Ghobash Group
Technology
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, Delivery Oversight. Own and deliver DT practice revenue. Deliver DT practice gross margin”
What You'll Achieve.
Deliver DT practice revenue targets; Deliver DT practice gross margin targets; Deliver DT practice pipeline targets; Achieve healthy pipeline coverage ratios; Drive revenue growth; Ensure profitable execution; Ensure high-quality execution; Achieve target achievement; Improve proposal quality; Improve win rates; Ensure SLA adherence; Drive continuous improvement; Build high-performance culture
Industry & Context.
Solution architecture; Solution configuration; Problem solving
What They're Looking For.
Must Have
17+ years enterprise software/DT solutions, Sales and presales track record, Proven success selling EIM, ECM, BPM, RPA, OCR, or digital workflow solutions, 5+ years leadership/practice head role, Managing cross-functional teams, Solution selling methodology, Consultative sales methodology, CXO-level stakeholder engagement, Executive presentation, Presales leadership, Proposal development, Solution architecture, POC management, CRM proficiency, Commercial acumen, Pricing, Margin management, Deal structuring
Nice to Have
Experience in UAE GCC exposure
What You'll Do.
Own and deliver DT practice revenue
Deliver DT practice gross margin
Deliver DT practice pipeline targets
Define GTM strategy for DT solutions
Execute GTM strategy for DT solutions
Build scalable sales pipeline
Build predictable sales pipeline
Lead acquisition of enterprise customers
Lead acquisition of government customers
Engage with CXOs for deal pursuit
Engage with CIOs for deal pursuit
Engage with CTOs for deal pursuit
Engage with DT leaders for deal pursuit
Drive penetration into new verticals
Drive expansion within existing customers
Review sales performance
Implement corrective actions
Monitor forecast accuracy
Lead presales function
Guide presales function
Ensure solution proposals are technically sound
Ensure solution proposals are commercially viable
Ensure solution proposals align to client outcomes
Articulate business value to CXOs
Articulate ROI to CXOs
Articulate differentiation to CXOs
Sponsor key customer workshops
Facilitate key customer workshops
Sponsor solution demonstrations
Facilitate solution demonstrations
Sponsor POC engagements
Facilitate POC engagements
Collaborate with product teams
Collaborate with technology teams
Translate customer requirements
Drive proposal quality
Hold delivery accountability
Define delivery governance frameworks
Enforce delivery governance frameworks
Define project standards
Enforce project standards
Define quality benchmarks
Enforce quality benchmarks
Drive continuous improvement
Oversee partner relationships
Oversee vendor relationships
Manage strategic alliances with OEMs
Drive joint GTM initiatives
Drive partner-led opportunities
Stay aligned with vendor roadmaps
Stay aligned with vendor certifications
Stay aligned with competitive positioning
Lead DT practice team
Coach DT practice team
Develop DT practice team
Set clear targets for team members
Set KPIs for team members
Set performance expectations for team members
Partner with HR on hiring
Partner with HR on onboarding
Partner with HR on performance management
Partner with HR on succession planning
Define DT practice roadmap
Define service portfolio evolution
Define capability development agenda
Enable consultative selling
Enable solution orientation
Enable delivery excellence
Support marketing initiatives
How You'll Work.
Team & Collaboration
Cross-functional teams; Product teams; Technology teams; Partner teams; Vendor teams; HR department
Communication Scope
Executive presentation; Client meetings; Deal closure reporting
Process & Methodology
Project management, Delivery governance, Roadmap planning
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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