Sales manager- Digital transformation

Role Overview

Sales Manager – Digital Transformation at Ghobash Group. This is an individual contributor role with a self-target to achieve, responsible for driving revenue growth by managing enterprise solution sales within the Digital Transformation portfolio.

Company Overview

Ghobash Group is a diverse organization of 3,000+ professionals with extensive regional experience, strong financial backing, and unrivalled operational capabilities. The Group's corporate strategy focuses on growth, sustainability, and value creation, partnering with progressive principals whose innovative products and services deliver to the growing needs of the public and private sectors.

Role Purpose

Drive revenue growth by acquiring new customers, expanding existing accounts, and managing sales pipelines for Digital Transformation solutions. Support the Head of Sales in executing the overall go-to-market strategy for GCG's digital solutions.

Key Responsibilities

Sales Execution & Revenue Delivery

• Deliver assigned revenue, margin, and pipeline targets aligned with the Digital Transformation sales plan.
• Manage the end-to-end sales cycle from opportunity identification to deal closure.
• Maintain a healthy and predictable pipeline to support quarterly and annual targets.
• Track sales performance and ensure timely closure of deals.

Business Development & Enterprise Sales

• Identify and develop opportunities within enterprise and government customers for Digital Transformation solutions.
• Lead consultative sales engagements for EIM, ECM, BPM, OCR, RPA, Digital Workflow, Archiving and Compliance solutions.
• Develop strong relationships with CIOs, IT leaders and digital transformation stakeholders.
• Expand business within existing accounts through cross-selling and solution-based engagement.

Customer Engagement & Account Management

• Act as a trusted advisor to customers by understanding their digital transformation roadmap and challenges.
• Conduct customer meetings, presentations and solution demonstrations with presales teams.
• Manage customer expectations and ensure strong satisfaction.

Team Collaboration & Leadership Support

• Support the Head of Sales in executing the sales strategy and go-to-market initiatives.
• Mentor junior sales executives where applicable.
• Collaborate with presales, delivery and product teams to build winning proposals.

Partner & Vendor Engagement

• Support relationships with strategic technology partners.
• Identify partner-led opportunities and drive joint customer engagements.
• Stay updated on partner solutions and certifications.

Market Intelligence & Sales Planning

• Monitor market trends and competitor activities in the digital transformation space.
• Provide insights to refine sales positioning and offerings.
• Contribute to marketing initiatives such as events and industry engagements.

Qualifications & Experience

• 12+ years of proven work experience in EIM, Digital Transformation, or Enterprise Software sales.
• Proven track record of selling to large enterprise and government customers.
• Strong understanding of EIM, ECM, BPM, OCR, RPA, and digital workflow solutions.
• Ability to articulate business value and ROI to senior stakeholders.

Skills & Competencies

• Solution selling and consultative sales methodology.
• CXO-level stakeholder engagement and executive presentation.
• Presales leadership — proposal development, solution architecture, proof-of-concept management.
• CRM proficiency (Salesforce, Dynamics, or equivalent).
• Strong commercial acumen — pricing, margin management, deal structuring.
• Deep technical fluency in Digital Transformation platforms (EIM, ECM, BPM, RPA, AI/ML, cloud).
• Thought leadership — industry events, whitepapers, client advisory.
• Strong negotiation, presentation, and proposal-writing skills.
• Understanding of sales performance metrics.

Additional Information

KPIs & Success Metrics

• Revenue and Gross Profit achievement vs target.
• Pipeline coverage and conversion ratio.
• New enterprise customer acquisition.
• Account expansion and retention.
• Forecast accuracy and deal closure timelines.