Business Development Manager, UAE

About the Role

The Information and Communication Technologies (ICT) Business Unit at Frost & Sullivan provides critical consultative across Communication Services, IT Services & Applications, Contact Centers, Digital Transformation, Network Security among others. This area of the business is seeking a Business Development Manager / Account Manager (BDM/AM) to provide support to the Commercial Leader for the MENA region in generating demand and awareness of our products and services across their portfolio of clients, as well as in acquiring new clients for our services.

The BDM / AM will also become part of the Global Account Team for some of our most important clients in the ICT sector; private and public companies based in the UAE, Qatar, Oman and other ME countries.

• Open doors with ICT sector accounts through cold calls, emails, social media, networking events / conferences and introduce F&S solutions through a consultative sales approach
• To generate qualified sales leads / opportunities for the ICT practice and achieve all specified key performance indicators (quarterly, annual targets across specified services)
• Conduct a range of new business development initiatives and deliver qualified sales leads
• Proactively forge relationships with potential Client organizations, to gain a deeper understand of potential business needs.
• Strengthen the Frost & Sullivan brand with defined client organisations and within the ICT sector
• Accumulate and maintain a comprehensive knowledge/understanding of the main industry sectors in which you operate (including market dynamics/forces and an appreciation of the industries operating practices, structure and business functionalities) in order to identify key business opportunities
• Profile prospective clients, and leverage identified needs towards creating impactful proposals / value propositions

• Excellent verbal and written communication style, with a creative and innovative flair
• The ability to generate sales lead/opportunities via a proactive approach, using various modes (social media, industry/ event networking, tele‑calling, email campaigns etc.)
• Report accurate sales activity metrics when required, following adaptations of the typical SPANCO approach
• Able to work autonomously in‑line with the achievement of specific individual lead generation targets and KPIs
• Ability to develop strong internal and external working relationships
• Strong organisation skills and the ability to create high level meetings leveraging support from the consulting and advisory team
• The ability to create demand and awareness of the Frost & Sullivan brand and services
• High influencing skills, with a confident, proactive and methodical approach
• Ability to interact with equal ease and flair, across different experience levels including CxO level, and ranging across different personality styles and job profiles
• Engineering degree/ diploma will be a success enabler for this role

• First and foremost – a love for selling and a passion to build and nurture professional relationships – if this doesn’t describe you, this role isn’t for you
• Proven business to business (B2B) sales/ business development experience, preferably in the field of services
• Proven experience of proactive/direct external client contact and exposure to a professional / fast paced business environment;
  Desirable – past experience in selling research, consulting and advisory services
• Previous experience in gathering business relevant information and generating client interest through multiple means
• Demonstrable experience in consultative selling and an understanding of B2B service sales process/structure

• Proven track record in sales, especially in the GCC region
• Prior experience in selling into IT / ITES, Digital Enterprises, Managed Services providers, Cybersecurity solutions is an added advantage
• MBA desirable but not essential
• Bilingual English / Arabic ideal but not essential
• Engineering degree will be a success enabler for this role

• Dubai (United Arab Emirates)

• Wildly curious and entrepreneurial
• Committed to customer…