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Senior Business Development Manager -IT Services Sales

Brainvire Infotech Pvt. Ltd

Dubai, UAE

Full Time

Senior

Onsite

1 months ago

Business DevelopmentEnterprise SalesConsultative SellingPartner Ecosystem DevelopmentAccount ManagementDigital Consulting

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Key skills for this role

Business DevelopmentEnterprise SalesConsultative Selling

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About the Role

Brainvire Infotech is hiring a Senior Business Development Manager to own services revenue growth across UAE and GCC, targeting $3M annual revenue. The role involves pipeline generation, partner ecosystem development, and consultative selling of digital consulting services.

Key Skills for This Role

Business DevelopmentEnterprise SalesConsultative SellingPartner Ecosystem DevelopmentAccount ManagementDigital Consulting

Responsibilities

Deliver the USD 3M annual services revenue target for the MENAT region, with diversified book across new logo acquisition and expansion of existing accounts
Build qualified pipeline at minimum 3–4x coverage through partner referrals, direct outbound, account based marketing, industry events, and personal network
Identify and pursue named target accounts in priority verticals
Build and deepen relationships with regional sales teams at Adobe, Shopify, Odoo; unlock co sell motion and partner led referrals
Lead clients from discovery through close; translate business objectives into well scoped, commercially sound engagements
Own pricing, commercial terms, and negotiation with appropriate guardrails from finance and legal
Maintain rigorous forecasting hygiene and CRM discipline
Establish trusted advisor relationships with C suite stakeholders at family conglomerates, large enterprises, and government affiliated entities
Represent Brainvire at industry forums and partner events in the region
Ensure each closed engagement transitions cleanly into delivery with clear scope, defined success metrics, and strong handoffs

Requirements

12–16 years selling digital consulting, implementation services, or enterprise technology, with majority of recent experience in the Middle East
Currently based in Dubai
Demonstrable track record of personally closing services engagements at USD 500k+ ACV and carrying/delivering annual quotas in USD 2–5M range
Experience selling implementation services tied to Adobe Experience Cloud, Shopify Plus, or Odoo ERP
Established relationships with platform partner Account Executives and Partner Managers in the region
Background in a digital consultancy, implementation partner, systems integrator, or agency environment strongly preferred
Bachelor's degree required; MBA or equivalent post graduate qualification preferred

Full Job Posting

Role Overview

Reporting to the Chief Revenue Officer, the Senior Business Development Manager — UAE owns Brainvire's services revenue growth across the United Arab Emirates and the wider GCC region, carrying an annual services revenue target of USD 3 million.
The role drives pipeline generation in collaboration with our ABM team, converts partner sourced opportunities, and grows a portfolio of strategic enterprise accounts across retail, real estate, logistics, healthcare, and government led digital transformation programs.
Brainvire is a 15 year old global digital services firm with Gold Partner status on Adobe Commerce, Shopify, and Odoo ERP, complemented by capabilities in custom software, AI/ML, cloud, mobile, and digital experience, backed by a 500+ person India delivery base.

Areas of Ownership

Regional Revenue Ownership: Deliver the USD 3M annual services revenue target for the MENAT region, with a diversified book across new logo acquisition and expansion of existing accounts.
Pipeline Generation & Strategic Accounts: Build qualified pipeline at minimum 3–4x coverage through partner referrals, direct outbound, account based marketing, industry events, and personal network. Identify and pursue named target accounts in priority verticals.
Platform Partner Ecosystem: Build and deepen relationships with regional sales teams at Adobe, Shopify, Odoo. Unlock co sell motion and partner led referrals.
Consultative Selling & Solution Shaping: Lead clients from discovery through close. Translate business objectives into well scoped, commercially sound engagements across the Brainvire portfolio, working closely with practice leaders and India delivery.
Deal Structuring & Commercial Discipline: Own pricing, commercial terms, and negotiation with appropriate guardrails from finance and legal. Maintain rigorous forecasting hygiene and CRM discipline.
C Level Engagement & Brand Presence: Establish trusted advisor relationships with C suite stakeholders at family conglomerates, large enterprises, and government affiliated entities. Represent Brainvire at industry forums and partner events in the region.
Sales to Delivery Transition: Ensure each closed engagement transitions cleanly into delivery — clear scope, defined success metrics, and strong handoffs to India delivery leadership and on ground project leads.

Partners to Collaborate With and Support

Chief Revenue Officer: Align on regional GTM, account prioritisation, partner playbooks, and forecast commitments.
Practice Leads (Adobe, Shopify, Odoo, Custom Dev, Cloud, AI): Partner on solutioning, proposals, and credentials marshalling.
Engineering Leadership (India): Coordinate handoffs, resourcing alignment, and delivery health visibility for active accounts.
Marketing, Alliances & Operations: Co create regional campaigns, partner co marketing, ABM programs, forecasting hygiene, and contract governance.

Measures of Success

Revenue Achievement: Delivery of USD 3M services revenue, diversified across new logos and existing accounts.
Pipeline Health: Sustained 3–4x quota coverage with healthy distribution across funnel stages and source channels.
Partner Sourced Wins: Demonstrable contribution from Adobe, Shopify, Odoo, and other partners — measured by sourced pipeline, joint pursuits, and referrals.
Strategic Logo Acquisition: Acquisition of named target logos in priority verticals, with traceable path from first conversation to signed engagement.
Forecasting Accuracy & Account Expansion: Forecast variance within agreed tolerance; clean CRM hygiene; repeat business and account expansion within 12 months of go live.

Professional Experience

12–16 years selling digital consulting, implementation services, or enterprise technology, with the majority of recent experience in the Middle East. Currently based in Dubai.
Demonstrable track record of personally closing services engagements at USD 500k+ ACV and carrying /delivering annual quotas in the USD 2–5M range.
Experience selling implementation services tied to Adobe Experience Cloud (AEM, Adobe Commerce, Analytics, Target), Shopify Plus, Odoo ERP.
Established relationships with platform partner Account Executives and Partner Managers in the region — able to name people they would call this week to source a deal.
Background in a digital consultancy, implementation partner, systems integrator, or agency environment strongly preferred. Direct platform vendor sales experience considered if paired with services firm exposure.
Experience selling into one or more priority verticals: retail and eCommerce, real estate, logistics, healthcare, manufacturing, or government / public sector. Comfort working with India based delivery teams.
Bachelor's degree required; MBA or equivalent post graduate qualification preferred. Arabic language ability is a strong plus, not a requirement.

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