Defense Business Development Manager
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Key skills for this role
About the Role
HP is seeking a Business Development Manager for the Defense vertical in the Middle East. This pure sales role focuses on capturing and scaling the Defense market through early stakeholder access, long-term credibility, and ecosystem positioning.
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 executives
- Act as a trusted advisor on strategic topics such as digital sovereignty and cybersecurity
- Build strong commercial relationships with system integrators, ISVs, OEMs, and strategic partners
- Own Defense market intelligence for Middle East
- Identify and activate Defense SMB growth opportunities
- Work with distribution and channel partners to translate Defense SMB needs into scalable offers
- Contribute to Defense focused ABM initiatives, events, and executive engagements
Requirements
- Experience in defense business development or sales
- Strong network within defense institutions and companies
- Ability to act as a trusted advisor on digital sovereignty, cybersecurity, and compliance
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 and technical leaders 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.
- Build strong commercial relationships with system integrators, ISVs, OEMs, and strategic partners critical to Defense programs.
- Own Defense market intelligence for Middle East: map key public and private stakeholders, track programs, funding cycles, and investment priorities.
- Identify and activate Defense SMB growth opportunities, including small and mid sized Defense contractors and specialized technology, engineering, and cybersecurity firms.
- Work closely with distribution and channel partners to translate Defense SMB needs into scalable HP offers and enable repeatable, partner led sales motions.
- Contribute to Defense focused ABM initiatives, events, and executive engagements, in collaboration with Marketing and Sales owners.
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