Our client, a global technology company, is hiring experienced Sales and Business Development professionals in their UAE HQ in Dubai. The ideal candidates will have a robust background in targeting enterprise accounts, with a focus on driving new business and adding new revenue across digital, engineering, cloud and AI technologies.
This role will focus on pure outbound new business development, net new logos attainment, reporting to the Regional Head of Middle East.
Responsibilites:
Business Development:
- Identify and pursue new business opportunities within enterprise verticals such as Retail, Telecom, Manufacturing, Media, Real Estate, and Conglomerates.
- Demonstrate proven success in securing new business deals with a Total Contract Value (TCV) of $5 million or more.
- Achieve at least three significant wins annually.
Client Relationship Management:
- Maintain and grow relationships with key clients, leveraging existing relationships to upsell and cross-sell additional services.
- Develop and execute account plans, managing execution strategies to meet or exceed business goals.
Sales and Bid Management:
- Handle complex sales pitches, develop value propositions, and manage bid processes, including pricing strategies.
- Utilize modern B2B sales processes and digital tools to build and maintain a robust sales pipeline.
Industry and Market Analysis:
- Monitor industry competitors, new products, and market conditions to identify and capitalize on new business opportunities.
- Stay informed about the latest trends in Infrastructure Managed Services, Application Services, Cloud, Data and Analytics, and other relevant IT services.
Communication and Presentation:
- Deliver compelling presentations and communicate effectively with stakeholders at all levels, including large audiences at virtual or onsite events.
Qualifications:
- Minimum 8-12 years of experience in a Sales function, and holding a role similar to Business Development, Sales Manager or Account Executive.
- Demonstrable understanding of the IT industry, service directions, and sales cycles.
- Experience in developing account plans and managing execution strategies.
- Contract and commercial management experience and acumen.
- Proven ability to engage buyers and customers through consultative selling approaches.
- Strong presentation skills and the ability to communicate effectively with large audiences.
- Excellent communication and presentation skills.
- Savvy with the latest B2B sales processes and buyer engagement techniques leveraging digital and social tools.
- Experience in handling complex sales pitches, value propositions, bid management, and pricing.
- Good understanding of Infrastructure Managed Services, Application Services, Cloud, Data and Analytics, and other relevant IT services
- Arabic language proficiency is preferred