Job description

The role operates within the Information and Communication Technologies (ICT) Business Unit at Frost & Sullivan and supports the Commercial Leader for the MENA region by generating demand and awareness for products and services across clients in the ICT sector, including communication services, IT services and applications, contact centers, digital transformation, and network security. The Business Development Manager / Account Manager is responsible for acquiring new clients, supporting key global accounts across the UAE, Qatar, Oman, and other Middle Eastern countries, and executing a range of business development activities. Responsibilities include opening doors through cold calls, emails, social media, networking events, and conferences; generating qualified sales leads and meeting quarterly and annual KPIs; conducting business development initiatives; and proactively building relationships with potential client organizations. The role requires strengthening the Frost & Sullivan brand within ICT, maintaining deep knowledge of industry sectors including market dynamics, industry practices, structures, and business functionalities, and profiling prospective clients to develop impactful proposals and value propositions. Competencies span excellent verbal and written communication, creative outreach, proactive lead generation across social media, networking, tele-calling, and email campaigns, accurate reporting of sales activity metrics using the SPANCO approach, strong organizational capabilities, and the ability to establish high-level meetings in collaboration with consulting and advisory teams. The role demands strong influencing skills, the ability to interact effectively with CxO-level stakeholders, and relationship-building across varying personality types. Experience requirements include a passion for selling, proven B2B business development experience preferably in services, direct external client exposure in fast-paced environments, prior experience selling research, consulting, or advisory services, gathering business-relevant information, and performing consultative selling within the B2B services sales structure. Qualifications include a proven sales track record in the GCC region, experience selling into IT/ITES, digital enterprises, managed services, and cybersecurity solutions, bilingual English/Arabic as ideal, and an engineering degree as a success enabler. Additional characteristics include curiosity, entrepreneurial drive, customer success orientation, self-starting initiative, persuasive communication, and strong analytical mindset. The role is based in Dubai and requires eligibility to work in the UAE and the ability to enter all GCC countries.