Practice Head- Digital Transformation

Role Overview

Practice Head – Digital Transformation at Ghobash Group (GCG Enterprise Solutions), based in the UAE with responsibility across UAE, Oman, and KSA.

Company Overview

Established in 1982, GCG Enterprise Solutions (formerly GCG-DDS) is part of the Ghobash Group holding company. The company specializes in Enterprise Information Management, Digital Transformation, and Interactive Smart Solutions, providing comprehensive business information management technology across the region.

Role Purpose

Own the end-to-end P&L, go-to-market strategy, and client relationships for the Digital Transformation practice. Drive revenue growth through consultative, solution-led selling while establishing GCG as a trusted DT partner, with a commercial mandate (~70%) balanced by delivery oversight (~30%) to ensure profitable and high-quality execution.

Key Responsibilities

Sales Strategy & Revenue Leadership

• Own and deliver DT practice revenue, gross margin, and pipeline targets aligned to FY business plans.
• Define and execute the go-to-market 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 pipeline coverage ratios.
• Lead acquisition of large enterprise and government customers for DT solutions (EIM, ECM, BPM, OCR, RPA, Digital Workflow, Archiving, Compliance).
• Personally engage with CXOs, CIOs, CTOs, and Digital Transformation leaders for strategic deal pursuit and closure.
• Drive penetration into new verticals and expansion within existing customer portfolios; own account planning.
• Review sales performance regularly and implement corrective actions to ensure target achievement.
• Monitor forecast accuracy and deal closure timelines; report to leadership with clear pipeline visibility.

Presales & Solution Development

• Lead and guide the presales function — solution architecture, proposal development, demos, and POC engagements.
• Ensure all solution proposals are technically sound, commercially viable, and aligned to client business outcomes.
• Engage directly at CXO level during the sales cycle to articulate business value, ROI, and differentiation.
• Sponsor and facilitate key customer workshops, solution demonstrations, and proof-of-concept engagements.
• Collaborate with product and technology teams to translate customer requirements into winning solution configurations.
• Drive proposal quality, win rates, and bid governance across all active opportunities.

Service Delivery & Practice Operations

• Hold overall delivery accountability across active DT projects and managed service contracts.
• Define and enforce delivery governance frameworks, project standards, and quality benchmarks.
• Drive SLA adherence and continuous improvement across all service operations.
• Oversee partner and vendor relationships — manage strategic alliances with OEMs (OpenText, OutSystems, ABBYY, Fujifilm, and others).
• Drive joint go-to-market initiatives and partner-led opportunities aligned to UAE 2031 vision, UAE AI strategy 2031, and related initiatives.
• Stay aligned with vendor roadmaps, certifications, and competitive positioning.

People Leadership & Practice Building

• Lead, coach, and develop the DT practice team (sales, presales, delivery) to build a high-performance culture.
• Set clear targets, KPIs, and performance expectations for direct and matrix team members.
• Partner with HR on hiring, onboarding, performance management, and succession planning for the practice.
• Define the DT practice roadmap, service portfolio evolution, and capability development agenda.
• Enable consultative selling, solution orientation, and delivery excellence across the team.
• Support marketing initiatives including industry events, thought leadership sessions, and campaigns.

Qualifications & Experience

• Bachelor's degree in Business Administration, Computer Science, IT, or related field.
• 17+ years in enterprise software or Digital Transformation solutions with a strong sales and presales track record.
• Proven success selling EIM, ECM, BPM, RPA, OCR, or digital workflow solutions to enterprise and government accounts.
• 5+ years in a leadership or practice head role managing cross-functional teams.
• Experience in UAE market; GCC exposure preferred.

Skills & Competencies

• 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).
• Strong commercial acumen — pricing, margin management, deal structuring.