Defense Business Development Manager📣 Job Ad

About the Role

HP is seeking a Defense Business Development Manager to join our team in Riyadh, Saudi Arabia. This full-time sales role is strategically oriented, focusing on capturing and scaling the Defense vertical within the Middle East region. The manager acts as a revenue-focused growth catalyst, ensuring HP’s Defense value proposition is positioned early, credibly, and effectively with key decision-makers. Candidates should possess 5-10 years of relevant experience.

Strategic Importance

The Defense market operates on relationships and trust, where sales success relies on early access to key stakeholders, long-term credibility, and strong ecosystem positioning. This role is critical for HP to establish a presence upstream in Defense programs before technical and procurement decisions are finalized. The manager will ensure HP is perceived as a trusted advisor, converting macro-level Defense investment into tangible sales pipeline and revenue.

Key Responsibilities

• Own Defense-specific business development in the Middle East, from opportunity identification to deal shaping.
• Drive qualified pipeline creation aligned with the Defense Total Addressable Market (TAM).
• Support and accelerate complex, multi-year Defense sales cycles in collaboration with account teams.
• Leverage Public Sector resources to localize HP’s Defense value proposition.
• Contribute to Defense-focused Account-Based Marketing (ABM) initiatives, events, and executive engagements.
• Identify and prioritize Defense-critical certifications and compliance requirements (*, ENS, TEMPEST, ANSI).
• Ensure sales motions align with regulatory and security constraints.

Network Building and Ecosystem Engagement

• Establish and maintain a high-value Defense network, including senior decision-makers in public Defense institutions and ministries, executives in private Defense companies, and 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, 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.

Market Intelligence and Growth Expansion

• Own Defense market intelligence for the 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 Small and Medium Business (SMB) growth opportunities, including small and mid-sized Defense contractors and specialized technology, engineering, and cybersecurity firms.
• Work closely with distribution and channel partners to translate Defense SMB needs into scalable HP offers and enable repeatable, partner-led sales motions.
• Ensure Defense SMBs become a structured and sustainable growth engine for HP Middle East via the channel.

Candidate Profile

The ideal candidate will have 5-10 years of experience in business development or sales within the Defense sector, demonstrating a proven ability to build and maintain strategic relationships. This role requires a professional who can operate through orchestration and alignment, leveraging trusted relationships across HP and the broader Defense ecosystem. A strong understanding of Defense market dynamics and a proactive approach to identifying and securing new business opportunities are essential for success in this position.