Head of Presales and Business Development MEA
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Key skills for this role
About the Role
Schneider Electric seeks a senior regional leader to drive revenue growth, presales excellence, and strategic account development across the MEA region. The role involves leading a multi-cluster presales and BD organization, managing complex datacenter infrastructure deals, and developing partner ecosystems.
Key Skills for This Role
Responsibilities
- Define and execute the MEA Presales & BD strategy in alignment with corporate and zone growth targets
- Identify, qualify, and develop high value opportunities across hyperscale, colocation, government, telecom, O&G, banking, and smart infrastructure segments
- Own the regional pipeline, forecast accuracy, and revenue accountability across clusters
- Establish and grow strategic relationships with C level decision makers, key accounts, and ecosystem partners
- Lead target account selling programmes and coordinate cross functional bid teams for large scale, complex deals
- Lead the MEA presales organisation, providing technical direction, coaching, and performance management for BDMs and presales engineers
- Oversee the development of solution architectures covering critical power, precision cooling, DCIM, EcoStruxure, and edge/IoT platforms
- Ensure proposal quality, solution compliance, and technical differentiation in all customer facing deliverables
- Drive adoption of consultative selling methodologies and value based positioning frameworks across the team
- Act as ultimate technical authority and executive sponsor on flagship accounts and government restricted projects
- Champion sustainability initiatives aligned with net zero commitments
- Develop and manage the regional partner ecosystem: system integrators, EPC contractors, consultants, and technology alliance partners
Requirements
- Bachelor's degree in Engineering, Information Systems, or a related technical discipline
- Minimum 15 years of progressive experience in B2B technology sales, presales, or business development
- Minimum 8 years in a senior leadership role managing regional or multi country presales/BD teams
- Demonstrated track record managing $100M+ revenue portfolios in the MEA region
- Deep expertise in datacenter infrastructure: critical power, UPS, cooling, DCIM, and associated digital platforms
- Strong understanding of hyperscale, colocation, edge, and enterprise IT infrastructure architecture
- Experience with government, O&G, banking, telecom, and smart city accounts across MEA
- Proven ability to manage complex, multi stakeholder bids and turn key project programmes
- Fluency in English; Arabic or French proficiency strongly preferred
Full Job Posting
Position Overview
- The Head of Presales & Business Development – Middle East & Africa is a senior regional leadership role responsible for driving revenue growth, technical presales excellence, and strategic account development across the MEA territory.
- The incumbent will lead a multi cluster presales and business development organisation, owning the full cycle from opportunity identification and technical qualification through to commercial closure and partner ecosystem development.
- This role bridges deep technical expertise in datacenter infrastructure, critical power, cooling, and digital/IoT solutions with executive level business development capability.
Strategic Business Development
- Define and execute the MEA Presales & BD strategy in alignment with corporate and zone growth targets.
- Identify, qualify, and develop high value opportunities across hyperscale, colocation, government, telecom, O&G, banking, and smart infrastructure segments.
- Own the regional pipeline, forecast accuracy, and revenue accountability across clusters (Gulf, KSA, ESA/SSA, NEAL/NAL, TUECA/TURCA, FRA).
- Establish and grow strategic relationships with C level decision makers, key accounts, and ecosystem partners.
- Lead target account selling programmes and coordinate cross functional bid teams for large scale, complex deals.
Presales Leadership & Technical Engagement
- Lead the MEA presales organisation, providing technical direction, coaching, and performance management for BDMs and presales engineers.
- Oversee the development of solution architectures covering critical power (UPS, busbar, switchgear), precision cooling, DCIM, EcoStruxure, and edge/IoT platforms.
- Ensure proposal quality, solution compliance, and technical differentiation in all customer facing deliverables.
- Drive adoption of consultative selling methodologies and value based positioning frameworks across the team.
- Act as ultimate technical authority and executive sponsor on flagship accounts and government restricted projects.
Sustainability & Innovation Programmes
- Champion sustainability initiatives aligned with net zero commitments, tracking ESG targets and embedding sustainability value propositions into customer engagements.
- Drive adoption of energy efficient, future ready solutions including 800VDC architecture, liquid cooling, and renewable integrated power design.
- Lead or contribute to innovation programmes such as EcoXpert Partner Programme, AI ready datacenter offerings, and digital transformation initiatives.
Partner & Ecosystem Development
- Develop and manage the regional partner ecosystem: system integrators, EPC contractors, consultants, and technology alliance partners.
- Lead partner enablement, certification, and co selling programmes to expand indirect revenue channels.
- Negotiate and manage commercial frameworks with key suppliers and subcontractors.
Cross functional Coordination & Reporting
- Coordinate with country sales directors, offer management, supply chain, and finance to ensure end to end deal execution.
- Provide senior leadership with accurate pipeline reporting, market intelligence, and competitive analysis.
- Represent the organisation at industry forums, customer events, and executive briefings.
Essential Requirements
- Bachelor's degree in Engineering, Information Systems, or a related technical discipline.
- Minimum 15 years of progressive experience in B2B technology sales, presales, or business development.
- Minimum 8 years in a senior leadership role managing regional or multi country presales/BD teams.
- Demonstrated track record managing $100M+ revenue portfolios in the MEA region.
- Deep expertise in datacenter infrastructure: critical power, UPS, cooling, DCIM, and associated digital platforms.
- Strong understanding of hyperscale, colocation, edge, and enterprise IT infrastructure architecture.
- Experience with government, O&G, banking, telecom, and smart city accounts across MEA.
- Proven ability to manage complex, multi stakeholder bids and turn key project programmes.
- Fluency in English; Arabic or French proficiency strongly preferred.
Preferred / Advantageous
- Master's degree or MBA in a relevant field.
- CDCP or equivalent datacenter design/operations certification.
- PMP, PRINCE2, or PGMP project management certification.
- Familiarity with ITIL, PMBOK, FIDIC, and Agile delivery frameworks.
- Experience with EcoStruxure platform, EcoXpert partner programme, or equivalent vendor ecosystems.
- Background in sustainability programme leadership and ESG reporting.
- Exposure to AI/HPC compute infrastructure, liquid cooling, and 800VDC architectures.
- Track record in partner ecosystem development and indirect channel management.
- Prior experience with international zone or global presales/BD governance roles.
Working Conditions
- Base location: Dubai, UAE, with frequent travel across the MEA region (estimated 40–50% travel).
- The role requires flexibility to manage multiple time zones and respond to regional cluster needs across Gulf, KSA, East & Southern Africa, North & West Africa, and Levant/Turkey/Central Asia clusters.
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