Business Development Manager -IT Sales
- Dubai, United Arab Emirates
Posted 3 days ago
About the role
Business Development Manager — UAE Role Overview
Business Development Manager — UAE owns Brainvire's services revenue growth across the United Arab Emirates and the wider GCC region, carrying an Annual target for services revenue. The role:
- Drives pipeline generation in collaboration with the ABM (Account Based Marketing) team
- Converts partner-sourced opportunities
- Grows a portfolio of strategic enterprise accounts across retail, real estate, logistics, healthcare, and government-led digital transformation programs
Compansation -AED 18000-AED 25000/Month + Annually OTE (AED 100,000 -140,000 )
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.
The ideal candidate:
- Has spent the bulk of their career selling digital consulting-ERP-Ecommerce services in the Middle East
- Brings an active personal network across both platform partner sales teams and enterprise client buyers
- Is energised by the opportunity to build a regional book of business
Areas of Ownership
- Regional Revenue Ownership: Deliver the Annual target for services revenue 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, and 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
- 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 the Annual target for 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.
Core Competencies
- Consultative Enterprise Selling: Shape services engagements that deliver measurable business outcomes — not just sell hours or scope.
- Regional Market Fluency: Deep understanding of UAE and GCC business culture, decision-making, procurement, family-business dynamics, and the rhythm of government-led programs.
- Partner Ecosystem Development: Established relationships with platform partner sales teams in the region, with a track record of unlocking co-sell motion that delivers revenue, not just meetings.
- Enterprise Deal Leadership: Lead complex, multi-stakeholder cycles from discovery to close, navigating procurement, legal, and security review processes.
- Commercial Discipline & Executive Presence: Structure financially sound deals; maintain accurate forecasts; carry the gravitas to engage C-suite and Board-level stakeholders.
Professional Experience
- 10 + 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 significant ACV and carrying / delivering annual quotas at an enterprise scale.
- 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.
Expectations for the Role
- Communicate clearly across written, verbal, and virtual settings — internally with India delivery teams and externally with clients and partners.
- Manage multiple opportunities and stakeholders with strong personal accountability and forecast discipline.
- Operate effectively across UAE, India, and US time zones in a distributed environment.
- Travel within UAE and across the GCC regularly for client and partner meetings; periodic travel to Brainvire's India delivery centers expected.
Pay: AED18,000.00 - AED25,000.00 per month
Work Location: In person