Ghobash Group
Digital Transformation
PracticeHead-DigitalTransformation
Neural analysis suggests this role is
optimal for mid candidates.
“Practice Head- Digital Transformation at Ghobash Group. Skills: Digital Transformation, Sales Strategy, Revenue Leadership, Presales Leadership. Own and deliver DT practice revenue, gross margin, and pipeline targets. Define and execute go-to-market strategy for DT solutions”
What You'll Achieve.
Own and deliver the DT practice revenue, gross margin, and pipeline targets; Establish GCG as a trusted DT partner; Drive revenue growth; Build a scalable, high-performance practice; Ensure profitable and high-quality execution; Achieve target achievement; Ensure all solution proposals are technically sound, commercially viable, and aligned to client business outcomes; Drive proposal quality, win rates, and bid governance; Drive SLA adherence and continuous improvement; Build a high-performance culture
Industry & Context.
What They're Looking For.
Must Have
Bachelor's degree in Business Administration, Computer Science, IT, or related field, 17+ years in enterprise software/DT solutions with a sales and presales track record, Proven success selling EIM, ECM, BPM, RPA, OCR, or digital workflow solutions to enterprise/government accounts, 5+ years in a leadership or practice head role managing cross-functional teams, 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), commercial acumen — pricing, margin management, deal structuring
Nice to Have
Experience in UAE GCC exposure preferred
What You'll Do.
Own and deliver DT practice revenue
Define and execute go-to-market strategy for DT solutions
Build scalable and predictable sales pipeline
Lead acquisition of enterprise and government customers
and Digital Transformation leaders
Drive penetration into new verticals and expansion within existing customers
Review sales performance and implement corrective actions
Monitor forecast accuracy and deal closure
Lead and guide presales function
Ensure solution proposals are technically sound and commercially viable
Articulate business value
Sponsor and facilitate key customer workshops
Collaborate with product and technology teams
Drive proposal quality
Hold overall delivery accountability across active DT projects
Define and enforce delivery governance frameworks
Drive SLA adherence and continuous improvement
Oversee partner and vendor relationships
Drive joint GTM initiatives and partner-led opportunities
Stay aligned with vendor roadmaps
and competitive positioning
and develop the DT practice team
and performance expectations
Partner with HR on hiring
performance management
Define DT practice roadmap and service portfolio evolution
Enable consultative selling
and delivery excellence
Support marketing initiatives including industry events and campaigns
How You'll Work.
Team & Collaboration
Collaborate with product and technology teams to translate customer requirements; Partner with HR on hiring, onboarding, performance management, and succession planning; Drive joint GTM initiatives with OEMs
Communication Scope
Executive presentation; CXO-level stakeholder engagement
Process & Methodology
Delivery oversight, Project standards, Quality benchmarks, SLA adherence, Continuous improvement
Full Job Description
Established in 1982, The Digital Imaging & Office Services Solutions of Gulf Commercial Group was created to become a leading office automation solutions provider for the thriving UAE market. By embracing the printing industry’s phenomenal digital transformation over the years, ‘GCG-DDS’ developed a natural proclivity for new technologies and gained an enviable reputation for its expertise in integrating digital enterprise solutions of all kinds into their client’s businesses. Keen to take a market leadership position, GCG-DDS has made the strategic decision to expand its horizons into two focused areas of operation with each carrying a new corporate identity under the umbrella of GCG’s holding company – The Ghobash Group. Now known as [GCG ENTERPRISE SOLUTIONS](https://www.gcg.ae/en/), the company focuses on Enterprise Information Management, Digital Transformation, and Interactive Smart Solutions, and guides our clients with the most comprehensive portfolio of business information management technology in the UAE The Practice Head – Digital Transformation owns the end-to-end P&L, go-to-market strategy, and client relationships for GCG's DT practice. The role carries a predominant commercial mandate (~70%) spanning enterprise sales, presales solutioning, and partner/vendor management, balanced by delivery oversight (~30%) to ensure profitable and high-quality execution. The incumbent is expected to establish GCG as a trusted DT partner across UAE, Oman, and KSA, driving revenue growth through consultative, solution-led selling while building a scalable, high-performance practice. A — Sales Strategy & Revenue Leadership • Own and deliver the DT practice revenue, gross margin, and pipeline targets aligned to FY business plans. • Define and execute the go-to-market (GTM) strategy for DT solutions across priority industries and geographies (UAE, Oman, KSA). • Build a scalable and predictable sales pipeline to support short- and long-term growth; maintain healthy pipeli
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