ENTERPRISE BUSINESS DEVELOPMENT MANAGER -

ITAM & Software Advisory | Middle East and Africa

Connor Consulting International | Dubai, UAE

Are you ready to help scale a market-leading ITAM and Software Advisory practice across the Middle East?

Overview

Connor Consulting International is a specialist ITAM and Software Advisory practice with a global client base, including Fortune 500 companies and major government and regulated sector organisations. We deliver software asset management, licence compliance, audit readiness, and commercial optimisation across the enterprise technology stack, from on-premise software estates to cloud and SaaS environments.

Founded in 2009, Connor has grown into a trusted advisor to large enterprises across multiple industries globally. Connor holds recognised status under the IBM Client Value Accelerator (CVA) program, a genuine commercial differentiator in accounts with significant IBM infrastructure.

Our advisory teams combine deep publisher expertise with practical, outcome-driven delivery across SAM, ITAM, SaaS Optimisation and moving into FinOps, and Cloud Advisory.

We are expanding our Middle East and Africa practice and are seeking an Enterprise Business Development Manager to own net-new logo acquisition and long-term account growth across the region. This is a greenfield commercial opportunity at a critical moment in our MEA expansion, with full commercial ownership, direct access to leadership, and a clear path to building and leading a regional team.

This is a hunter-led, services-focused role covering both direct enterprise markets and partner-led pursuits across South Africa, Kuwait, Oman, Qatar, and Saudi Arabia. Target accounts include large enterprises, government entities, BFSI institutions, telecoms, healthcare organisations, airports and transport authorities, energy companies, and major conglomerates across the region.

The core commercial motion is to land initial advisory and tooling engagements and convert them into multi-year managed services contracts. Success in this role means building toward USD 1.5M to USD 2M in annual delivered revenue, with an increasing proportion from recurring managed services.

Core Offerings

IBM-aligned advisory engagements under the IBM CVA program, focused on enterprises running significant IBM infrastructure including software, middleware, and hybrid cloud environments
Advisory and assessment engagements for Tier 1 publishers including Oracle, IBM, Red Hat, VMware, Microsoft, SAP, and Adobe
Managed ITAM and software optimisation services on recurring multi-year contracts
Tooling implementation and enablement leveraging ServiceNow ITAM, Flexera, and Snow Software
New - SaaS governance, cloud cost optimisation, FinOps advisory, and IT service management advisory

Key Responsibilities

Drive net-new logo acquisition across enterprise, government, and BFSI accounts in both direct and partner-led markets
Own greenfield account development from initial engagement through multi-year managed services contracts
Convert advisory and tooling engagements into recurring managed optimisation services
Build and execute territory and account plans aligned to annuity revenue growth
Manage the full enterprise sales cycle: prospecting, discovery, solution positioning, proposal, negotiation, and close
Lead consultative discovery focused on cost optimisation, compliance risk, audit exposure, and operational efficiency, with particular emphasis on IBM estate complexity
Build senior stakeholder relationships across IT, Procurement, Finance, Security, Risk, and Audit
Engage and manage in-country partners to route and close deals in markets where Connor does not operate directly, including South Africa, Kuwait, Oman, Qatar, and Saudi Arabia
Develop and maintain partner relationships to extend coverage into government and regulated sectors across the region
Collaborate with presales, consulting, and delivery teams to shape differentiated advisory solutions
Engage with technology publishers and system integrators on joint pursuits
Maintain accurate CRM data and participate in weekly pipeline and forecast reviews

Commercial Scope and Deal Complexity

Ownership of complex, multi-stakeholder enterprise sales pursuits spanning advisory, tooling, and managed services
Experience managing entry-point advisory engagements (typically USD 50K+) and larger enterprise opportunities, with a clear focus on progressing accounts toward USD 200K to USD 1M+ contracts
Demonstrated ability to use initial assessments and advisory engagements as entry points into broader transformation and long-term recurring managed services relationships
Ability to structure and manage partner-led deal flows, including commercial arrangements and engagement models for in-country partners in markets without a Connor direct presence
Engagement with senior executive stakeholders across IT, Finance, Procurement, Risk, and Audit

Required Skills and Experience

8 to 10 years of enterprise B2B IT services or advisory sales experience, with GCC or broader MEA experience strongly preferred
Proven track record in net-new logo acquisition and consultative services selling in complex, multi-stakeholder environments
Established senior relationships in Banking, Financial Services, Government, Telecom, Healthcare, Hospitals, Insurance, Oil and Gas, Airports and Transport Authorities, or Utilities across the GCC or wider MEA region
Strong grounding in ITAM and SAM and an understanding of how ITAM connects to adjacent disciplines including ITOM (IT Operations Management) and ITSM (IT Service Management). Candidates with broader IT infrastructure fluency are particularly valued.
Exposure to ITAM tooling platforms such as ServiceNow, Flexera, or Snow Software
Experience selling into IBM-heavy environments, with a working understanding of IBM licensing complexity, audit risk, and optimisation levers
Experience engaging and managing channel or in-country partners to extend regional coverage and close partner-led deals, particularly with government clients
Track record managing enterprise deal sizes typically ranging from USD 200K to USD 1M+
Strong discovery, value articulation, and business-case selling capability

Preferred Experience

Familiarity with the IBM Client Value Accelerator (CVA) program and experience collaborating with IBM account teams on joint client engagements
Understanding of software licensing compliance, audit risk, and optimisation across Oracle, IBM, Microsoft, SAP, VMware, Adobe, and Red Hat
Hands-on exposure to Flexera and/or ServiceNow SAM Pro, HAM Pro, or ITAM implementations
Familiarity with FinOps principles and cloud cost management across AWS, Azure, or GCP
Experience selling to regulated industries including Banking, Government, Telecom, Insurance, Oil and Gas, Healthcare, Hospitals, Airports and Transport Authorities, or Utilities
An existing network in Saudi Arabia is a commercial advantage, particularly for government and public sector accounts
Arabic language proficiency is a plus, particularly for engagement with government and public sector stakeholders

Commercial Scope & Deal Complexity

Ownership of complex, multi-stakeholder enterprise sales pursuits spanning advisory, tooling, and managed services
Experience managing a mix of entry-point advisory engagements (typically from USD 50K+) and larger, complex enterprise opportunities, with a clear focus on progressing accounts toward USD 200K–1M+ advisory, tooling, and managed services contracts
Demonstrated ability to use initial assessments or advisory engagements as entry points into broader transformation and long-term, recurring managed services relationships
Engagement with senior executive stakeholders across IT, Finance, Procurement, Risk, and Audit

What Success Looks Like

In this role, you will build toward USD 1.5M to USD 2M in annual delivered revenue, primarily through net-new logo acquisition and the conversion of advisory engagements into multi-year managed services contracts.

Beyond revenue, we measure success on

Net-new logo acquisition in target enterprise and regulated sectors
Annual revenue and gross profit achievement
Growth in annual recurring revenue from managed services
Conversion rate from advisory and tooling engagements to managed services
Partner-sourced pipeline and deal closure in indirect markets
Sustained 3x or greater qualified pipeline coverage

Why Connor Consulting?

The MEA ITAM advisory market is at an inflection point. Enterprise clients across the region are navigating increasingly complex software estates, rising audit exposure, and significant pressure to optimise technology spend. Connor is one of a very small number of specialist firms globally with the publisher depth, tooling capability, and IBM CVA recognition to serve these clients at the enterprise level.

The market timing is right, and this is a practice you can genuinely shape.

You will join with full commercial ownership of the MEA region, direct access to the Managing Director, and a clear path to building and leading a team as the practice scales. This is not a role where you inherit a pipeline and execute someone else's plan. You set the direction.

Equal Opportunity

Connor Consulting is an equal opportunity employer and values diversity, equality, and inclusion. We do not discriminate based on race, religion, colour, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status.

If you are a senior enterprise sales professional looking for genuine commercial ownership in a specialist, high-growth environment, we want to hear from you.

Join us and be part of our Global Team. Apply now!