Practice Head- Digital Transformation

Company Description

Job Description

A — Sales Strategy & Revenue Leadership

• Own and deliver the DT practice revenue, gross margin, and pipeline targets aligned to FY business plans.
• Define and execute the go-to-market (GTM) strategy for DT solutions across priority industries and geographies (UAE, Oman, KSA).
• Build a scalable and predictable sales pipeline to support short- and long-term growth; maintain healthy pipeline coverage ratios.
• Lead acquisition of large enterprise and government customers for DT solutions (EIM, ECM, BPM, OCR, RPA, Digital Workflow, Archiving, Compliance).
• Personally engage with CXOs, CIOs, CTOs, and Digital Transformation leaders for strategic deal pursuit and closure.
• Drive penetration into new verticals and expansion within existing customer portfolios; own account planning.
• Review sales performance regularly and implement corrective actions to ensure target achievement.
• Monitor forecast accuracy and deal closure timelines; report to leadership with clear pipeline visibility.

B — Presales & Solution Development

• Lead and guide the presales function — solution architecture, proposal development, demos, and POC engagements.
• Ensure all solution proposals are technically sound, commercially viable, and aligned to client business outcomes.
• Engage directly at CXO level during the sales cycle to articulate business value, ROI, and differentiation.
• Sponsor and facilitate key customer workshops, solution demonstrations, and proof-of-concept engagements.
• Collaborate with product and technology teams to translate customer requirements into winning solution configurations.
• Drive proposal quality, win rates, and bid governance across all active opportunities.

C — Service Delivery & Practice Operations

• Hold overall delivery accountability across active DT projects and managed service contracts.
• Define and enforce delivery governance frameworks, project standards, and quality benchmarks.
• Drive SLA adherence and continuous improvement across all service operations.
• Oversee partner and vendor relationships — manage strategic alliances with OEMs (OpenText, OutSystems, ABBYY, Fujifilm, etc.).
• Drive joint GTM initiatives, partner-led opportunities aligned to UAE 2031 vision, UAE AI strategy 2031 & other related initiatives.
• Stay aligned with vendor roadmaps, certifications, and competitive positioning.

D — People Leadership & Practice Building

• Lead, coach, and develop the DT practice team (sales, presales, delivery) to build a high-performance culture.
• Set clear targets, KPIs, and performance expectations for direct and matrix team members.
• Partner with HR on hiring, onboarding, performance management, and succession planning for the practice.
• Define the DT practice roadmap, service portfolio evolution, and capability development agenda.
• Enable consultative selling, solution orientation, and delivery excellence across the team.
• Support marketing initiatives including industry events, thought leadership sessions, and campaigns.

Qualifications

• Bachelor's degree in Business Administration, Computer Science, IT, or related field
• 17+ years in enterprise software/DT solutions with a strong sales and presales track record
• Proven success selling EIM, ECM, BPM, RPA, OCR, or digital workflow solutions to enterprise/government accounts
• 5+ years in a leadership or practice head role managing cross-functional teams
• Experience in UAE market; GCC exposure preferred
• Solution selling and consultative sales methodology
• CXO-level stakeholder engagement and executive presentation
• Presales leadership — proposal development, solution architecture, POC management
• CRM proficiency (Salesforce / Dynamics or equivalent)
• Strong commercial acumen — pricing, margin management, deal structuring