The Go-to-Market Specialist – AI & Agents is responsible for building and owning a fully self-sourced new-business pipeline for AI Agents, AI Apps, and AI Models across the UAE market, converting qualified opportunity into signed revenue.
The role requires a consultative, diagnosis-first business development professional who can navigate complex, multi-stakeholder organizations, build stakeholder maps and account plans, and translate operational pain points into specific, relevant AI use cases. The role applies structured, disciplined qualification (MEDDPICC or equivalent) and works both directly and through the company’s channel and partner ecosystem to close new business.
Requirements
New Logo Acquisition
- Own full-cycle prospecting, qualification, and closing across an assigned account territory within the UAE market.
- Build and own a fully self-sourced, hunter-owned pipeline — no inherited pipeline, no renewals, and no account management.
- Apply structured, disciplined qualification (MEDDPICC or equivalent), qualifying in and disqualifying out with equal rigor.
- Consistently work toward and achieve assigned business development and revenue targets.
- Identify decision-makers, influencers, buying centers, and potential entry points within target organizations.
Account Research & Go-to-Market Planning
- Take full ownership of assigned target accounts and conduct comprehensive account research that feeds live account plans, not a standalone exercise.
- Build and maintain account plans and stakeholder maps for a defined target account list (NAL).
- Develop a strong understanding of each target account, including business model, technology landscape, procurement structures, and key stakeholders.
- Translate a client’s operational pain points into specific, relevant AI Agents, AI Apps, and AI Models use cases.
- Research a prospect’s business, technology, and recent moves thoroughly before any first meeting.
Prospecting & Business Development
- Conduct proactive outbound prospecting through multiple channels, including calls, email, LinkedIn, networking, events, referrals, and industry connections.
- Generate and co-develop pipeline together with Marketing through account-based marketing (ABM) efforts.
- Generate and manage pipeline in partnership with the company’s channel and partner ecosystem.
- Lead prospecting at industry exhibitions and events using a pre-built target list, rather than general floor-walking.
- Qualify opportunities based on business need, commercial potential, buying authority, timing, and fit.
Consultative Selling & Deal Closure
- Understand the prospect's business challenges and translate them into potential technology solutions.
- Develop compelling commercial propositions, proposals, and presentations in collaboration with relevant internal teams.
- Lead commercial discussions, negotiations, and deal progression.
- Own opportunities from initial prospecting through qualification, proposal, negotiation, and closure.
- Close deals directly or indirectly through strategic partnerships and channel relationships.
- Leverage partnerships to access new markets, accounts, and opportunities.
- Clearly articulate the business value, ROI, and impact of proposed technology solutions.
CRM, Pipeline & Reporting
- Maintain accurate and up-to-date records of prospects, activities, opportunities, and deal stages in the CRM.
- Provide regular visibility on pipeline value, forecast, conversion rates, activities, and expected closures.
- Ensure disciplined follow-up and progression of opportunities.
- Analyze pipeline performance and continuously improve prospecting and conversion approaches.
Cross-Functional Collaboration
- Work closely with Pre-Sales, Engineering, Production, Products, finance, Legal, and other relevant functions to ensure commercial commitments are realistic and deliverable.
- Coordinate internally to develop customized solutions and proposals for prospects.
- Ensure a smooth transition from closed opportunity to implementation and account ownership.
Networking and Industry Engagement:
- Attend industry exhibitions and conferences relevant to AI Agents, Apps, and Models, using a pre-built target list to drive prospecting.
- Develop and maintain client relationships, expectations & satisfaction, understanding how systems integrators, hyperscalers, and channel partners fit around a deal.
- Conduct regular in-person meetings with UAE-based clients and stakeholders to strengthen relationships.
Requirements:
- A bachelor’s degree in Technology, Engineering, Computer Science, or a related field is preferred.
- 4–7 years of proven experience in business development, technology sales, solution sales, enterprise sales, or consultative B2B sales.
- Experience selling technology, digital, AI, SaaS, cloud, automation, software, IT services, or other technology-enabled solutions.
- Management consulting background (e.g., Big 4, strategy firm) is a strong plus, bringing diagnostic rigor and business-case skills.
- Demonstrated track record of acquiring new clients and closing B2B deals.
- Experience managing a defined target-account list and developing account penetration strategies.
- Excellent prospecting, networking, negotiation, and closing skills.
- Comfortable with long, technical, multi-stakeholder sales cycles.
- Strong commercial acumen and ability to identify revenue opportunities.
- Excellent account research and business intelligence skills.
- Ability to understand client needs and translate them into relevant Tech solutions.
- Strong communication, presentation, and influencing skills.
- Ability to work under pressure and meet tight deadlines.
- Highly target-driven and comfortable working with ambitious sales targets.
- Resilient, persistent, and able to handle rejection and setbacks.
- Excellent level of proficiency with MS Office Project, Excel, Visio, PowerPoint, and SharePoint.
- Excellent command of both spoken and written English.
- Willingness to travel approximately 25–50% to UAE, typically involving one to two business trips per month, depending on business requirements.