Defense Business Development Manager
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Key skills for this role
About the Role
The Business Development Manager (BDM) Defense is a pure sales role with a strong strategic orientation, created to capture and scale the Defense vertical. While this role does.
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
- 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 institutions and private companies
- Act as a trusted advisor, engaging customers on strategic topics such as digital sovereignty, secure supply chains, and cybersecurity
- Represent HP with credibility across Defense forums, institutional meetings, and industry events
- Build strong commercial relationships with system integrators, ISVs, OEMs, and strategic partners critical to Defense programs
- Own Defense market intelligence for Middle East: map stakeholders, track programs, refine TAM
- Identify and activate Defense SMB growth opportunities through channel partners
- Contribute to Defense focused ABM initiatives, events, and executive engagements
Requirements
- Proven experience in defense or government business development and sales
- Strong network of senior decision makers in public defense institutions and ministries
- Experience working with system integrators, ISVs, OEMs, and strategic partners in defense
- Knowledge of defense market intelligence, TAM, and growth expansion
- Ability to drive channel and SMB defense acceleration
- Familiarity with defense certifications and compliance requirements (ENS, TEMPEST, ANSI, etc.)
- Excellent communication, negotiation, and presentation skills
Full Job Posting
Role Overview
- The Business Development Manager (BDM) Defense is a pure sales role with a strong strategic orientation, created to capture and scale the Defense vertical.
- While this role does not lead or own cross functional teams, it is highly influential by design, operating through orchestration, alignment, and trusted relationships across HP and the Defense ecosystem.
- 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.
- Work closely with distribution and channel partners to translate Defense SMB needs into scalable HP offers and enable repeatable, partner led sales motions.
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