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.
Job - Sales Schedule - Full time Shift - No shift premium (Saudi Arabia) Travel - Relocation -
