Defense Business Development Manager

Defense Business Development Manager Description -

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 reg