Business Development Manager

About Frost & SullivanFrost & 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 roleThe 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 responsibilitiesOpen doors with ICT sector accounts through cold calls, emails, social media, networking events / conferences and introduce F&S solutions through a consultative sales approachTo 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 leadsProactively 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 sectorAccumulate 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 opportunitiesProfile prospective clients, and leverage identified needs towards creating impactful proposals / value propositionsCompetenciesExcellent verbal and written communication style, with a creative and innovative flairThe 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 approachAble to work autonomously in-line with the achievement of specific individual lead generation targets and KPIsAbility to develop strong internal and external working relationshipsStrong organisation skills and the ability to create high level meetings leveraging support from the consulting and advisory teamThe ability to create demand and awareness of the Frost & Sullivan brand and servicesHigh influencing skills, with a confident, proactive and methodical approachAbility to interact with equal ease and flair, across different experience levels including CxO level, and ranging across different personality styles and job profilesEngineering degree/ diploma will be a success enabler for this roleExperience RequiredFirst 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 youProven business to business (B2B) sales/ business development experience, preferably in the field of servicesProven 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 servicesPrevious experience in gathering business relevant information and generating client interest through multiple meansDemonstrable experience in consultative selling and an understanding of B2B service sales process/structureQualificationsProven track record in sales, especially in the GCC regionPrior experience in selling into IT / ITES, Digital Enterprises, Managed Services providers, Cybersecurity solutions is an added advantageMBA desirable but not essentialBilingual English / Arabic ideal but not essentialEngineering degree will be a success enabler for this roleBenefitsA competitive base salary plus commission