Business Development Manager- AI & Agents

About the role

Requirements

• Duties & Responsibilities
• New Logo Acquisition
• - Own full-cycle prospecting, qualification, and closing across an assigned account territory within the UAE market.
• - Build and own a fully self-sourced, hunter-owned pipeline — no inherited pipeline, no renewals, and no account management.
• - Apply structured, disciplined qualification (MEDDPICC or equivalent), qualifying in and disqualifying out with equal rigor.
• - Consistently work toward and achieve assigned business development and revenue targets.
• - Identify decision-makers, influencers, buying centers, and potential entry points within target organizations.
• Account Research & Go-to-Market Planning
• - Take full ownership of assigned target accounts and conduct comprehensive account research that feeds live account plans, not a standalone exercise.
• - Build and maintain account plans and stakeholder maps for a defined target account list (NAL).
• - Develop a strong understanding of each target account, including business model, technology landscape, procurement structures, and key stakeholders.
• - Translate a client’s operational pain points into specific, relevant AI Agents, AI Apps, and AI Models use cases.
• - Research a prospect’s business, technology, and recent moves thoroughly before any first meeting.
• Prospecting & Business Development
• - Conduct proactive outbound prospecting through multiple channels, including calls, email, LinkedIn, networking, events, referrals, and industry connections.
• - Generate and co-develop pipeline together with Marketing through account-based marketing (ABM) efforts.
• - Generate and manage pipeline in partnership with the company’s channel and partner ecosystem.
• - Lead prospecting at industry exhibitions and events using a pre-built target list, rather than general floor-walking.
• - Qualify opportunities based on business need, commercial potential, buying authority, timing, and fit.
• Consultative Selling & Deal Closure
• - Understand the prospect's business challenges and translate them into potential technology solutions.
• - Develop compelling commercial propositions, proposals, and presentations in collaboration with relevant internal teams.
• - Lead commercial discussions, negotiations, and deal progression.
• - Own opportunities from initial prospecting through qualification, proposal, negotiation, and closure.
• - Close deals directly or indirectly through strategic partnerships and channel relationships.
• - Leverage partnerships to access new markets, accounts, and opportunities.
• - Clearly articulate the business value, ROI, and impact of proposed technology solutions.
• CRM, Pipeline & Reporting
• - Maintain accurate and up-to-date records of prospects, activities, opportunities, and deal stages in the CRM.
• - Provide regular visibility on pipeline value, forecast, conversion rates, activities, and expected closures.
• - Ensure disciplined follow-up and progression of opportunities.
• - Analyze pipeline performance and continuously improve prospecting and conversion approaches.
• Cross-Functional Collaboration
• - Work closely with Pre-Sales, Engineering, Production, Products, finance, Legal, and other relevant functions to ensure commercial commitments are realistic and deliverable.
• - Coordinate internally to develop customized solutions and proposals for prospects.
• - Ensure a smooth transition from closed opportunity to implementation and account ownership.
• Networking and Industry Engagement:
• - Attend industry exhibitions and conferences relevant to AI Agents, Apps, and Models, using a pre-built target list to drive prospecting.
• - Develop and maintain client relationships, expectations & satisfaction, understanding how systems integrators, hyperscalers, and channel partners fit around a deal.
• - Conduct regular in-person meetings with UAE-based clients and stakeholders to strengthen relationships.
• Education, Experience & Qualifications
• - A bachelor’s degree in Technology, Engineering, Computer Science, or a related field is preferred.
• - At least 8 years of proven experience in business development, technology sales, solution sales, enterprise sales, or consultative B2B sales.
• - Experience selling technology, digital, AI, SaaS, cloud, automation, software, IT services, or other technology-enabled solutions.
• - Management consulting background (e.g., Big 4, strategy firm) is a strong plus, bringing diagnostic rigor and business-case skills.
• - Demonstrated track record of acquiring new clients and closing B2B deals.
• - Experience managing a defined target-account list and developing account penetration strategies.
• - Excellent prospecting, networking, negotiation, and closing skills.
• - Comfortable with long, technical, multi-stakeholder sales cycles.
• - Strong commercial acumen and ability to identify revenue opportunities.
• - Excellent account research and business intelligence skills.
• - Ability to understand client needs and translate them into relevant Tech solutions.
• - Strong co

Responsibilities

Skills

• MEDDPICC
• Account Management
• Business Development
• Prospecting
• Sales Campaigns
• CRM Management
• Pipeline Management
• ABM (Account-Based Marketing)
• Sales Negotiation
• Deal Closure
• Go-to-Market Planning
• Stakeholder Management
• Industry Networking
• Strategic Partnerships
• Solution Selling