Business Development Manager

Location- Bahrain / Oman

Experience- 12-15+ years

Role Type- Individual Contributor

Position Summary

The Business Development Manager - Solutions & Professional Services Sales is responsible for accelerating profitable growth across the company's top 15 strategic customers. The role will identify, develop and close services-led opportunities across Cloud Migration, Security, Modernization, Data & AI, Business Process Management, and Multi-Cloud Managed Services.

This is a senior individual contributor role requiring strong consultative selling, executive customer engagement, commercial discipline and a proven ability to deliver Gross Profit objectives through Professional Services and recurring Managed Services engagements.

Key Responsibilities

Strategic Account Development

• Own and develop services growth plans for the assigned top 15 strategic customers.
• Build trusted relationships with CIOs, CTOs, CISOs, data leaders, digital transformation leaders and business stakeholders.
• Map customer priorities, workloads, decision makers, buying centres and competitive position.
• Expand wallet share by developing new stakeholders, lines of business and use cases.

Professional Services & Solutions Sales

• Drive consulting, assessment, migration, implementation, modernization and managed services opportunities.
• Position solutions across Cloud Migration, Security, Modernization, Data & AI, Business Process Management and Multi-Cloud Managed Services.
• Translate customer business priorities into outcome-led solution propositions and commercial business cases.
• Collaborate with pre-sales, architects, delivery teams, OEM partners and account stakeholders to develop winning proposals.

Pipeline & Opportunity Management

• Build and maintain a qualified services pipeline with a minimum target coverage of 4x.
• Lead qualification, discovery, solution positioning, proposal development, negotiation and closure.
• Improve professional services attachment to technology and cloud opportunities.
• Maintain disciplined opportunity progression, next steps, risk management and closure plans.

Managed Services Growth

• Convert project engagements into multi-year managed services and support contracts.
• Develop recurring opportunities across cloud operations, security operations, monitoring, governance, FinOps, DataOps and AI operations.
• Drive renewal, expansion and cross-sell opportunities within the strategic account base.

Commercial Governance & Forecasting

• Own Gross Profit delivery and protect deal margin throughout the sales cycle.
• Maintain accurate forecasts, Ppipeline hygiene and management reporting.
• Work with finance, legal and delivery teams to ensure commercially viable proposals and contracts.
• Provide regular updates on GP, revenue, pipeline, risks, account progress and business outlook.

Qualifications and Experience

• Bachelor's degree in Engineering, Computer Science, Information Technology, Business Administration or a related discipline; an MBA is preferred.
• Minimum 12-15 years of relevant experience in technology sales, solutions selling, consulting sales or Professional Services sales.
• Proven success in strategic enterprise account development and GP-led sales delivery.
• Demonstrated experience selling cloud, security, modernization, data, AI, BPM or managed services solutions.
• Strong commercial, negotiation, proposal and stakeholder management capability.

Core Competencies

• Consultative and value-based selling
• Strategic account planning
• Executive stakeholder engagement
• Professional Services and Managed Services selling
• Commercial negotiation and margin management
• Pipeline management and forecasting
• Cross-functional collaboration
• Business-value articulation and presentation

Preferred Technology & Solution Exposure

Microsoft Azure & AWS Cloud Platform; cloud migration and modernization; cybersecurity; data platforms, analytics and AI; application modernization; business process automation; managed cloud services; hybrid and multi-cloud operations.

Success Profile

The successful candidate will operate as a senior, self-directed individual contributor who combines strong customer relationships with disciplined commercial execution. Success will be demonstrated through sustainable Gross Profit growth, a healthy services pipeline, increased recurring revenue and deeper penetration of the company's most strategic accounts.

Desired Candidate Profile

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