Summary
Ghobash Group is seeking a Sales Manager – Digital Transformation in Dubai to drive enterprise solution sales and revenue growth. The role manages the full sales cycle, develops enterprise and government accounts, expands existing customer relationships, and maintains sales pipelines and forecasts. It also involves consultative customer engagements, proposals and demonstrations with presales teams, partner coordination, and support for go-to-market initiatives. Applicants should have 12+ years of experience in EIM, digital transformation, or enterprise software sales, with a proven record of selling to large enterprise and government customers.
The posting
As published on ghobash.com. Pulled from the employer's site and shown as they wrote it.
Company Description
With its corporate strategy focused on growth, sustainability and value creation, Ghobash Group extends a unique approach to nurturing and developing the most rewarding opportunities both intuitively and systematically. The Group seeks progressive partners and principals whose innovative products and services can deliver to the growing needs and aspirations of the public and private sectors. Today with a diverse team of 3,000+ professionals, extensive regional experience, strong financial backing, and unrivalled operational capabilities, Ghobash Group ventures confidently into the future, dedicated as always to pushing the boundaries for innovation and customer satisfaction.
The Sales Manager – Digital Transformation is responsible for driving revenue growth by managing enterprise solution sales within the Digital Transformation portfolio. The role focuses on acquiring new customers, expanding existing accounts, and managing sales pipelines while supporting the Head of Sales in executing the overall go‑to‑market strategy for GCG’s digital solutions. Initially this will be an individual contributor role with a self-target to achieve.
Job Description
Sales Execution & Revenue Delivery
• Deliver assigned revenue, margin, and pipeline targets aligned with the Digital Transformation sales plan.
• Manage the end‑to‑end sales cycle from opportunity identification to deal closure.
• Maintain a healthy and predictable pipeline to support quarterly and annual targets.
• Track sales performance and ensure timely closure of deals.
Business Development & Enterprise Sales
• Identify and develop opportunities within enterprise and government customers for Digital Transformation solutions.
• Lead consultative sales engagements for EIM, ECM, BPM, OCR, RPA, Digital Workflow, Archiving and Compliance solutions.
• Develop strong relationships with CIOs, IT leaders and digital transformation stakeholders.
• Expand business within existing accounts through cross‑selling and solution‑based engagement.
Customer Engagement & Account Management
• Act as a trusted advisor to customers by understanding their digital transformation roadmap and challenges.
• Conduct customer meetings, presentations and solution demonstrations with presales teams.
• Manage customer expectations and ensure strong satisfaction.
Team Collaboration & Leadership Support
• Support the Head of Sales in executing the sales strategy and GTM initiatives.
• Mentor junior sales executives where applicable.
• Collaborate with presales, delivery and product teams to build winning proposals.
Partner & Vendor Engagement
• Support relationships with strategic technology partners.
• Identify partner‑led opportunities and drive joint customer engagements.
• Stay updated on partner solutions and certifications.
Market Intelligence & Sales Planning
• Monitor market trends and competitor activities in the digital transformation space.
• Provide insights to refine sales positioning and offerings.
• Contribute to marketing initiatives such as events and industry engagements.
KPIs & Success Metrics
• Revenue and Gross Profit achievement vs target
• Pipeline coverage and conversion ratio
• New enterprise customer acquisition
• Account expansion and retention
• Forecast accuracy and deal closure timelines
Qualifications
- Proven 12+ years of work experience EIM / Digital Transformation / Enterprise Software sales.
- Should have Sales Experience in Proven track record of selling to large enterprise and government customers.
- Strong understanding of EIM, ECM, BPM, OCR, RPA, and digital workflow solutions.
- Ability to articulate business value and ROI to senior stakeholders.
- Strong negotiation, presentation, and proposal-writing skills; Understanding of sales performance metrics
Additional Information
• 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
• Deep technical fluency in DT platforms (EIM, ECM, BPM, RPA, AI/ML, cloud)
• Thought leadership — industry events, whitepapers, client advisory