# Business Development Manager - Middle East (Cyber Security) > X-PHY · Dubai, United Arab Emirates (Remote) · — · Posted 2026-02-28 **Workplace:** remote ## Description 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. ## Requirements **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. ## Benefits - 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 ## Apply [Apply at X-PHY](https://apply.workable.com/flexxon-1/j/287CAC48AD/apply) --- Powered by [Workable](https://www.workable.com)