Business Development Senior Manager

Role overview

This position is focused on driving business expansion for assigned territories or market segments by partnering closely with Sales teams. The role combines consultative selling, market insight, customer relationship building, and solution positioning to support retention, new revenue, and client satisfaction across one or more business lines.

The organisation operates across global aviation and transport ecosystems, supporting airports, airlines, and border operations through technology and communication solutions. It works with more than 2,500 transportation and government clients and has a presence in most major international hubs.

The role requires someone who can engage senior stakeholders, identify new revenue opportunities, influence deal strategy, and help sales teams strengthen their commercial approach through subject matter expertise and practical market knowledge.

Key responsibilities

You will work with Sales Representatives to grow revenue in the assigned business lines, uncover new opportunities in existing accounts, and keep a healthy pipeline moving through to closure. The role also involves helping sales teams align opportunities with the organisation's capabilities and commercial priorities.

You will build and maintain senior-level relationships with customers, industry contacts, and relevant associations, while increasing the frequency and quality of executive engagement across accounts and segments.

The job includes supporting targeted demand-generation activity through presentations, webinars, outreach, and other awareness-building initiatives. You will also participate in early-stage customer discussions, workshops, and opportunity reviews to help shape complex solutions.

Another major part of the role is deal support and pipeline acceleration. This includes advising on tactics, pricing direction, positioning against competitors, and deal strategy, as well as maintaining accurate records of opportunities, forecasts, and account information in sales systems.

You will support proposal creation, responses to information requests and RFPs, and the development of current sales content such as collateral, value statements, reference material, and presentations. You will also help the wider team with competitive intelligence, objection handling, customer success stories, and playbooks that improve sales effectiveness.

Requirements

The ideal candidate brings strong revenue-generation experience in sales or business development, along with market or industry expertise and a record of exceeding targets. Experience in tele-prospecting is preferred, and prior marketing exposure is considered an advantage.

You should be comfortable building relationships at senior-management level, developing and executing business development plans, and analysing market information to support strategy. Strong commercial judgment, structured thinking, and the ability to manage multiple opportunities are essential.

The role also calls for excellent communication, presentation, negotiation, and writing skills, along with a collaborative mindset and a disciplined approach to time and pipeline management. Familiarity with consultative selling, proposal/RFP processes, marketing automation, configuration/pricing/quoting tools, web conferencing, and social media-based outreach is valuable.

A bachelor's degree is required, and a master's degree or MBA is preferred.

What the company offers

The employer highlights a diverse, inclusive workplace with operations across many countries and languages. Flexible working options are available, including working from home for up to 2 days per week depending on team needs.

Employees may also benefit from a flexible workday arrangement, the ability to work from another location for up to 30 days per year, wellbeing support through an employee assistance programme and a health platform, and access to training and development resources.

Benefits are positioned as competitive and aligned with local market conditions and employment status.

Additional information

This is a full-time position based in Dubai, United Arab Emirates, and the work arrangement is onsite.

The employer states that it is an equal opportunity organisation and encourages women, aboriginal people, visible minorities, and persons with disabilities to apply and self-identify during the process.

Notice regarding hiring platform: applicants are advised to independently verify the employer and avoid sharing money, banking details, or other sensitive personal information.

Role details

Function: Sales

Industry: IT Services and IT Consulting