Business Development Manager (Techno-functional)

This is a techno-commercial role is responsible for developing new business, driving the adoption, increasing sales and revenue growth of Managed Network and Security services including Managed LAN/WLAN/SD-WAN, Managed NOC, as well as Managed FW/IPS/WAF/ EDR/DDoS Mitigation/XDR/SIEM/DLP/DB Security/DLP/Vulnerability Management/Security Threat Intelligence Services/Digital Forensics and Incident Response and other Managed Security Services under Managed SOC proposition and its MSSP product portfolio.

Responsibilities:

Identify current and future customer requirements by establishing personal rapport with potential and actual customers and other stakeholders in a position to understand service requirements and create corresponding Managed Network and Security offers to these requirements.

Create go-to-market strategies for Qatar market to sell Managed Network and Security Services.

Maintain extensive knowledge of the Network & Security Services industry and of the current market conditions in Qatar.

Understand key areas of Managed Network and Security business, that need to be included in sales pitches with key differentiators.

Understand key competitors and actively seek information and intelligence on their solutions and services.

Develop key customer target lists with the aim of securing revenue and sales.

Review and respond to customers RFPs/tenders and provide techno-commercial proposal inputs to the bid team.

Provide technical, pre-sales support to customers

Provide product and service technical and engineering information by answering questions and delivering client-facing product demonstrations and proof-of-concepts.

Work with pricing team to ensure all the required information is captured to price and seek relevant approvals before any quote or bid submission.

Provide weekly and monthly reports to the Head of Managed Services and monthly sales forecasts to the relevant Business Units.

Ensure a healthy pipeline that is significantly higher in revenue that the sales targets.

Achieve / exceed aggressive sales targets.

Approach and attract new customers by targeting key decision makers and arranging meetings to pitch Managed Network and Security services.

Work with internal stakeholders (e.g. Operations, Delivery and Assurance teams, Solution Architects, Contract Management, Legal) and external stakeholders (vendors, partners) to create techno-commercial proposals for Managed Network and Security Services that meet customers’ needs.

Identifying and researching opportunities that arise in new/ existing markets.

Prepare and deliver techno-commercial pitches and presentations to potential new customers.

Develop good positive partnerships with current and potential customers and act as the primary Point of Contact along with the assigned account manager for all sales related queries.

Oversee the entire contract negotiations between customer, Legal and Commercial, providing input to support internal decisions.

Strictly adhere to the order validation process.

Follow-up on customer billing and vendor/partner payments.

Cross sell other services that can provide to customers.

Qualifications

Bachelor’s degree in computer science or engineering.

Technical certifications for Network and Security technologies are a plus.

10+ years of experience, 5+ years in Cybersecurity and Network Security

Skills

A strong technical and commercial understanding of Managed Security Services Providers (MSSP) propositions and Network-as-a-Services (NaaS) offerings including:

Managed LAN/WLAN/SD-WAN

Managed Network Operations Center (NOC) / NOC-as-Service

Managed FW/IPS/WAF/ EDR/DDoS Mitigation/XDR/SIEM/DLP/DB Security/DLP/Vulnerability Management/Security Threat Intelligence Services/Digital Forensics and Incident Response

Managed SOC

Managed Cloud Security / Managed IoT Security

Solid understanding of Service Management concepts and practices and SLA Management. Service Credit claim management

Expertise and experience in working across large scale IT Infrastructure projects in Designing, Implementing, Service Delivery and Project Management

Solid understanding of WAN/LAN/Cloud/Security technologies.

Experience with preparing BoQs for Network and Security appliances and licenses from major OEMs such as Cisco, HPE, Palo Alto, Fortinet, and Huawei.

Solid financial understanding and experience preparing complex commercials/pricing, and business case development for Managed Network and Security solutions/propositions.

Project management skills

Strong communication and presentation skills and fluent in English.

Commercially/legally aware with the ability to negotiate pricing and contract terms and conditions

Demonstrate the ability to think creatively and strategically.

Excellent organizational skills with the ability to manage your own time and follow all processes.

Self-motivated, resilient and target driven.

The ability to develop strong internal relationships with internal teams and colleagues.

Experience with preparing sales pitch presentations, techno-commercial solutions walkthroughs for key decision makers at the customer end, and executive summaries for bids and proposal

Good understanding of proposal and bid management processes.

Experienced with responding to complex customer tenders/RFPs for Managed Network and Security Services

Consultive selling skills

Comprehensive understanding of market trends, customer needs

Experienced with sales pipeline reporting and management

Understanding and knowledge of Qatar security laws and regulations

Extensive experience with or exposure to Managed SOC operations and service design as well as SLA management for Managed Security Services

Experience with global and local cyber security regulatory and industry compliance frameworks both (e.g. ISO 27001, SOC2, NIST, NIA, Qatar 2022 Cyber Security Framework, PCI-DSS, GDPR)