent networking/security certifications

Personal Profile

• Passion for networking technologies.
• Strong analytical and problem-solving skills.
• Excellent presentation and communication abilities.
• Ability to explain complex technical concepts in a simple manner.
• Self-driven and eager to learn new technologies.
• Team-oriented with strong collaboration skills.
• Fluent in English.
• Estonian or Latvian language skills are a significant advantage.

Key Success Metrics

• Technical support contribution to revenue growth.
• Number of partner enablement and training sessions delivered.
• Partner certification growth.
• Customer and partner satisfaction.
• Proof-of-concept success rate.
• Technical opportunity conversion rate.
• Vendor technical competency achievement.
• Support of strategic networking projects across Estonia and Latvia.

Ideal Candidate

A networking expert who enjoys working with partners, solving technical challenges, and helping customers adopt modern networking technologies. The ideal candidate combines strong hands-on networking knowledge with excellent communication skills and is capable of acting as a trusted advisor for HPE Networking, Aruba, and Juniper solutions throughout Estonia and Latvia.

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