Business Development Manager- AI & Agents

About the Role
The Business Development Manager- AI & Agents is tasked with building and managing a self-sourced new-business pipeline for AI Agents, AI Apps, and AI Models within specified markets. This role requires a consultative and diagnosis-first approach to navigate complex multi-stakeholder organizations, develop stakeholder maps and account plans, and translate operational pain points into actionable AI use cases. The position employs structured qualification methods such as MEDDPICC and collaborates directly and with the company's channel and partner ecosystem to close new business.

Duties & Responsibilities

New Logo Acquisition

• Own full-cycle prospecting, qualification, and closing across an assigned account territory within the UAE market.
• Build and own a fully self-sourced, hunter-owned pipeline — with no inherited pipeline, no renewals, and no account management.
• Apply structured, disciplined qualification (MEDDPICC or equivalent) rigorously, both qualifying in and disqualifying out.
• Consistently work towards and achieve assigned business development and revenue targets.
• Identify decision-makers, influencers, buying centers, and potential entry points within target organizations.

Account Research & Go-to-Market Planning

• Take complete ownership of assigned target accounts and conduct thorough account research to feed live account plans.
• Build and maintain account plans and stakeholder maps for a defined target account list (NAL).
• Develop a robust understanding of each target account, including business model, technology landscape, procurement structures, and key stakeholders.
• Translate a client’s operational pain points into specific, relevant AI use cases.
• Research a prospect’s business, technology, and recent developments thoroughly before initial meetings.

Prospecting & Business Development

• Conduct proactive outbound prospecting via multiple channels, including calls, emails, LinkedIn, networking, events, referrals, and industry connections.
• Generate and co-develop pipeline alongside Marketing through account-based marketing (ABM) initiatives.
• Generate and manage pipeline in collaboration with the company's channel and partner ecosystem.
• Lead prospecting initiatives at industry exhibitions and events using a detailed target list, avoiding general interactions.
• Qualify opportunities based on business needs, commercial potential, buying authority, timing, and fit.

Consultative Selling & Deal Closure

• Understand the prospect's challenges and translate them into technology solutions.
• Develop compelling commercial propositions, proposals, and presentations in partnership with relevant internal teams.
• Lead negotiations, commercial discussions, and the progression of deals.
• Own opportunities from initial outreach through qualification, proposal, negotiation, and closure.
• Close deals directly or indirectly through strategic partnerships and channel relationships.
• Leverage partnerships to access new markets, accounts, and opportunities.
• Clearly communicate the business value, ROI, and impact of proposed technology solutions.

CRM, Pipeline & Reporting

• Maintain accurate records of prospects, activities, opportunities, and deal stages in the CRM.
• Provide regular updates on pipeline value, forecasts, conversion rates, activities, and expected closures.
• Ensure diligent follow-up and progression of opportunities.
• Analyze pipeline performance and continuously refine prospecting and conversion methods.

Cross-Functional Collaboration

• Collaborate closely with Pre-Sales, Engineering, Production, Products, finance, Legal, and other pertinent functions to validate that commercial commitments are feasible.
• Coordinate to develop customized solutions and proposals for prospects.
• Ensure a seamless transition from closed opportunities to implementation and account ownership.

Networking and Industry Engagement

• Attend relevant industry exhibitions and conferences centered on AI Agents, Apps, and Models, utilizing a pre-built target list for effective prospecting.
• Develop and sustain client relationships, understanding how systems integrators, hyperscalers, and channel partners connect with deals.
• Conduct regular in-person meetings with UAE-based clients and stakeholders to reinforce relationships.

Education, Experience & Qualifications

• A bachelor’s degree in Technology, Engineering, Computer Science, or a related field is preferred.
• At least 8 years of proven experience in business development, technology sales, solution sales, enterprise sales, or consultative B2B sales.
• Experience selling technology, digital solutions, AI, SaaS, cloud, automation, software, IT services, or other tech-enabled solutions.
• A background in management consulting (e.g., Big 4, strategy firm) is a strong plus, bringing diagnostic rigor and business-case skills.
• Proven track record of acquiring new clients and closing B2B deals.
• Experience in managing a defined target-account list and developing account penetration strategies.
• Strong prospecting, networking, negotiation, and closing abilities.
• Comfortable with long, technical, multi-stakeholder sales cycles.
• Strong commercial sense and capability to identify revenue opportunities.
• Excellent account research and business intelligence skills.
• Ability to transform client needs into relevant tech solutions.
• Excellent communication, presentation, and influencing skills.
• Ability to work under pressure and meet tight deadlines.
• Highly target-driven and focused on ambitious sales objectives.
• Resilient and able to handle rejection and setbacks effectively.
• Proficiency in MS Office Project, Excel, Visio, PowerPoint, and SharePoint.
• Proficient in spoken and written English.
• Willingness to travel approximately 25–50% within the UAE, generally involving one to two business trips per month based on requirements.

Behavioral Competencies

• Team Building & Management
• Conflict Management
• Time Management
• Results Orientation
• Influencing Others

Technical Competencies

• Business Acumen (DDU)/Deals Management
• Knowledge of AI Agents, Apps & Models
• MEDDPICC / Structured Qualification
• Knowledge of Technology & Digital Solutions
• Technology Savviness
• Negotiation Skills
• Customer Relationship Management
• Proposal Writing
• Presentation Skills
• CRM & Sales Tools