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 regulatory and security constraints.