Defense Business Development Manager
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Key skills for this role
About the Role
HP is seeking a Defense Business Development Manager to drive sales and business development in the Defense vertical in the Middle East. The role involves building a high-value network, engaging with senior decision-makers, and positioning HP as a trusted advisor.
Key Skills for This Role
Responsibilities
- Own Defense specific business development in Middle East, from opportunity identification to deal shaping
- Drive qualified pipeline creation aligned with Defense TAM
- Establish and maintain a high value Defense network including senior decision makers and industry leaders
- Act as a trusted advisor on strategic topics such as digital sovereignty, secure supply chains, and cybersecurity
- Build strong commercial relationships with system integrators, ISVs, OEMs, and strategic partners
- Own Defense market intelligence for Middle East, mapping stakeholders and tracking programs
- Identify and activate Defense SMB growth opportunities through channel partners
- Localize HP’s Defense value proposition and contribute to ABM initiatives and events
Requirements
- Experience in defense business development or sales
- Ability to build and maintain high value defense network
- Strong strategic orientation
- Knowledge of defense ecosystem and system integrators
- Familiarity with defense certifications and compliance (ENS, TEMPEST, ANSI)
Full Job Posting
Job Summary
- The Business Development Manager (BDM) – Defense is a pure sales role with a strong strategic orientation, created to capture and scale the Defense vertical.
- The BDM acts as a revenue focused growth catalyst, ensuring HP’s Defense value proposition is positioned early, credibly, and effectively with the right decision makers.
Key Responsibilities
- Own Defense specific business development in Middle East, from opportunity identification to deal shaping.
- Drive qualified pipeline creation aligned with Defense TAM.
- Support and accelerate complex, multi year Defense sales cycles, working alongside account teams.
- Establish and maintain a high value Defense network including senior decision makers in public Defense institutions and ministries, executives in private Defense companies, and leaders within Defense primes and system integrators.
- Act as a trusted advisor, engaging customers on strategic topics such as digital sovereignty, secure and resilient supply chains, cybersecurity, compliance, and long term platform stability.
- Represent HP with credibility and consistency across Defense forums, institutional meetings, and industry events.
- Build strong commercial relationships with system integrators, ISVs, OEMs, and strategic partners critical to Defense programs.
- Enable HP’s inclusion in multi vendor Defense solutions, positioning HP as a core technology component.
- Drive joint value positioning and co selling opportunities with ecosystem partners.
- Own Defense market intelligence for Middle East: map key public and private stakeholders, track programs, funding cycles, and investment priorities.
- Continuously refine TAM evolution and opportunity prioritization.
- Identify and activate Defense SMB growth opportunities, including small and mid sized Defense contractors and specialized technology, engineering, and cybersecurity firms.
Qualifications
- Experience in defense business development or sales.
- Ability to build and maintain a high value defense network.
- Strong strategic orientation.
- Knowledge of defense ecosystem and system integrators.
- Familiarity with defense certifications and compliance (ENS, TEMPEST, ANSI).
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