Defense Business Development Manager

About the role

The Defense Business Development Manager is a pure sales position with a strong strategic focus, responsible for capturing and scaling HP’s Defense vertical across the Middle East. The role acts as a revenue‑focused growth catalyst, positioning HP’s Defense value proposition early and credibly with key decision‑makers.

Key responsibilities

• Own end‑to‑end Defense business development in the Middle East, from opportunity identification to deal shaping.
• Create and maintain a qualified pipeline aligned with the Defense total addressable market.
• Support and accelerate complex, multi‑year Defense sales cycles alongside account teams.
• Build and nurture a high‑value network of senior decision‑makers in public defense institutions, ministries, private defense companies, and system integrators.
• Act as a trusted advisor on strategic topics such as digital sovereignty, secure supply chains, and cybersecurity.
• Represent HP at defense forums, institutional meetings, and industry events.
• Develop commercial relationships with system integrators, ISVs, OEMs, and strategic partners to embed HP in multi‑vendor solutions.
• Gather market intelligence, map stakeholders, track programs and funding cycles, and refine TAM and opportunity prioritisation.
• Collaborate with distribution and channel partners to translate SMB defense needs into scalable HP offers.

Required profile

• Proven experience in defense‑focused business development or sales.
• Established network with senior leaders in public and private defense organisations.
• Ability to act as a trusted advisor on strategic and technical defence topics.
• Experience managing long‑term, multi‑year sales cycles.
• Strong understanding of digital sovereignty, secure supply chains and cybersecurity considerations.

Required skills

• Cybersecurity