Associate Director​/Director, Business Relationship Management; BRM - Private Capital - Middle East

Position: Associate Director/Director, Business Relationship Management (BRM) - Private Capital - Middle East

Requisition

Business Unit:
Fitch Ratings

Category:
Business Development & Sales

Location:

Dubai, Dubai, AE

Associate Director/Director, Business Relationship Management (BRM) - Private Capital - Middle East Role Summary

• Own relationships and create revenue opportunities from public and private sector investors spanning large institutional SWFs, global/regional asset managers, banks, and family offices in the Middle East by originating and converting credit rating opportunities, specifically in special situations and private credit market.
• Apply a cross‑sector and multi‑asset solutions approach to create tailored rating services (e.g., public and private monitored ratings, credit opinions, rating assessment services) and manage the full commercial lifecycle from prospecting to fee negotiation and post‑transaction relationship expansion.

Key Responsibilities:

Commercial leadership and revenue growth

• Build and execute a territory plan to deliver annual new‑business and retention targets for the entire ratings product offering with investors based in the Middle East, aligning with revenue‑led best practices and visibility across the organization.
• Develop pipelines across private credit lending and investing themes, including direct lending, Fund Asset Management lending, opportunistic/structured credit, and bespoke private placements in line with the growing demand for bespoke private credit solutions in the region.
• Identify and convert rating opportunities to execute subscription line, NAV finance, and leverage finance via engagement with sponsors, lenders, and banks managing capital positions of their balance sheet.

Client coverage and solutions

• Serve as primary BRM relationship owner for target SWFs, pension funds, insurance investors, and family offices; map decision‑makers across CIO, private credit, treasury, capital markets, portfolio managers, and risk.
• Educate clients on how private ratings/opinions can support capital formation, counter party eligibility, collateral optimisation, and governance, reflecting private‑market nuances (illiquidity, bespoke terms, floating‑rate structures) and navigate local/regional regulatory considerations.

Go‑to‑market execution and deal management

• Drive coordinated campaigns with marketing and product to target themes like M&A activity, direct lending, NAV/subscription line facilities, Fund financings, and Structured Finance such as ABS, RMBS and CLN/Multi‑Asset Linked notes.
• Build partnerships with regional and global banks, law firms, advisors, and placement agents active in private credit, co‑investments, and placements to source opportunities; market mapping supported by job‑market visibility across private credit in UAE/GCC to prioritise segments.
• Maintain rigorous pipeline hygiene, forecasting accuracy, and revenue reporting in CRM tools, consistent with revenue operations best practices for visibility and predictability.

Market insight and thought leadership

• Provide client and competitive intelligence to inform product development and pricing; contribute to regional thought leadership on private credit trends.
• Identify white‑spaces for new or adapted rating offerings aligned to Middle East investor needs.
• Synthesise private credit trends and translate into actionable campaigns.

Qualifications and Experience

• 10+ years in institutional coverage, capital markets, private credit, subscription finance, or structured finance within banks, asset managers or advisory firms; strong track record of originating and closing revenue with institutional investors.
• Deep understanding of private credit (direct lending, opportunistic/structured credit), including the bespoke, negotiated nature of private loans and the growing institutional demand for private credit solutions.
• Familiarity with the fund management landscape of the region and their investment strategies and organisational structure; ability to engage with fund finance teams and lenders on facilities backed by investor commitments.
• Demonstrated revenue leadership: building territory plans, forecasting, and driving cross‑functional execution to hit budget and growth targets, consistent with revenue management leadership…