Ghobash Group
Digital Transformation
PracticeHeadDigitalTransformation
“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
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