Business Development Manager - Middle East (Cyber Security)

X-PHY is an industry leader in cybersecurity technology, delivering cutting-edge solutions that proactively protect businesses from evolving cyber threats. We don’t just build products—we build the future. As a cybersecurity technology company, we are redefining industry standards, pushing boundaries, and creating transformative solutions to protect the digital world. Joining us isn’t just about securing a job—it’s about embarking on an entrepreneurial journey. Here, you don’t just work for the company; you grow with it. We seek visionaries who think beyond the ordinary, strategists who challenge the status quo, and action-takers who execute with intensity and precision. If you're ready to shape the future of cybersecurity, we want you on our team. About the Opportunity We are seeking a highly energetic, ambitious, and driven Channel BDM (Business Development Manager - the role responsible for driving market growth and partner acquisition) to aggressively expand market presence across the Middle East for our cutting-edge cybersecurity hardware solutions. This role is designed for a professional with a relentless "hunter" mentality, a willingness to learn quickly, and the stamina to run across the market to close deals. This is not a role for managing the status quo; it requires establishing a robust partner ecosystem from the ground up and mastering the art of solution selling to position advanced cybersecurity hardware as a critical business enabler. Key Responsibilities Market Expansion & Partner Acquisition Targeted Regional Expansion: Spearhead aggressive market entry by executing a localized channel partner strategy. The primary focus will be on penetrating the UAE (United Arab Emirates - a primary business hub country in the Middle East) and KSA (Kingdom of Saudi Arabia - a major, high-growth market country in the Middle East). Lighthouse Account Strategy: Hunt and secure high-profile "lighthouse" accounts (key, early-adopter clients that serve as a beacon to attract other regional customers) within these target countries. This involves working closely with top-tier SI (System Integrator - a business that builds computing systems for clients by combining hardware and software products) partners to establish immediate market credibility and accelerate broader regional adoption. Relentless In-Market Presence: Maintain an aggressive and consistent travel schedule across the target regions. This is a true "boots on the ground" role focused on building face-to-face relationships, knocking on doors, and securing the critical meetings necessary to build a massive sales pipeline. Solution-Led Strategy: Pivot partners away from transactional, feature-based selling. The role requires driving a solution selling strategy that bundles our cybersecurity hardware with partner services to solve specific, complex customer pain points (such as ransomware protection and critical infrastructure defence). Sales & Revenue Generation Target Ownership: Take full ownership of sales targets by directly supporting partners in closing complex, high-value deals using consultative solution selling techniques. Pipeline Management: Work closely with partners to build, track, and accelerate joint business plans, focusing on long-term customer outcomes and recurring value rather than one-off sales. Continuous Learning & Enablement Technical Mastery: Demonstrate a strong willingness to learn the deep technical aspects of hardware-based cybersecurity to confidently educate and empower the partner network on the solution selling methodology. Partner Coaching: Train partner sales teams on how to uncover deep-seated client needs, ask the right discovery questions, and position the hardware as the ultimate business solution in a highly competitive landscape. Candidate Requirements Experience & Mindset Experience: 5 to 8 years of high-performance experience in B2B (Business-to-Business - sales conducted directly between companies rather than to individual consumers) sales, channel development, channel partner management , or account management within the ICT (Information and Communications Technology - the broader technology sector encompassing communications and IT infrastructure) or cybersecurity space. Proactive "Hunter" DNA: A proven track record of relentless prospecting, cold outreach, and breaking into new accounts. The ideal candidate hunts for leads rather than waiting for them. Solution Selling Expertise: Demonstrated ability to transition from product-feature pitching to consultative solution selling , understanding the customer's total journey and underlying business challenges. Coachability: Must be highly adaptable, open to feedback, and eager to master new technologies and sales methodologies. Skills & Competencies High Energy: Possesses the physical and mental stamina to thrive in a fast-paced, high-travel role across the GCC (Gulf Cooperation Council - the regional economic and political union of Arab states bordering the Gulf). Communication: Punchy, confident, and clear presentation skills, with the ability to command a room whether speaking to technical engineers or business owners. Self-Managed, Ownership-Driven Culture that empowers individuals to take initiative and make an impact Performance-Based Bonuses that reward results, contributions, and value creation Passionate, Energetic, and Innovative Work Culture where ideas are encouraged and collaboration thrives Clear Opportunities for Growth and Development through continuous learning, exposure, and career progression Positive and Supportive Work Environment that values respect, teamwork, and high performance