Business Development Manager -IT Sales

About this opportunity

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