Senior Business Development Manager -IT Services Sales

Senior Business Development Manager — Brainvire UAE Location: Dubai, UAE Reports to: Chief Revenue Officer (CRO) Experience: 12–16 years Target: USD : 3M annual services revenue Role Overview Reporting to the Chief Revenue Officer, the Senior Business Development Manager — UAE owns Brainvire's services revenue growth across the United Arab Emirates and the wider GCC region, carrying an annual services revenue target of USD 3 million. The role drives pipeline generation in collaboration with our ABM (Account Based Marketing) team, converts partner-sourced opportunities, and grows a portfolio of strategic enterprise accounts across retail, real estate, logistics, healthcare, and government-led digital transformation programs. 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 services in the Middle East, brings an active personal network across both platform partner sales teams and enterprise client buyers, and is energised by the opportunity to build a regional book of business. **Areas of Ownership** * Regional Revenue Ownership: Deliver the USD 3M annual services revenue target 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, 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 theBrainvire 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** * Chief Revenue Officer: Align on regional GTM, account prioritisation, partner playbooks, and forecast commitments. * 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 USD 3M 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