Position Objective

The Senior Manager – Growth & Partnerships provides leadership to position CERT at the forefront of best industry practices in the fields of education and training, meet and exceed growth targets that are annually set and reviewed periodically. Incumbent is responsible to develop, negotiate, and close sales by demonstrating solution value within the risk profile established. The Senior Manager of Business Development is responsible for identifying, developing, and executing business opportunities to drive growth and enhance the market position of CERT. This role involves cultivating strong relationships with key stakeholders, identifying new market trends, and developing comprehensive operational business plans to expand CERT’s reach in applied research and training. The Senior Manager will lead a team dedicated to exploring new ventures, partnerships, and revenue streams, ensuring alignment with CERT’s overall mission and objectives.

Academic Qualificiations

A Masters of Business Administration (MBA) will be a typical education background the successful candidate for this role will possess.

SKILLS AND EXPERIENCE

Experience

• Minimum of 10 years of experience in business development, sales, or marketing, with at least 5 years in a leadership role
• Proven track record of successfully developing and implementing business sales operations in an academic or training environment.
• To be highly experienced in
• Planning and execution of target driven sales as a function.
• Developing corporate training and education solutions
• Work experience in UAE within a multi-cultural environment is mandatory.

Technical & Soft Skills

• Knowledge of commercial proposal development, contract administration, negotiations, business planning and change management
• Excellent interpersonal and communication skills and a polished, professional presence with proven ability to build strong client relationships from the C-level of target clients.
• Exceptional presentation and bespoke solutions selling skills with proven success in contract negotiation and closing.
• Ability to analyze and interpret sales related financial data
• Skill in examining re-engineering and turnaround sales operations and procedures
• Knowledge of communication, marketing, and public relation techniques

Management & Leadership Skills

• Ability to motivate teams and simultaneously manage several projects.
• Strong management or leadership skills in sales by experience in effectively achieving annual sales targets.
• Previous leadership experience within rapid change or transformation in Education & Training
• Superior management and leadership skills as demonstrated by the ability to form professional relationships at all levels of government, the organization and with appropriate external stakeholders as well as the ability to work effectively with a wide range of constituencies in a diverse community

LANGUAGE

• Fluency in both written and spoken English is essential and Arabic is desirable

DUTIES AND RESPONSIBILITIES

Growth Planning

• Manage the overall sales function to exceed goals and quotas, building a sustainable pipeline to drive new business at both education and training domains.
• Develop, negotiate & close sales by demonstrating bespoke solution values.
• Plans, develops, and implements road map for generating resources and/or revenues for CERT and any of its operations.
• Conduct market analysis to identify new opportunities and emerging trends in the applied research and training sectors.
• Formulate growth plans to expand CERT’s market presence and enhance its competitive edge.
• Effectively collaborate with cross-functional internal teams and external clients to develop and present compelling solutions in Education and Training

Growth & Partnerships

• Develops links with potential partners like members of industry and other academic institutions to promote and enhance CERT and sales as a function.
• Negotiate and establish partnerships, collaborations, and joint ventures.
• Identify and engage with potential partners, including academic institutions, industry leaders, and government entities.
• Partners and effectively engages with all levels of CERT management and the board of directors; Cross-functional, throughout CERT at senior management levels; CERT Managers; Partner institutions; Client organizations; and HCT.

Revenue Generation

• Accurately forecast sales targets and plan sales activity and pipeline management through proper use of proper justifiable benchmarked techniques
• Act as an internal advocate for overall accounts, and partner internally with other departments to improve product and services, thereby enhancing revenue generation prospects.
• Create tailored proposals, presentations, and data files to support business meetings and consultations.
• Ability to lead negotiation of prices and agreements and understand legal ramification of contracts.
• Create positive working relationships with internal teams, customers and prospects to understand client needs and drive sales as well as customer satisfaction and retention.
• Produces regular and ad hoc reports and analysis on Divisional activities to help correct course where appropriate and achieve/ surpass sales targets.
• Regularly provide feedback data of operations on data quality and quantity for the overall functions.

Other Generic functions

• Attend regular and adhoc internal meetings with key stakeholders, such as Finance, HR, Leadership and other divisions.
• Required to negotiate customer renewals or provide tailored in training to certain accounts.
• Keeps abreast of developments in the field by engaging in professional development activities
• Participates in recruitment process of staff and ensures the effective management and development of staff.
• Demonstrates a commitment to our Emiratization program and professional development initiatives for UAE National employees
• Travels to clients within UAE and other CERT campuses to attend meetings, workshops and conferences.
• Develops an awareness of and respect for the customs and cultures of CERT students and employees
• Oversees CERT's day to day sales operations to ensure production efficiency, quality, service, and cost-effective management of resources
• Evaluates performance of executives for compliance with established policies and objectives of the company and contributions in attaining objectives
• Represents the company as appropriate at committee meetings, and at formal functions
• Performs other duties as assigned by the Supervisor