Senior Business Development Manager

Role Overview

Regional Revenue and Pipeline

• Drive services revenue growth across the UAE and wider GCC and MENAT region.
• Maintain qualified pipeline coverage of at least 3–4 times the assigned revenue target.
• Generate opportunities through partner referrals, ABM campaigns, outbound activity, industry events, and personal networks.
• Build account strategies for high-value prospects and move opportunities through the complete sales lifecycle.

Partners and Solution Development

• Develop relationships with Adobe, Shopify, Odoo, and other relevant technology platforms.
• Generate business through referrals, co-selling, joint pursuits, and strategic alliances.
• Manage enterprise opportunities from discovery through contract closure.
• Translate customer requirements into commercially viable digital and technology solutions with practice, architecture, and engineering teams.

Commercial and Executive Management

• Own pricing discussions, commercial proposals, negotiations, and deal structures within approved guidelines.
• Maintain accurate opportunity forecasting and CRM records while balancing scope, profitability, and commercial risk.
• Build trusted relationships with CEOs, CIOs, CTOs, CDOs, business heads, procurement leaders, and other senior executives.
• Represent the organization at conferences, partner events, executive forums, and client meetings.

Sales-to-Delivery Transition

• Ensure a smooth transition from sales to delivery after contract closure.
• Communicate scope, timelines, commercials, customer expectations, and success criteria.
• Coordinate with India-based engineering and delivery leadership for project initiation.
• Identify repeat business, cross-selling, and account expansion opportunities after sale.

Professional Experience Required

• 12–16 years of experience in enterprise technology sales, digital consulting, implementation services, systems integration, or related services.
• Significant recent Middle East sales experience and current residence in Dubai.
• Track record of personally closing services engagements worth USD 500K or more in annual contract value.
• Experience managing annual sales quotas in the USD 2–5M range.

Market and Partner Experience

• Strong experience selling implementation or transformation services associated with Adobe Experience Cloud, Adobe Experience Manager, Adobe Commerce, Adobe Analytics, Adobe Target, Shopify Plus, or Odoo ERP.
• Established relationships with Adobe, Shopify, Odoo, and other relevant platform partner teams across the region.
• Experience selling into retail and eCommerce, real estate, logistics, healthcare, manufacturing, or government and public-sector organizations.
• Experience collaborating with India-based technology and delivery teams.

Qualifications

• Bachelor’s degree required; MBA or equivalent postgraduate qualification preferred.
• Arabic language skills are advantageous but not mandatory.
• Experience in a digital consultancy, systems integrator, implementation partner, technology services company, or digital agency is strongly preferred.
• Candidates from platform-vendor organizations may be considered when they have meaningful services-led sales exposure.

Travel and Working Expectations

• Work across UAE, India, and US time zones.
• Travel regularly within the UAE and across the GCC for client and partner meetings.
• Periodically travel to India-based delivery centers when required.
• Take ownership of pipeline development, opportunity progression, sales commitments, revenue results, CRM discipline, and forecasting accuracy.