Manager - International BD and Sales - Arabic Speaking

About KATIM

KATIM is a leader in developing innovative secure communication products and solutions for governments and businesses. As an integral part of the Space & Cyber Technologies cluster at EDGE, one of the world’s most distinguished advanced technology groups, KATIM stands as a beacon of trust in an ever-evolving landscape where cyber risks are a constant menace.

Our aim is to satisfy the growing demand for advanced cyber capabilities by delivering resilient, secure, end-to-end solutions across four fundamental business units: Networks, Ultra Secure Mobile Devices, Applications, and Satellite Communications.  

With a global presence spanning from our headquarters in Abu Dhabi to offices in the UAE and Finland, KATIM empowers organisations worldwide with the unwavering assurance that their mission-critical information and communications remain private and secure, no matter the circumstance.   

Here at KATIM, we’re currently looking for Manager – International Business Development and Sales. The successful candidate should be prepared to usher in the next era of Industry Secure Communication Solutions with a focus on end to end Business Development & Sales management. The convergence of data and technology is transforming organizations.  This role is for individuals ready meet the demands of this transformation. The candidate should have an entrepreneurial spirit, and demonstrate success in developing qualified leads and closing high value business opportunities within the sector.

Key Responsibilities

In-Flight Programs:

• Gaining an understanding of business objectives and corresponding success criteria the Client is going to use for measuring success on their programs.
• Based on the objectives and established metrics, determining if the client on track and succeeding on his objectives through the implementation and delivery of our offering or solution.
• Continuously monitoring the client’s sentiment regarding the execution of D14’s work and communicating this via appropriate internal channels.
• Based on Client inputs developing and maintaining a list of actions to ensure agreed initiatives and actions are implemented in order to correct and prevent areas of concern.
• Work with the Business Units (BU) to define the actions that are necessary for remediation related to resources, systems and data sources, training, reporting, etc.
• Schedule regular checkpoints for achievement rates and client success expectations.

Sales Pipeline Development:

• Work with the BU technical leads to gain a solid understanding of their solution and service portfolio and how these offerings can be deployed to the Client/Sector. 
• Build strong relationship with Clients’ cross-functional teams
• Work closely with clients’ representatives to identify needs. Ensure an in-depth understanding of clients’ business and strategic needs.
• Work closely with SMEs and business units on:
  • shaping account’s vision and roadmap;
  • keeping account up-to-date with D14’s offerings;
  • identifying opportunities;
  • managing proposals preparation and quality, and;
  • prioritizing resources and programs as needed.
• Lead the proposal development process by:
  • reviewing RFPs, RFI or other tender documents;
  • gathering scope inputs from technical teams;
  • building the program cost estimate taking into consideration third party vendors/suppliers, D14 effort, other logistical costs, margin, risk and contingency;
  • routing the proposal for internal reviews, as required, and;
  • submitting the formal proposal to the Client.
• Deliver monthly and quarterly status and results presentations to internal and external teams. Attend weekly updates as required.
• Review quality of content delivered by the internal and external teams (if any) before submission to the client, taking into consideration the classification level of the content being delivered.

Experience and Education Qualification

• Bachelor’s Degree in Business Management or relevant field
• Minimum 6 years’ plus experience with client management and project delivery, preferably having assumed a similar position in a Technology consulting company.
• Strong sectorial expertise, ideally in the Middle East and Africa.
• Arabic and English fluency is a must for this position.
• Sales target driven.
• Expectation to hit KPI’s / Sales targets.
• Dynamic personality able to engage and influence a variety of audiences at all levels of a business.
• Strong network of partners / reseller and evidence of contacts across the region
• A focus on relationships, able to gain trust through communication, expectation setting and completion of planned deliverables.
• Ability to prioritize multiple responsibilities, balancing client deliverables on multiple projects as well as internal obligations.
• Working knowledge and experience with contracts and contract negotiations.

Key Skills

• Confident communication (written and oral) skills and a demonstrated ability to work collaboratively with all levels of internal and external organizations.
• Strong analytical skills.
• Business acumen, sound decision making, analytical and organizational skills

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