Head of Presales and Business Development MEA

Job Description Roles & Responsibilities 2. Key Responsibilities 2.1 Strategic Business Development Define and execute the MEA Presales & BD strategy in alignment with corporate and zone growth targets. Identify, qualify, and develop high-value opportunities across hyperscale, colocation, government, telecom, O&G, banking, and smart infrastructure segments. Own the regional pipeline, forecast accuracy, and revenue accountability across clusters (Gulf, KSA, ESA/SSA, NEAL/NAL, TUECA/TURCA, FRA). Establish and grow strategic relationships with C-level decision-makers, key accounts, and ecosystem partners. Lead target account selling programmes and coordinate cross-functional bid teams for large-scale, complex deals. 2.2 Presales Leadership & Technical Engagement Lead the MEA presales organisation, providing technical direction, coaching, and performance management for BDMs and presales engineers. Oversee the development of solution architectures covering critical power (UPS, busbar, switchgear), precision cooling, DCIM, EcoStruxure, and edge/IoT platforms. Ensure proposal quality, solution compliance, and technical differentiation in all customer-facing deliverables. Drive adoption of consultative selling methodologies and value-based positioning frameworks across the team. Act as ultimate technical authority and executive sponsor on flagship accounts and government-restricted projects. 2.3 Sustainability & Innovation Programmes Champion sustainability initiatives aligned with net-zero commitments, tracking ESG targets and embedding sustainability value propositions into customer engagements. Drive adoption of energy-efficient, future-ready solutions including 800VDC architecture, liquid cooling, and renewable-integrated power design. Lead or contribute to innovation programmes such as EcoXpert Partner Programme, AI-ready datacenter offerings, and digital transformation initiatives. 2.4 Partner & Ecosystem Development Develop and manage the regional partner ecosystem: system integrators, EPC contractors, consultants, and technology alliance partners. Lead partner enablement, certification, and co-selling programmes to expand indirect revenue channels. Negotiate and manage commercial frameworks with key suppliers and subcontractors. 2.5 Cross-functional Coordination & Reporting Coordinate with country sales directors, offer management, supply chain, and finance to ensure end-to-end deal execution. Provide senior leadership with accurate pipeline reporting, market intelligence, and competitive analysis. Represent the organisation at industry forums, customer events, and executive briefings. Qualifications & Experience Essential Requirements Bachelor's degree in Engineering, Information Systems, or a related technical discipline Minimum 15 years of progressive experience in B2B technology sales, presales, or business development Minimum 8 years in a senior leadership role managing regional or multi-country presales/BD teams Demonstrated track record managing $100M+ revenue portfolios in the MEA region Deep expertise in datacenter infrastructure: critical power, UPS, cooling, DCIM, and associated digital platforms Strong understanding of hyperscale, colocation, edge, and enterprise IT infrastructure architecture Experience with government, O&G, banking, telecom, and smart city accounts across MEA Proven ability to manage complex, multi-stakeholder bids and turn-key project programmes Fluency in English; Arabic or French proficiency strongly preferred Preferred / Advantageous Master's degree or MBA in a relevant field CDCP or equivalent datacenter design/operations certification PMP, PRINCE2, or PGMP project management certification Familiarity with ITIL, PMBOK, FIDIC, and Agile delivery frameworks Experience with EcoStruxure platform, EcoXpert partner programme, or equivalent vendor ecosystems Background in sustainability programme leadership and ESG reporting Exposure to AI/HPC compute infrastructure, liquid cooling, and 800VDC architectures Track record in partner ecosystem development and indirect channel management Prior experience with international zone or global presales/BD governance roles Core Competencies Strategic Leadership: Ability to define and execute multi-cluster BD strategy aligned to corporate growth objectives. Technical Depth: Advanced knowledge of power, cooling, DCIM, and digital infrastructure required to lead and validate complex architectures. Commercial Acumen: Proven track record of pipeline ownership, revenue forecasting, and large deal closure. Executive Presence: Comfortable engaging C-suite and government stakeholders; able to lead executive briefings and regional events. Cross-cultural Agility: Experience navigating culturally diverse environments across MEA clusters with high interpersonal effectiveness. Team Development: Track record of coaching, developing, and retaining high-performing presales and BD professionals. Target Industry Verticals Datacenter & Hyperscale Infrastructure Colocation & Cloud Service Providers & Southern Africa, North & West Africa, and Levant/Turkey/Central Asia clusters. Desired Candidate Profile Bachelor's degree in Engineering, Information Systems, or a related technical discipline Minimum 15 years of progressive experience in B2B technology sales, presales, or business development Minimum 8 years in a senior leadership role managing regional or multi-country presales/BD teams Demonstrated track record managing $100M+ revenue portfolios in the MEA region Deep expertise in datacenter infrastructure: critical power, UPS, cooling, DCIM, and associated digital platforms Strong understanding of hyperscale, colocation, edge, and enterprise IT infrastructure architecture Experience with government, O&G, banking, telecom, and smart city accounts across MEA Proven ability to manage complex, multi-stakeholder bids and turn-key project programmes Fluency in English; Arabic or French proficiency strongly preferred Master's degree or MBA in a relevant field CDCP or equivalent datacenter design/operations certification PMP, PRINCE2, or PGMP project management certification Familiarity with ITIL, PMBOK, FIDIC, and Agile delivery frameworks Experience with EcoStruxure platform, EcoXpert partner programme, or equivalent vendor ecosystems Background in sustainability programme leadership and ESG reporting Exposure to AI/HPC compute infrastructure, liquid cooling, and 800VDC architectures Track record in partner ecosystem development and indirect channel management Prior experience with international zone or global presales/BD governance roles Company Industry Consumer DurablesConsumer Electronics Department / Functional Area SalesBusiness Development Keywords Head Of Presales And Business Development MEA Get real-time job updates only on our App