Go-To-Market Specialist - Services
- Dubai, United Arab Emirates
نُشرت أول أمس
عن الوظيفة
Job Purpose
The Go-to-Market Specialist – Services is responsible for driving new business growth by identifying, engaging, and converting new logos and new partners into clients across Arabic.AI Group's Enterprise Services portfolio, spanning Tarjama LSP, Content Lab, and Ureed.
The role is a hunter-focused business development position, responsible for proactively prospecting assigned target accounts, understanding their business and language-service requirements, identifying opportunities, developing tailored approaches, and driving opportunities through to successful closure.
The position requires a highly driven and resilient individual who thrives in a target-oriented environment, can operate effectively under pressure and ambiguity, and is motivated by winning new business. The role will also leverage strategic partnerships and internal stakeholders where appropriate to accelerate market access and deal closure.
The role covers the UAE market and spans three service lines sold consultatively and in combination rather than as siloed, single-product pitches: LSP (Editorial Translation, Media Translation- subtitling, dubbing, video editing, Staffing, Data Services), Ureed Secondments (Tech and Linguist placements), and Content Lab (Events, Talent Sourcing, Social Media Management, Strategy, Tech, Design/Branding, and Content).
Duties & Responsibilities
New Logo Acquisition
- Own the acquisition of new logos within assigned markets, segments, and accounts.
- Develop and execute account-specific approaches to penetrate target organizations and establish new commercial relationships.
- Build and maintain a healthy pipeline of qualified prospects and opportunities.
- Consistently work toward and achieve assigned business development and revenue targets.
- Identify decision-makers, influencers, buying centers, and potential entry points within target organizations.
- Apply structured, disciplined opportunity qualification (e.g., MEDDPICC or equivalent), qualifying in and disqualifying out target accounts and opportunities with equal rigor.
Account Research & Go-to-Market Planning
- Take full ownership of assigned target accounts and conduct comprehensive A-Z account research.
- Develop a strong understanding of each target account, including:
- Business model and strategic priorities
- Products and services
- Geographic footprint
- Target customers
- Growth plans
- Existing language and localization requirements
- Current or potential LSP providers
- Procurement and decision-making structures
- Key stakeholders and decision-makers
- Potential business pain points and opportunities
- Translate assigned accounts into actionable accounts penetration and go-to-market strategies.
- Identify where the company's LSP, Ureed Secondments, and Content Lab portfolio can create measurable value for each target account.
- Build and maintain account plans and stakeholder maps for a defined target account list.
Prospecting & Business Development
- Conduct proactive outbound prospecting through multiple channels, including physical meetings, calls, email, LinkedIn, networking, events, referrals, and industry connections.
- Generate new meetings and business opportunities through structured and persistent prospecting.
- Qualify opportunities based on business need, commercial potential, buying authority, timing, and fit.
- Maintain consistent prospecting activity and pipeline generation.
- Generate and co-develop pipeline together with Marketing through account-based marketing (ABM) efforts.
- Generate and manage pipeline in partnership with the company's channel and partner ecosystem.
Consultative Selling & Deal Closure
- Understand client requirements and position relevant LSP, Ureed Secondments, or Content Lab services accordingly.
- Develop compelling commercial propositions, proposals, and presentations in collaboration with relevant internal teams.
- Lead commercial discussions, negotiations, and deal progression.
- Own opportunities from initial prospecting through qualification, proposal, negotiation, and closure.
- Close deals directly or indirectly through strategic partnerships and channel relationships.
- Leverage partnerships to access new markets, accounts, and opportunities.
- Identify opportunities to expand the scope of an initial engagement into broader LSP service offerings.
- Respond to and win structured bids/RFPs, particularly government-driven, while building deliberate repeat-cadence pipeline rather than relying on one-off project wins.
- Define and articulate quantified ROI/business cases for prospective clients.
CRM, Pipeline & Reporting
- Maintain accurate and up-to-date records of prospects, activities, opportunities, and deal stages in the CRM.
- Provide regular visibility on pipeline value, forecast, conversion rates, activities, and expected closures.
- Ensure disciplined follow-up and progression of opportunities.
- Analyze pipeline performance and continuously improve prospecting and conversion approaches.
- Support win-back efforts on lapsed or lost accounts as a distinct, tracked motion.
Cross-Functional Collaboration
- Work closely with the Production, Marketing and other relevant functions to ensure commercial commitments are realistic and deliverable.
- Coordinate internally to develop customized solutions and proposals for prospects.
- Ensure a smooth transition from closed opportunity to implementation and account ownership.
Networking and Industry Engagement:
- Attend industry conferences and events in the industry to promote the organization and network with potential clients and partners.
- Lead prospecting at industry exhibitions and events, including job fairs relevant to staffing and secondments, using a pre-built target list.
- Develop and maintain client relationships, expectations & satisfaction.
- Conduct regular in-person meetings with clients and stakeholders in the local market to strengthen relationships.
Education, Experience & Qualifications
- A bachelor’s degree in business management or any related field is preferable.
- 4–7 years of proven experience in business development, new business sales, or hunting roles. Background in multi-product/portfolio selling (e.g., agency, staffing, LSP, or professional services environments) is a strong advantage; a consulting background is a plus.
- A good understanding of Language and Translation services and the challenges faced within the specific market sectors.
- Previous experience working within an agency environment is highly preferred, particularly within language services, localization, media, creative, marketing, content, or related B2B services.
- Demonstrated track record of acquiring new clients and closing B2B deals.
- Experience managing a defined target-account list and developing account penetration strategies.
- Excellent prospecting, networking, negotiation, and closing skills.
- Comfortable with mixed-cycle selling - short-cycle, longer-cycle, and bid-driven — within the same book of business.
- Demonstrated, verifiable experience building pipeline from zero, rather than managing or inheriting an existing book.
- Strong commercial acumen and ability to identify revenue opportunities.
- Excellent account research and business intelligence skills.
- Ability to understand client needs and translate them into relevant LSP solutions.
- Strong communication, presentation, and influencing skills.
- Ability to work under pressure and meet tight deadlines.
- Highly target-driven and comfortable working with ambitious sales targets.
- Resilient, persistent, and able to handle rejection and setbacks.
- Excellent level of proficiency with MS Office Project, Excel, Visio, PowerPoint, and SharePoint.
- Excellent command of both spoken and written English.
- Willingness to travel approximately 25–50% to UAE, typically involving one to two business trips per month, depending on business requirements.
Behavioral Competencies
- Adaptability
- Problem Solving
- Initiative
- Team Oriented
- Ability to work under pressure
Technical Competencies
- Business Acumen (DDU)/Deals Management
- Negotiation
- Customer Relationship Management
- Proposal Writing
- Presentation Skills
- CRM & Sales Tools
- Bid/RFP Management
- ROI & Business Case Development