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 HPs 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 HPs 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 HPs Defense value proposition.

• Contribute to Defense-focused ABM initiatives events and executive engagements in collaboration with Marketing and Sales owners.

• Reinforce HPs 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.