Growth Strategy Director

About This Role

Solutions Director Middle East & Africa

The architect of Globant's growth narrative in the Middle East. A singular owner of the end-to-end opportunity — from sensing a client's ambition to presenting a winning, AI-powered solution that makes Globant the partner of choice.

01 Role at a Glance LOCATION Dubai / Riyadh REPORTING TO CSO JOB FAMILY Growth SENIORITY Director 02 Core Responsibilities ◎ Define the North Star Set a clear, ambitious vision for each opportunity — one that aligns Globant's capabilities with the client's transformation agenda and positions us as a long-term strategic partner rather than a vendor.

◎ Craft the Winning Strategy AI-Enhanced Build the "Why We Win" narrative — leveraging AI-powered competitive intelligence tools and market-sensing frameworks to articulate a differentiated, evidence-backed strategy for each pursuit.

◎ Design the Solution AI-Enhanced Architect end-to-end solutions that integrate Globant's studios, GX capabilities, and emerging AI/GenAI offerings — translating business problems into a coherent technology and experience blueprint tailored to the client's context.

◎ Understand the Opportunity Deeply Conduct rigorous discovery — mapping the client's strategic priorities, stakeholder landscape, budget cycles, and competitive dynamics. Identify unarticulated needs and translate them into addressable business opportunities.

◎ Implement the Strategy Orchestrate the internal pursuit team across Studios, GX, Finance, Legal, and executive sponsors — ensuring the strategy translates flawlessly into the proposal, commercial model, and delivery commitment.

◎ Day-to-Day Cross-Studio Leadership Partner daily with technology studios, GX teams, and regional delivery leads — acting as the connective tissue between disciplines to develop integrated, world-class solutions on time and at quality.

◎ Craft a Compelling Story AI-Enhanced Write and structure executive-level narratives — using AI-assisted content tools and storytelling frameworks — that make the complex feel inevitable and the proposal feel personal. Every slide, word, and visual earns its place.

◎ Prepare and Deliver the Pitch Lead the full proposal presentation — owning rehearsals, Q&A preparation, and live delivery. Coach internal contributors and ensure executive coherence across the entire pitch experience.

03 Expanding Globant's Regional Footprint ◎ Market Positioning & Offering Elevation AI-Enhanced Continuously refine Globant's go-to-market positioning for MEA — identifying which AI, cloud, experience, and industry propositions resonate with Saudi Vision 2030, UAE Centennial 2071, and other national agendas.

◎ Value Proposition Design Build, iterate, and codify reusable value propositions by vertical (BFSI, Government, Energy, Retail, Healthcare) — making it faster and more compelling to respond to future opportunities.

◎ AI-First Solution Strategy AI-Enhanced Embed AI and GenAI capabilities (agentic workflows, intelligent automation, LLM-powered products) into every solution design — positioning Globant as the partner that leads with AI, not just applies it.

◎ Executive Relationship Cultivation Build trusted C-suite relationships with key accounts and prospects in the region — acting as a thought partner before, during, and after the bid to open doors that cannot be unlocked through RFP responses alone.

◎ Win/Loss Intelligence AI-Enhanced Synthesize outcomes from every bid — using AI-assisted debrief tools — to build an institutional knowledge base that sharpens competitive positioning, pricing strategy, and future pursuit quality.

◎ Ecosystem & Partner Strategy Map and activate the regional partner ecosystem (hyperscalers, system integrators, government entities, accelerators) to co-create solutions that amplify Globant's reach and credibility in MEA.

◎ Thought Leadership & Brand Amplification Represent Globant at regional forums, GITEX, Seamless, and industry events — publishing and presenting insights that build brand authority and generate inbound opportunities.

04 How Success Is Measured The Solutions Director is evaluated on pursuit quality, win velocity, and the strategic lift of Globant's positioning in MEA.

Win Rate Bid conversion %

Pipeline Influenced ACV from pursuits

Proposal Quality Exec & client NPS

Time-to-Proposal Pursuit velocity

Footprint Growth New logo & expansion

AI Penetration AI-led deal share

05 What We're Looking For ▸ 10+ Years in Tech Consulting / IT Services Proven track record in pre-sales, solutioning, or business development at a global technology services firm.

▸ MEA Market Fluency Deep understanding of GCC enterprise dynamics, procurement cycles, and cultural business norms across UAE, KSA, and the broader region.

▸ AI & Digital Native Mindset Hands-on familiarity with AI, GenAI, and digital transformation solution architectures — not just at the buzzword level.

▸ Executive Communication Exceptional written and verbal communication — can present with conviction to a C-suite audience and adapt the story on the fly.

▸ Cross-functional Orchestrator Comfortable leading without direct authority — can align diverse studios, GX, and delivery teams toward a unified pursuit goal.

▸ Commercial Acumen Experience shaping commercial models, pricing strategy, and deal structures for complex, multi-phase technology engagements.

▸ Bi-lingual Advantage Arabic language proficiency is a meaningful differentiator for building trust with government and enterprise stakeholders.

▸ Industry Depth (at least one) BFSI, Government & Public Sector, Energy & Utilities, Retail, or Healthcare in the MEA context.

06 Why This Role, Why Now The Middle East is at an inflection point — national transformation agendas, sovereign AI investments, and enterprise digitization are creating a once-in-a-generation opportunity for a partner with Globant's profile. The Solutions Director will not inherit a mature playbook; they will write it — shaping how Globant competes, wins, and grows in one of the world's most strategically significant technology markets.

"This is not a role for someone who executes a process. It's for someone who builds the process — and keeps reinventing it."