Defense Business Development Manager

Role Overview

Defense Business Development Manager at HP, based in the Middle East with focus on the Defense vertical.

Role Purpose

Capture and scale HP's Defense business through strategic sales development, ecosystem positioning, and trusted advisor relationships. This pure sales role operates as a revenue-focused growth catalyst, orchestrating alignment across HP and the Defense ecosystem to position HP's value proposition early and credibly with key decision-makers.

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

• 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, and leaders within Defense primes and system integrators.
• Act as a trusted advisor, engaging customers on strategic topics including 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, mapping key public and private stakeholders and tracking 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 and 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 including ENS, TEMPEST, and ANSI.
• Ensure sales motions are aligned with regulatory and security constraints.

Additional Information

• Employment Type: Full time
• Schedule: No shift premium (Saudi Arabia)
• Equal Opportunity Employer: HP, Inc. provides equal employment opportunity to all employees and prospective employees, without regard to race, color, religion, sex, national origin, ancestry, citizenship, sexual orientation, age, disability, status as a protected veteran, marital status, familial status, physical or mental disability, medical condition, pregnancy, genetic predisposition or carrier status, uniformed service status, political affiliation, or any other characteristic protected by applicable national, federal, state, and local law(s).