Senior Business Development Manager

Senior Business Development Manager — UAE & GCCLocation: Dubai, UAEReporting To: Chief Revenue Officer (CRO)Experience: 12–16 yearsRole OverviewWe are looking for a Senior Business Development Manager – UAE to lead services-led revenue growth across the UAE and wider GCC region.Reporting directly to the Chief Revenue Officer, the role will be responsible for building a strong enterprise sales pipeline, acquiring strategic accounts, converting partner-generated opportunities, and expanding relationships with existing customers.The position will focus on enterprise opportunities across retail, real estate, logistics, healthcare, manufacturing, eCommerce, and government-led digital transformation initiatives.The organization is a well-established global digital technology and services company with 15+ years of industry experience and a 500+ member technology delivery organization in India. Its portfolio includes Adobe Commerce, Shopify, Odoo ERP, custom software development, AI/ML, cloud, mobile, and digital experience solutions.The ideal candidate will have extensive experience selling digital consulting, technology, implementation, or transformation services in the Middle East. They should bring an established network of enterprise decision-makers and technology platform partners across the UAE/GCC and have a proven ability to convert those relationships into qualified opportunities and revenue.Key Areas of Responsibility1. Regional Revenue OwnershipDrive services revenue growth across the UAE and wider GCC/MENAT region.Develop a balanced portfolio of new enterprise customers and existing-account expansion opportunities.Execute regional sales strategies aligned with organizational revenue objectives.2. Pipeline Generation & Strategic AccountsMaintain qualified pipeline coverage of at least 3–4x the assigned revenue target.Identify and pursue strategic enterprise accounts within priority industries.Generate opportunities through partner referrals, ABM campaigns, direct outbound, industry events, and personal networks.Build account strategies for high-value prospects and move opportunities through the complete sales lifecycle.3. Technology Partner EcosystemDevelop strong relationships with regional sales and partner teams at Adobe, Shopify, Odoo, and other relevant technology platforms.Generate business through referrals, co-selling, joint pursuits, and strategic alliances.Establish a reliable partner-led opportunity pipeline.Maintain strong relationships with Account Executives, Partner Managers, and regional alliance teams.4. Consultative Selling & Solution DevelopmentManage enterprise opportunities from initial discovery through contract closure.Understand customer objectives, challenges, and transformation priorities.Translate business requirements into commercially viable digital and technology solutions.Work with practice leaders, architects, and engineering teams to develop proposals and solution approaches.Position services around measurable business outcomes rather than simply selling resources or project hours.5. Commercial Management & NegotiationOwn pricing discussions, commercial proposals, negotiations, and deal structures within approved guidelines.Partner with finance and legal teams on commercial and contractual requirements.Maintain accurate opportunity forecasting and CRM records.Balance customer requirements, project scope, profitability, and commercial risk.6. C-Level Relationship ManagementBuild trusted relationships with CEOs, CIOs, CTOs, CDOs, business heads, procurement leaders, and other senior executives.Engage with large enterprises, family-owned business groups, conglomerates, and government-affiliated organizations.Represent the organization at industry conferences, partner events, executive forums, and client meetings.Establish long-term relationships that position the organization as a strategic digital transformation partner.7. Sales-to-Delivery TransitionEnsure a smooth transition from sales to delivery following contract closure.Clearly communicate scope, timelines, commercials, customer expectations, and success criteria.Coordinate with India-based engineering and delivery leadership for effective project initiation.Stay connected with strategic customers post-sale to identify opportunities for repeat business, cross-selling, and expansion.Key Internal StakeholdersChief Revenue OfficerAlign on regional GTM strategy, account priorities, partner initiatives, pipeline targets, and revenue forecasts.Practice LeadersCollaborate across Adobe, Shopify, Odoo, Custom Development, Cloud, AI/ML, and other technology practices for solution development and proposals.Engineering & Delivery LeadershipCoordinate solution feasibility, technical requirements, resource planning, delivery transition, and account health.Marketing & AlliancesCollaborate on ABM campaigns, regional marketing programs, partner initiatives, events, and co-selling activities.Operations & Commercial TeamsMaintain CRM discipline, forecasting accuracy, contract governance, and commercial processes.Measures of SuccessRevenue AchievementMeet or exceed assigned services revenue targets across the UAE/GCC market.Maintain a healthy mix of new-logo revenue and existing-account growth.Pipeline HealthSustain 3–4x pipeline coverage against quota.Maintain a balanced pipeline across stages, verticals, and acquisition channels.Partner-Sourced BusinessGenerate measurable pipeline and revenue through Adobe, Shopify, Odoo, and other strategic partners.Demonstrate successful joint pursuits, referrals, and co-selling initiatives.Strategic Logo AcquisitionSuccessfully acquire named enterprise accounts within priority industries.Demonstrate a clear progression from initial engagement to qualified opportunity and signed engagement.Forecasting & Account ExpansionMaintain accurate sales forecasts within agreed tolerance levels.Ensure consistent CRM hygiene and opportunity management.Drive repeat business, cross-selling, and account expansion within 12 months of project go-live.Core CompetenciesEnterprise Consultative SellingAbility to identify business challenges and develop technology service propositions that deliver measurable commercial and operational outcomes.UAE & GCC Market KnowledgeStrong understanding of regional business culture, enterprise decision-making, procurement processes, family-business structures, and government-led transformation programs.Partner Ecosystem DevelopmentEstablished relationships with regional platform sales and partner teams, combined with a proven ability to turn those relationships into qualified opportunities and revenue.Enterprise Deal LeadershipExperience managing complex, multi-stakeholder sales cycles involving business leadership, technology teams, procurement, legal, finance, security, and other stakeholders.Commercial AcumenStrong negotiation, pricing, deal structuring, forecasting, and commercial management capabilities.Executive PresenceAbility to confidently engage C-suite, senior executives, and board-level stakeholders.Cross-Regional CollaborationAbility to work effectively with teams across UAE, India, and US time zones.Professional Experience Required12–16 years of experience in enterprise technology sales, digital consulting, implementation services, systems integration, or related services.Significant recent experience selling within the Middle East, with current residence in Dubai.Demonstrated track record of personally closing services engagements worth USD 500K+ ACV.Experience managing and delivering annual sales quotas in the USD 2–5M range.Strong experience selling implementation or transformation services associated with:Adobe Experience CloudAdobe Experience Manager (AEM)Adobe CommerceAdobe Analytics / TargetShopify PlusOdoo ERPEstablished relationships with Adobe, Shopify, Odoo, and other relevant platform partner teams across the region.Ability to identify relevant partner contacts and demonstrate an active professional network.Experience within a digital consultancy, systems integrator, implementation partner, technology services company, or digital agency is strongly preferred.Candidates from platform-vendor organizations may also be considered if they have meaningful exposure to services-led sales.Experience selling into one or more of the following sectors:Retail & eCommerceReal EstateLogisticsHealthcareManufacturingGovernment / Public SectorExperience collaborating with India-based technology and delivery teams.Bachelor’s degree required; MBA or equivalent postgraduate qualification preferred.Arabic language skills are an advantage but not mandatory.Expectations From the RoleCommunicate clearly and professionally with customers, partners, executives, and internal stakeholders.Take complete ownership of pipeline development, opportunity progression, sales commitments, and revenue results.Effectively manage multiple complex enterprise opportunities simultaneously.Maintain strong CRM discipline, opportunity tracking, and forecasting accuracy.Work comfortably 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.Demonstrate an entrepreneurial and growth-oriented mindset with the ability to build a regional book of business.Ideal CandidateThe ideal candidate is a well-connected enterprise technology sales professional with deep UAE/GCC experience, an active network of enterprise buyers and technology partners, and a proven record of closing large digital transformation and technology services engagements.You should be comfortable with the entire enterprise sales process — opening doors, developing C-level relationships, identifying business needs, shaping solutions with technical teams, negotiating complex contracts, closing large engagements, and growing strategic accounts over time.