{bc}
Apply
linkedin

Head of Presales and Business Development MEA

Schneider Electric
Dubai, UAE
Full Time
Director
Field
2 weeks ago
Datacenter InfrastructureCritical PowerUPSCoolingDCIMEcoStruxure
Free

Job Fit Check

Base Career helps you apply smarter for this job.

?%
Ready to Scan

Key skills for this role

Datacenter InfrastructureCritical PowerUPS
Smart Apply

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.

Key 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 (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.

Qualifications & Experience

  • 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

Core Competencies

  • Strategic Leadership: Ability to define and execute multi cluster BD strategy aligned to corporate growth objectives.
  • Technical Depth: Advanced knowledge of power, cooling, DCIM, and digital infrastructure required to lead and validate complex architectures.
  • Commercial Acumen: Proven track record of pipeline ownership, revenue forecasting, and large deal closure.
  • Executive Presence: Comfortable engaging C suite and government stakeholders; able to lead executive briefings and regional events.
  • Cross cultural Agility: Experience navigating culturally diverse environments across MEA clusters with high interpersonal effectiveness.
  • Team Development: Track record of coaching, developing, and retaining high performing presales and BD professionals.

Target Industry Verticals

  • Datacenter & Hyperscale Infrastructure
  • Colocation & Cloud Service Providers
  • Oil & Gas
  • Banking & Financial Services
  • Government & Smart Cities
  • Telecommunications & ISPs
  • Healthcare & Smart Hospitals
  • Supply Chain & Industrial Logistics

Key Performance Indicators

  • Regional revenue and order intake vs. target across MEA clusters
  • Pipeline coverage ratio and forecast accuracy
  • Win rate on qualified strategic opportunities
  • Presales team productivity and solution hit rate
  • Partner ecosystem growth: number of certified / active partners
  • Customer satisfaction and NPS scores on major programmes
  • Sustainability and ESG business volume generated
  • New market / new segment penetration metrics

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.

Apply for this job in 1 click

Skip the repetitive application forms

Install the Base Career Chrome Extension and autofill job applications across major job boards with your profile.

Sarah M.James T.Maya R.

Trusted by over 500,000 job seekers on Base Career

Start Free Today

More from this employer

More jobs at Schneider Electric

Senior Principal Consultant, Segment Solutions

Abu Dhabi, UAE

TodayFull Time

Tech Partner

Dubai, UAE

YesterdayFull Time

Site Services Engineer-Industry

Abu Dhabi, UAE

YesterdayFull Time

Installed Base Services Engineer

Doha, QAT

2 days agoFull Time

Data Center Solution Architect

Dubai, UAE

2 days agoFull Time

Responsable développement des affaires - Produits de puissance

Ottawa, CAN

2 days agoFull Time

Responsable développement des affaires - Produits de puissance

Milton, CAN

3 days agoFull Time

Responsable développement des affaires - Produits de puissance

Montreal, CAN

3 days agoFull Time