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Job Description
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
- 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
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.
- 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.
- 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.
- 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
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- 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.
- 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.
- Identify and prioritize Defense-critical certifications and compliance requirements (ENS, TEMPEST, ANSI etc.).
- Ensure sales motions are aligned with regulatory and security constraints.
Skills
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About Company
HP, or Hewlett-Packard, is a renowned global technology company specializing in personal computing, printing, and related services and solutions. With a history dating back to 1939, HP has been a pioneer in the technology industry, driving innovation and advancing the way people work and live. HP's diverse portfolio includes products such as laptops, desktops, printers, and software solutions, serving consumers, businesses, and government organizations worldwide. HP Careers provide exciting opportunities for talented individuals to join a dynamic team dedicated to pushing the boundaries of technology and delivering exceptional experiences to customers. With a culture of innovation, diversity, and collaboration, HP empowers employees to unleash their creativity and make a meaningful impact on the world.
Important dates & deadlines?
Application Deadline
05 Sep 26, 01:33 PM IST
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Defense Business Development Manager
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