Business Development Manager – ICT & Technology Solutions

Job Purpose Agile Technology Solutions is seeking an experienced Business Development Manager to join our team and support one of our key clients in driving business growth, developing strategic accounts, and expanding its market presence across the UAE. The successful candidate will be responsible for identifying, qualifying, developing, and closing new business opportunities, while growing and retaining existing customer accounts. The role will manage assigned opportunities from lead generation through to contract award, with a primary focus on government and real estate sectors, while also pursuing opportunities across adjacent sectors. The successful candidate will ensure that every opportunity is properly qualified, priced, and documented in accordance with approved pricing frameworks, margin targets, and governance controls, under the direction of the Head of Commercial & Marketing Affairs. The role serves as the front-line commercial link between customers, partners, and the client’s Delivery, Operations, and Finance teams, converting market demand into well-structured, commercially sound proposals that support the client’s commercial strategy and revenue targets. Role Description Strategic Responsibilities: • Execute the business development plan, sales targets, and account priorities defined by the Head of Commercial & Marketing Affairs. • Build and maintain a qualified pipeline across the client’s services and solutions, focused primarily on government and real estate customers and secondarily on adjacent sectors and accounts. • Identify new customers and partnership opportunities within target sectors and recommend go-to-market approaches to the Head of Commercial & Marketing Affairs. • Contribute market intelligence, competitor insight, and customer feedback to the development of the commercial strategy and service offerings. • Ensure all business development activities comply with approved pricing frameworks, margin targets, and Delegation of Authority governance. • Represent the client in engagements with customers and strategic partners, as delegated. Pipeline Development & Lead Generation: • Prospect, identify, and qualify new business opportunities through targeted outreach, networking, events, and referrals, with a focus on government entities and real estate developers/operators. • Manage government pursuits through the required tender processes (e-tender portals, vendor registration, prequalification, and compliance documentation), respecting formal procurement protocol and longer sales cycles. • Maintain disciplined opportunity qualification, stage progression, and deal tracking in the CRM / pipeline register. • Develop and maintain account plans for assigned key customers and prospects. Account Management & Customer Growth: • Own and grow assigned existing customer accounts, driving retention, upselling, cross-selling, and account expansion. • Build long-term relationships with customer stakeholders and decision-makers to secure repeat and expanded business. • Conduct regular account reviews to identify new requirements and convert them into qualified opportunities. • Act as the customer's commercial point of contact post-award, coordinating with Delivery to ensure customer satisfaction and continuity. Opportunity Management & Deal Execution: • Prepare commercial structuring inputs for assigned opportunities, including scope definition, pricing inputs, and commercial terms, in accordance with approved pricing frameworks. • Coordinate RFPs, bids, quotations, and proposals with Technology, Delivery, Commercial, and Finance teams, ensuring on-time and high-quality submissions. • Negotiate contracts within the defined delegated-authority threshold, escalating strategic, high-risk, high-value, or non-standard matters to the Head of Commercial & Marketing Affairs. • Ensure all quotations, proposals, approvals, and commercial documentation are complete, accurate, and auditable prior to submission. • Support handover of awarded opportunities to Project Delivery and Commercial Affairs, ensuring that scope, pricing, and contractual assumptions are clearly documented and transferred. Commercial Operations & Reporting: • Maintain accurate pipeline, forecast, and win/loss reporting for assigned opportunities. • Provide regular business development performance updates to the Head of Commercial & Marketing Affairs. • Coordinate with Finance on forecasting, customer registration, invoicing alignment, and revenue tracking for awarded contracts. • Document commercial assumptions, pricing logic, and customer commitments for every opportunity. People Responsibilities • Act as a hands-on business developer, directly owning customer relationships and opportunities. • Work closely with Delivery, Operations, and Finance teams to ensure end-to-end execution of opportunities. • Guide and support junior business development resources where applicable. • Promote a structured, accountable, and performance-driven commercial culture. KPIs • Pipeline growth (number and value of qualified opportunities), weighted to government and real estate • Revenue and order intake vs. targets • Bid and proposal win rate • Deal margin and pricing compliance • New customer and partner acquisition in target sectors • Existing-account retention, upsell, and expansion revenue • Recurring vs. one-off revenue contribution • Timeliness and quality of proposal submissions • Forecast accuracy and CRM / reporting discipline • Customer satisfaction Qualifications & Skills Essential: • Bachelor's degree in Business Administration, Engineering, Information Technology, or a related discipline, or equivalent professional experience; depth of relevant commercial track record weighted above specific qualification. • Minimum 6 years of experience in business development, sales, or account management within technology services, managed services, ICT infrastructure, or consulting. • Demonstrated experience selling to government and/or real estate customers in the UAE/GCC, including public-sector tendering, vendor registration, and prequalification. • UAE/GCC technology, ICT infrastructure, or smart city sector experience. • Understanding of managed services / recurring revenue commercial models. • Established network of government and/or real estate customer relationships. • Arabic language skills (written and spoken). • Proven track record of building pipeline and closing B2B deals against targets, and of growing existing accounts. • Experience coordinating RFP responses, bids, and commercial proposals with multidisciplinary teams. • Strong understanding of pricing, margin, and commercial terms, preparing commercially sound proposals within approved frameworks. • Strong commercial negotiation, influencing, and relationship management sk