Business Development Manager - Middle East (Cyber… at X-PHY · Dubai

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