Director Sales & Business Development

Posted Date about 1 year ago
Location Saudi Arabia
Discipline Information Technology
Job Reference 31381
Salary 0.0
Job Title: Director of Business Development
Location: Riyadh, Saudi Arabi
Role Type: Permanent

Our client is looking for a creative, focused, well-organized and highly motivated individual who 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 the partner ecosystem for sales and services that meet the needs of both partners and clients.
Duties & Responsibilities (Not in any particular order):
• Identify key partnership opportunities for which our client 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
• 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
• 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 partner-driven 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 our client’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
• 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:
• 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.

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