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Job Title: Director of Business Development
Location: Riyadh, Saudi Arabia
Role Type: Permanent
This organization is looking for a creative, focused, well-organized and highly motivated individual to Direct & oversee the Partner, Marcom and Indirect Channel Sales opportunity development of successful WINS in clients acquisition effort of opportunities and projects of different sized ranging in size from USD 10M to 800M from (S/M/L) to Mega in defined markets and industry specific Digital and ICT verticals. This individual will win, maintain, and expand relationships with channel, resellers, and systems integrators / consulting partners and is responsible for achieving sales, profitability, and partner recruitment objectives. The role requires working closely with Sales, Business Development and Bid Management teams to drive joint demand-generation to accelerate opportunities through partners. Operating at a strategic level, the candidate will help create new programs and incentives to grow partner ecosystem for sales and services that meet the needs of both partners and clients.
Reporting to the Chief Executive Officer (CEO), you will supervise the business development & sales team, the executive team and various team leaders to cultivate strong, mutually beneficial sales pipeline and client/ partner relationships. This person will also be responsible for planning, executing, and maintaining a variety of sales and partnership initiatives in order to imbed this organization deeper into key opportunities and relationships.
Develop and grow relationships with KSA partners (System Integrators and Consulting Firms) to increase indirect sales through those partners and direct sales of projects on which we serve a client needs jointly with a partner. This role is key for this organization to Build and maintain a clear understanding of the KSA potential partners’ landscape by Identifying different type of potential partners in different (segments) (Ex. Health, Defense, Entertainment & Tourism, Smart Developments & Cities, Energy, Transportation, etc); Identify the potential partners in each segment; Understand the areas of each industry verticals’ services in which each potential partner is involved; Understand where each potential partner already has relationship in place with Government and Business and where they could be interested in a partnership with this organization. The candidate is responsible to develop and maintain business relationships with key channel partners in the assigned KSA region (Riyadh and Jeddah) or other areas including system integrators, telecom ICT or HW/SW consultants, providers and value-added resellers (VARs) to ensure that this organization has a well-established and scalable route to market by getting “more feet on the ground”. Continuously recruit new partners in the region and/or on a nationwide basis. Must meet or exceed channel sales bookings/revenue, channel sales] profitability, new customer acquisition, and customer satisfaction goals. Candidate will interact with internal Sales Engineers, Executive Management, Project Management, Telco, Technology and Client Services Teams.
Duties & Responsibilities:
• Identify key partnership opportunities for which our company is strategically well positioned to accelerate growth and develop, strengthen strong, long-term partnerships with relevant parties at the Digital and ICT community with specific industry vertical as mentioned above
• Identify potential ICT and Digital partners across a variety of study fields, segmented by industry, geography, and specific area of expertise
• Collaborate with the executive team to build and maintain a pipeline of relationships with potential partners, taking responsibility for the relationship post initial sign-on
• Monitor developments in key KSA geographies, and identify potential opportunities / impact to the company.
• Responsible for team’s research on landscape and trends, identifying business and partnership opportunities
• You will draw up an annual Indirect Sales Plan, manage the Partner Accounts Sales Teams and determine their objectives. You will be responsible for ensuring that the sales team is adequately trained, as well as coaching, motivating and encouraging the sales team to achieve top performance by: assessing team members on quantity and quality, and coaching them in sales skills, as well as working approach and structure
• You will be responsible for the achievement of objectives and will oversee the performance of the entire Indirect Sales Team
• Coordinates the involvement of company personnel, including direct sales, marketing, support, services, and management resources, in order to meet partner performance objectives and partners’ expectations.
• Meets assigned targets for profitable sales volume and strategic objectives in assigned territory and partner accounts.
• Build a strong partner pipeline through co-marketing programs, account and field mapping of company and partner sellers
• Provide regular governance, reporting, and management of indirect and joint/co-selling activities
• Develop Marcom materials, create presentations for resellers. Coordinate with other media and communications company teams to introduce the company to the KSA business and government community
• Monitors performance of partners and coaches them to higher levels of success. Drives adoption of company programs among assigned partners
• Assist the overall business development & sales team in developing the Partnership and Relationship Management (PRM) systems, efficient partner workflows, company and partner performance reporting, partner marketing and support activities to enhance the partner program.
• Achieves assigned sales quota (Indirect / Partner Sourced Sales) in the KSA specific territory and industry verticals. Achieve intermediate metrics for partnerdriven sales activity, client meetings, and opportunities.
• Candidate will detect new business leads and will manage the budgets for operating these channels (including sales budgets and partners' remuneration)
• Communicate with all the company’s KSA teams (BD & Sales, Bid Management, Project Management, Marketing, client services, executive team, Finance, etc.)
• Support partners by assisting in submitting orders internally with correct paperwork in a timely manner
• Provide weekly sales funnel reports to CEO
• In cooperation with Marketing, Sales, and Business Development, you will develop the actions and policies for your channels. You will organize regular operational meetings to continuously optimize and grow the collaboration with and operation of these channels in line with established priorities and market developments
• Provide and participate in regional lunch events and learns for channel partners and business alike industry vertical specific
• Strong closing and negotiating skills
• Strong communication and presentation skills to large and small audiences
• Lead sales team of Partner Accounts and directly manage a number of larger commercial partners
• You will have KSA nationwide responsibility for the further expansion and monitoring of our business through the sales channels assigned to you
• Lead team in providing support to define and implement strategy to scale up businesses through regional partnerships.
• Lead team to prepare pre-meeting briefs, meeting notes, management updates and papers, term sheets and partnerships tracking for related projects
• Evaluate the financial and non-financial benefits and risks of new partnerships
• Take primary responsibility for the integration and cultivation of new partnerships
• Track, report, and optimize the performance of partnerships, including identifying issues as they arise, assessing possible solutions, and facilitating the execution of those solutions.
• Develop marketing communication plan and collaborate with other relevant team members to make exceptional partnership collateral
• Provide thought leadership, strategic insight, and clear communication to team members on partnership initiatives.
• Lead, mentor and grow junior members of the team
Knowledge, Experience & Competencies
Formal Education Required: Bachelor Degree in Business / Marketing; Masters degree a plus
Related Professional Training, Certification or Membership: Mandatory
• More than 15 years of relevant working experience in regional industry or similar field in
partnerships / business development role.
• Strong network and deep understanding of the gaming sector
• Experience structuring and negotiating commercial deals.
• Able to do financial modelling, with good commercial mind-set to identify opportunities and
refine assumptions.
• Enterprising and entrepreneurial leadership skills. Preferred Arabic and English
Years & Field of Experience required:
15+ years of experience in professional services/Consulting ICT in a large telecom/ICT/ Digital company in KSA, UAE or GCC region
DETAILS TO REGISTER FOR THIS JOB:
https://www.manpowergroup.ae/job/director-of-business-development-1?source=glassdoor.com
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