Business Development Manager - Middle East (Cyber Security)

About the role

Requirements

• About the Opportunity We are seeking a highly energetic, ambitious, and driven Channel BDM (Business Development Manager - the role responsible for driving market growth and partner acquisition) to aggressively expand market presence across the Middle East for our cutting-edge cybersecurity hardware solutions. This role is designed for a professional with a relentless "hunter" mentality, a willingness to learn quickly, and the stamina to run across the market to close deals. This is not a role for managing the status quo; it requires establishing a robust partner ecosystem from the ground up and mastering the art of solution selling to position advanced cybersecurity hardware as a critical business enabler.
• Key Responsibilities
• Market Expansion & Partner Acquisition
• - Targeted Regional Expansion: Spearhead aggressive market entry by executing a localized channel partner strategy. The primary focus will be on penetrating the UAE (United Arab Emirates - a primary business hub country in the Middle East) and KSA (Kingdom of Saudi Arabia - a major, high-growth market country in the Middle East).
• - Lighthouse Account Strategy: Hunt and secure high-profile "lighthouse" accounts (key, early-adopter clients that serve as a beacon to attract other regional customers) within these target countries. This involves working closely with top-tier SI (System Integrator - a business that builds computing systems for clients by combining hardware and software products) partners to establish immediate market credibility and accelerate broader regional adoption.
• - Relentless In-Market Presence: Maintain an aggressive and consistent travel schedule across the target regions. This is a true "boots on the ground" role focused on building face-to-face relationships, knocking on doors, and securing the critical meetings necessary to build a massive sales pipeline.
• - Solution-Led Strategy: Pivot partners away from transactional, feature-based selling. The role requires driving a solution selling strategy that bundles our cybersecurity hardware with partner services to solve specific, complex customer pain points (such as ransomware protection and critical infrastructure defence).
• Sales & Revenue Generation
• - Target Ownership: Take full ownership of sales targets by directly supporting partners in closing complex, high-value deals using consultative solution selling techniques.
• - Pipeline Management: Work closely with partners to build, track, and accelerate joint business plans, focusing on long-term customer outcomes and recurring value rather than one-off sales.
• Continuous Learning & Enablement
• - Technical Mastery: Demonstrate a strong willingness to learn the deep technical aspects of hardware-based cybersecurity to confidently educate and empower the partner network on the solution selling methodology.
• - Partner Coaching: Train partner sales teams on how to uncover deep-seated client needs, ask the right discovery questions, and position the hardware as the ultimate business solution in a highly competitive landscape.
• Candidate Requirements
• Experience & Mindset
• - Experience: 5 to 8 years of high-performance experience in B2B (Business-to-Business - sales conducted directly between companies rather than to individual consumers) sales, channel development, channel partner management, or account management within the ICT (Information and Communications Technology - the broader technology sector encompassing communications and IT infrastructure) or cybersecurity space.
• - Proactive "Hunter" DNA: A proven track record of relentless prospecting, cold outreach, and breaking into new accounts. The ideal candidate hunts for leads rather than waiting for them.
• - Solution Selling Expertise: Demonstrated ability to transition from product-feature pitching to consultative solution selling, understanding the customer's total journey and underlying business challenges.
• - Coachability: Must be highly adaptable, open to feedback, and eager to master new technologies and sales methodologies.
• Skills & Competencies
• - High Energy: Possesses the physical and mental stamina to thrive in a fast-paced, high-travel role across the GCC (Gulf Cooperation Council - the regional economic and political union of Arab states bordering the Gulf).
• - Communication: Punchy, confident, and clear presentation skills, with the ability to command a room whether speaking to technical engineers or business owners.

Responsibilities

• Market Expansion & Partner Acquisition - Targeted Regional Expansion: Spearhead aggressive market entry by executing a localized channel partner strategy. The primary focus will be on penetrating the UAE (United Arab Emirates - a primary business hub country in the Middle East) and KSA (Kingdom of Saudi Arabia - a major, high-growth market country in the Middle East).
• - Lighthouse Account Strategy: Hunt and secure high-profile "lighthouse" accounts (key, early-adopter clients that serve as a beacon to attract other regional customers) within these target countries. This involves working closely with top-tier SI (System Integrator - a business that builds computing systems for clients by combining hardware and software products) partners to establish immediate market credibility and accelerate broader regional adoption.
• - Relentless In-Market Presence: Maintain an aggressive and consistent travel schedule across the target regions. This is a true "boots on the ground" role focused on building face-to-face relationships, knocking on doors, and securing the critical meetings necessary to build a massive sales pipeline.
• - Solution-Led Strategy: Pivot partners away from transactional, feature-based selling. The role requires driving a solution selling strategy that bundles our cybersecurity hardware with partner services to solve specific, complex customer pain points (such as ransomware protection and critical infrastructure defence).
• Sales & Revenue Generation - Target Ownership: Take full ownership of sales targets by directly supporting partners in closing complex, high-value deals using consultative solution selling techniques.
• - Pipeline Management: Work closely with partners to build, track, and accelerate joint business plans, focusing on long-term customer outcomes and recurring value rather than one-off sales.
• Continuous Learning & Enablement - Technical Mastery: Demonstrate a strong willingness to learn the deep technical aspects of hardware-based cybersecurity to confidently educate and empower the partner network on the solution selling methodology.
• - Partner Coaching: Train partner sales teams on how to uncover deep-seated client needs, ask the right discovery questions, and position the hardware as the ultimate

Skills

• channel partner management
• solution selling
• hardware-based cybersecurity
• market expansion
• business development
• rapprochement with system integrators
• partner coaching
• consultative selling
• lighthouse account strategy
• sales pipeline management
• high-value deal closure
• tech mastery in cybersecurity hardware
• cross-regional sales in Middle East
• sales strategy development
• trial to adoption onboarding