Senior Business Development Manager

Job Post - Senior Business Development Manager Experience: 10+ years Location: Dubai, UAE (Work from Office) Role Overview Reporting to the Chief Revenue Officer, the Senior Business Development Manager — UAE owns company's services revenue growth across the United Arab Emirates and the wider GCC region, carrying an annual services revenue target of USD 3 million. The role drives pipeline generation in collaboration with our ABM (Account Based Marketing) team, converts partner-sourced opportunities, and grows a portfolio of strategic enterprise accounts across retail, real estate, logistics, healthcare, and government-led digital transformation programs. Company is a 15-year-old global digital services firm with Gold Partner status on Adobe Commerce, Shopify, and Odoo ERP, complemented by capabilities in custom software, AI/ML, cloud, mobile, and digital experience, backed by a 500+ person India delivery base. The ideal candidate has spent the bulk of their career selling digital consulting services in the Middle East, brings an active personal network across both platform partner sales teams and enterprise client buyers, and is energized by the opportunity to build a regional book of business. Areas of Ownership • Regional Revenue Ownership: Deliver the USD 3M annual services revenue target for the MENAT region, with a diversified book across new logo acquisition and expansion of existing accounts. • Pipeline Generation & Strategic Accounts: Build qualified pipeline at minimum 3–4x coverage through partner referrals, direct outbound, account-based marketing, industry events, and personal network. Identify and pursue named target accounts in priority verticals. • Platform Partner Ecosystem: Build and deepen relationships with regional sales teams at Adobe, Shopify, Odoo, Unlock co-sell motion and partner-led referrals. • Consultative Selling & Solution Shaping: Lead clients from discovery through close. Translate business objectives into well-scoped, commercially sound engagements across the company portfolio, working closely with practice leaders and India delivery. • Deal Structuring & Commercial Discipline: Own pricing, commercial terms, and negotiation with appropriate guardrails from finance and legal. Maintain rigorous forecasting hygiene and CRM discipline. • C-Level Engagement & Brand Presence: Establish trusted advisor relationships with C-suite stakeholders at family conglomerates, large enterprises, and government-affiliated entities. Represent company at industry forums and partner events in the region. • Sales-to-Delivery Transition: Ensure each closed engagement transitions cleanly into delivery — clear scope, defined success metrics, and strong handoffs to India delivery leadership and on-ground project leads. Partners to Collaborate With and Support • Align on regional GTM, account prioritisation, partner playbooks, and forecast commitments. • Practice Leads (Adobe, Shopify, Odoo, Custom Dev, Cloud, AI): Partner on solutioning, proposals, and credentials marshalling. • Engineering Leadership (India): Coordinate handoffs, resourcing alignment, and delivery health visibility for active accounts. • Marketing, Alliances & Operations: Co-create regional campaigns, partner co-marketing, ABM programs, forecasting hygiene, and contract governance. Measures of Success • Revenue Achievement: Delivery of USD 3M services revenue, diversified across new logos and existing accounts. • Pipeline Health: Sustained 3–4x quota coverage with healthy distribution across funnel stages and source channels. • Partner-Sourced Wins: Demonstrable contribution from Adobe, Shopify, Odoo, and other partners — measured by sourced pipeline, joint pursuits, and referrals. • Strategic Logo Acquisition: Acquisition of named target logos in priority verticals, with traceable path from first conversation to signed engagement. • Forecasting Accuracy & Account Expansion: Forecast variance within agreed tolerance; clean CRM hygiene; repeat business and account expansion within 12 months of go-live. Core Competencies • Consultative Enterprise Selling: Shape services engagements that deliver measurable business outcomes — not just sell hours or scope. • Regional Market Fluency: Deep understanding of UAE and GCC business culture, decision-making, procurement, family-business dynamics, and the rhythm of government-led programs. • Partner Ecosystem Development: Established relationships with platform partner sales teams in the region, with a track record of unlocking co-sell motion that delivers revenue, not just meetings. • Enterprise Deal Leadership: Lead complex, multi-stakeholder cycles from discovery to close, navigating procurement, legal, and security review processes. • Commercial Discipline & Executive Presence: Structure financially sound deals; maintain accurate forecasts; carry the gravitas to engage C-suite and Board-level stakeholders. Professional Experience • 10-15 years selling digital consulting, implementation services, or enterprise technology, with the majority of recent experience in the Middle East. Currently based in Dubai. • Demonstrable track record of personally closing services engagements at USD 500k+ ACV and carrying / delivering annual quotas in the USD 2–5M range. • Experience selling implementation services tied to Adobe Experience Cloud (AEM, Adobe Commerce, Analytics, Target), Shopify Plus, Odoo ERP • Established relationships with platform partner Account Executives and Partner Managers in the region — able to name people they would call this week to source a deal. • Background in a digital consultancy, implementation partner, systems integrator, or agency environment strongly preferred. Direct platform-vendor sales experience considered if paired with services-firm exposure. • Experience selling into one or more priority verticals: retail and eCommerce, real estate, logistics, healthcare, manufacturing, or government / public sector. Comfort working with India-based delivery teams. • Bachelor's degree required; MBA or equivalent post-graduate qualification preferred. Arabic language ability is a strong plus, not a requirement. Expectations for the Role • Communicate clearly across written, verbal, and virtual settings — internally with India delivery teams and externally with clients and partners. • Manage multiple opportunities and stakeholders with strong personal accountability and forecast discipline. • Operate effectively across UAE, India, and US time zones in a distributed environment. • Travel within UAE and across the GCC regularly for client and partner meetings; periodic travel to company's India delivery centers expected. Show more

Areas of Ownership: • Regional Revenue Ownership: Deliver the USD 3M annual services revenue target for the MENAT region, with a diversified book across new logo acquisition and expansion of existing accounts. • Pipeline Generation & Strategic Accounts: Build qualified pipeline at minimum 3–4x coverage through partner referrals, direct outbound, account-based marketing, industry events, and personal network. Identify and pursue named target accounts in priority verticals. • Platform Partner Ecosystem: Build and deepen relationships with regional sales teams at Adobe, Shopify, Odoo; unlock co-sell motion and partner-led referrals. • Consultative Selling & Solution Shaping: Lead clients from discovery through close; translate business objectives into well-scoped engagements across the company portfolio, working with practice leaders and India delivery. • Deal Structuring & Commercial Discipline: Own pricing, terms, and negotiation with guardrails from finance and legal; rigorous forecasting and CRM discipline. • C-Level Engagement & Brand Presence: Establish trusted advisor relationships with C-suite stakeholders; represent the company at industry forums and partner events. • Sales-to-Delivery Transition: Ensure closed engagements transition to delivery with clear scope, success metrics, and handoffs to India delivery leadership.