Business Development Manager

About Frost & Sullivan

Frost & Sullivan, founded in 1961, is a global growth consulting company dedicated to providing innovative growth strategies, strategic advisory, and market intelligence to a broad portfolio of International blue chip companies. With a client list that includes global 1000 organizations, emerging companies and the investment community, Frost and Sullivan has evolved into one of the premier growth consulting companies in the world.

Today, more than ever before, companies must innovate, not only to survive, but thrive in the future. We’ve spent more than 60 years guiding our clients toward transformational growth strategies by focusing on opportunities driven by disruptive technologies, mega trends, emerging markets and new business models. This is your opportunity to be part of a revolutionary global team that truly inspires positive global changes. Learn more about Frost & Sullivan: https://careers.frost.com/

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.

Role responsibilities

• 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
  
  

Competencies

• 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
  
  

Experience Required

• 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
  
  

Qualifications

• 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
  
  

Benefits

• A competitive base salary plus commission
• Local benefits
• An opportunity to work with a “Best in class" global team that strives for excellence
• An encouraging environment to help develop intellectual curiosity and opportunities to collaborate across all levels of the company
• A definite career path with numerous growth opportunities
  
  

Job Location:

• Dubai (United Arab Emirates)
  
  

Contact us now if you meet the requirements. We look forward to hearing from you. Only successful applicants will be contacted for interview. You must be eligible to work in the UAE for any employer, and not barred from entry into any GCC country.