Defense Business Development Manager

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. 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, while leveraging existing HP structures, CoEs, and functional owners. Strategic Importance of the Role Defense is a relationship-driven and trust-based market, where sales success depends less on transactional execution and more on: • Early access to key stakeholders • Long-term credibility • Ecosystem positioning This Role Is Critical To Ensure HP • Is present upstream in Defense programs, before technical and procurement decisions are locked • Is perceived as a trusted advisor, not merely a supplier • Converts macro-level Defense investment into tangible sales pipeline and revenue Key Responsibilities Defense Business Development & Sales Ownership • 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. Network Building & Trusted Advisor Role (Critical Dimension) • 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 • 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. Ecosystem & System Integrator Engagement • 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. Market Intelligence, TAM & Growth Expansion • 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 • Specialized technology, engineering, and cybersecurity firms Channel & SMB Defense Acceleration • Work closely with distribution and channel partners to: • Translate Defense SMB needs into scalable HP offers • Enable repeatable, partner-led sales motions • Ensure Defense SMBs become a structured and sustainable growth engine for HP Middle East via the channel. Value Proposition & Demand Generation Enablement • Leverage Public Sector resources to localize HP’s Defense value proposition. • Contribute to Defense-focused ABM initiatives, events, and executive engagements, in collaboration with Marketing and Sales owners. • Reinforce HP’s positioning as a secure, compliant, and trusted technology provider. Certifications, Security & Regulatory Awareness • Identify and prioritize Defense-critical certifications and compliance requirements (ENS, TEMPEST, ANSI etc.). • Ensure sales motions are aligned with regulatory and security constraints. Show more Show less

Defense Business Development & Sales Ownership: 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. Network Building & Trusted Advisor Role (Critical Dimension): 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; Represent HP with credibility and consistency across Defense forums, institutional meetings, and industry events. Ecosystem & System Integrator Engagement: 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. Market Intelligence, TAM & Growth Expansion: 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. Channel & SMB Defense Acceleration: Work closely with distribution and channel partners to translate Defense SMB needs into scalable HP offers; Enable repeatable, partner-led sales motions; Ensure Defense SMBs become a structured and sustainable growth engine for HP Middle East via the channel. Value Proposition & Demand Generation Enablement: Leverage Public Sector resources to localize HP’s Defense value proposition; Contribute to Defense-focused ABM initiatives, events, and executive engagements, in collaboration with Marketing and Sales owners; Reinforce HP’s positioning as a secure, compliant, and trusted technology provider. Certifications, Security & Regulatory Awareness: Identify and prioritize Defense-critical certifications and compliance requirements (ENS, TEMPEST, ANSI etc.); Ensure sales motions are aligned with regulatory and security constraints.