Account Manager/BD Manager for ICT

  • Full Time
  • Dubai
  • Posted 2 months ago

Frost & Sullivan

About Frost & Sullivan

Frost & Sullivan, the Growth Pipeline Company, has spent more than 60 years partnering with clients to develop transformational growth strategies by focusing on innovation and growth opportunities driven by disruptive technologies, mega trends, emerging markets and new business models. Today, more than ever before, companies must innovate, not only to survive, but thrive in the future. Our Growth Pipeline Management (GPM) system supports clients by identifying and evaluating new growth opportunities and serves as the foundation for continuous growth. This is your opportunity to be part of a revolutionary global team that truly inspires positive global changes by innovating to zero. Learn more about Frost & Sullivan at

About The Team/Practice Area

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 Executive/ Business Development Manager 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 Business Development Executive/ Manager 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, Oman, Egypt and Kuwait.

About The Role

Uncover potential new Frost & Sullivan clients using heavy proactive customer engagement activity. Determine the client’s needs using Consultative Customer Engagement model, Growth Pipeline Dialogs & empathetic listening. Offer products & services which best match the clients’ needs & use all resources available to close the customer engagement. Maintain business relationships with existing clients while forging strong relationships with new clients. Involve with the Growth Opportunity Analytics team through Growth Pipeline Dialogs concerning topic development. A successful Business Development Manager should expect to move to S6 level after 18-24 months of proven success.



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 Manage key stakeholders by sector/practice area to ensure expectations are met/exceeded, timelines are heeded
Develop excellent quality content
Work with a global team of experts to create a powerful customer experience


Required Competencies

We’re Looking For Candidates Who –

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 into IT / ITES, Digital Enterprises, Managed Services providers, Cybersecurity solutions
MBA desirable but not essential
Bilingual English / Arabic ideal but not essential
Engineering degree/ diploma will be a success enabler for this role
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
Are Well-organized and detail-oriented
Take ownership to work independently with remote supervision
Can multi-task and meet tight deadlines
Are disciplined and adhere to high-quality standards
Is a strategic thinker; understands how operational activities are vital in supporting the overall strategy of the business

What will make you succeed at Frost & Sullivan?..

You need to be-

Wildly curious and entrepreneurial
Committed to customer success
A self-starter invested in your future
A persuasive communicator
Deeply Analytical
Excited about Disruptive Trends



A friendly work environment with an ‘open door’ policy
A strong career path with growth opportunities.
Be part of a global team that strives for excellence, and fosters an Olympic spirit
Feed your intellectual curiosity by collaborating across all levels of the company across the globe
Global Recognition – President’s Club & Chairman’s Club Awards
Continuous learning and coaching
Flexible work policy
Attractive Medical and Accident insurance

Due to overwhelming responses, only short-listed candidates will be notified.

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