Defense Business Development Manager

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

• 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

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.

• 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.
  

• 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
• Specialized technology, engineering, and cybersecurity firms
  

• 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.
  

• 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.

• Identify and prioritize Defense-critical certifications and compliance requirements (ENS, TEMPEST, ANSI etc.).
• Ensure sales motions are aligned with regulatory and security constraints.