Head of Presales and Business Development MEA

Job Description: **1. Position Overview

2. Key Responsibilities****2.1 Strategic Business Development

• Define and execute the MEA Presales & BD strategy in alignment with corporate and zone growth targets.
• Identify, qualify, and develop high-value opportunities across hyperscale, colocation, government, telecom, O&G, banking, and smart infrastructure segments.
• Own the regional pipeline, forecast accuracy, and revenue accountability across clusters (Gulf, KSA, ESA/SSA, NEAL/NAL, TUECA/TURCA, FRA).
• Establish and grow strategic relationships with C-level decision-makers, key accounts, and ecosystem partners.
• Lead target account selling programmes and coordinate cross-functional bid teams for large-scale, complex deals.

2.2 Presales Leadership & Technical Engagement

• Lead the MEA presales organisation, providing technical direction, coaching, and performance management for BDMs and presales engineers.
• Oversee the development of solution architectures covering critical power (UPS, busbar, switchgear), precision cooling, DCIM, EcoStruxure, and edge/IoT platforms.
• Ensure proposal quality, solution compliance, and technical differentiation in all customer-facing deliverables.
• Drive adoption of consultative selling methodologies and value-based positioning frameworks across the team.
• Act as ultimate technical authority and executive sponsor on flagship accounts and government-restricted projects.

2.3 Sustainability & Innovation Programmes

• Champion sustainability initiatives aligned with net-zero commitments, tracking ESG targets and embedding sustainability value propositions into customer engagements.
• Drive adoption of energy-efficient, future-ready solutions including 800VDC architecture, liquid cooling, and renewable-integrated power design.
• Lead or contribute to innovation programmes such as EcoXpert Partner Programme, AI-ready datacenter offerings, and digital transformation initiatives.

2.4 Partner & Ecosystem Development

• Develop and manage the regional partner ecosystem: system integrators, EPC contractors, consultants, and technology alliance partners.
• Lead partner enablement, certification, and co-selling programmes to expand indirect revenue channels.
• Negotiate and manage commercial frameworks with key suppliers and subcontractors.

2.5 Cross-functional Coordination & Reporting

• Coordinate with country sales directors, offer management, supply chain, and finance to ensure end-to-end deal execution.
• Provide senior leadership with accurate pipeline reporting, market intelligence, and competitive analysis.
• Represent the organisation at industry forums, customer events, and executive briefings.
• (External) English Qualifications: **Qualifications & Experience** **Essential Requirements**
• Bachelor's degree in Engineering, Information Systems, or a related technical discipline
• Minimum 15 years of progressive experience in B2B technology sales, presales, or business development
• Minimum 8 years in a senior leadership role managing regional or multi-country presales/BD teams
• Demonstrated track record managing $100M+ revenue portfolios in the MEA region
• Deep expertise in datacenter infrastructure: critical power, UPS, cooling, DCIM, and associated digital platforms
• Strong understanding of hyperscale, colocation, edge, and enterprise IT infrastructure architecture
• Experience with government, O&G, banking, telecom, and smart city accounts across MEA
• Proven ability to manage complex, multi-stakeholder bids and turn-key project programmes
• Fluency in English; Arabic or French proficiency strongly preferred

Preferred And Advantageous

• Master's degree or MBA in a relevant field
• CDCP or equivalent datacenter design/operations certification
• PMP, PRINCE2, or PGMP project management certification
• Familiarity with ITIL, PMBOK, FIDIC, and Agile delivery frameworks
• Experience with EcoStruxure platform, EcoXpert partner programme, or equivalent vendor ecosystems
• Background in sustainability programme leadership and ESG reporting
• Exposure to AI/HPC compute infrastructure, liquid cooling, and 800VDC architectures
• Track record in partner ecosystem development and indirect channel management
• Prior experience with international zone or global presales/BD governance roles

Core Competencies** **Strategic Leadership

• Supply Chain & Industrial Logistics

• **Key Performance Indicators*** Regional revenue and order intake vs. target across MEA clusters
• Pipeline coverage ratio and forecast accuracy
• Win rate on qualified strategic opportunities
• Presales team productivity and solution hit rate
• Partner ecosystem growth: number of certified / active partners
• Customer satisfaction and NPS scores on major programmes
• Sustainability and ESG business volume generated
• New market / new segment penetration metrics

Working Conditions