Enterprise Business Development Manager – ITAM & Software Advisory - Dubai, UAE (GCC and MEA)

ENTERPRISE BUSINESS DEVELOPMENT MANAGER -

ITAM & Software Advisory | Middle East and Africa

Connor Consulting International | Dubai, UAE

Are you ready to help scale a market-leading ITAM and Software Advisory practice across the Middle East?

Overview:

Connor Consulting International is a specialist ITAM and Software Advisory practice with a global client base, including Fortune 500 companies and major government and regulated sector organisations. We deliver software asset management, licence compliance, audit readiness, and commercial optimisation across the enterprise technology stack, from on-premise software estates to cloud and SaaS environments.

Founded in 2009, Connor has grown into a trusted advisor to large enterprises across multiple industries globally. Connor holds recognised status under the IBM Client Value Accelerator (CVA) program, a genuine commercial differentiator in accounts with significant IBM infrastructure. Our advisory teams combine deep publisher expertise with practical, outcome-driven delivery across SAM, ITAM, SaaS Optimisation and moving into FinOps, and Cloud Advisory.

We are expanding our Middle East and Africa practice and are seeking an Enterprise Business Development Manager to own net-new logo acquisition and long-term account growth across the region. This is a greenfield commercial opportunity at a critical moment in our MEA expansion, with full commercial ownership, direct access to leadership, and a clear path to building and leading a regional team.

This is a hunter-led, services-focused role covering both direct enterprise markets and partner-led pursuits across South Africa, Kuwait, Oman, Qatar, and Saudi Arabia. Target accounts include large enterprises, government entities, BFSI institutions, telecoms, healthcare organisations, airports and transport authorities, energy companies, and major conglomerates across the region.

The core commercial motion is to land initial advisory and tooling engagements and convert them into multi-year managed services contracts. Success in this role means building toward USD 1.5M to USD 2M in annual delivered revenue, with an increasing proportion from recurring managed services.

Core Offerings:

• IBM-aligned advisory engagements under the IBM CVA program, focused on enterprises running significant IBM infrastructure including software, middleware, and hybrid cloud environments
• Advisory and assessment engagements for Tier 1 publishers including Oracle, IBM, Red Hat, VMware, Microsoft, SAP, and Adobe
• Managed ITAM and software optimisation services on recurring multi-year contracts
• Tooling implementation and enablement leveraging ServiceNow ITAM, Flexera, and Snow Software
• New - SaaS governance, cloud cost optimisation, FinOps advisory, and IT service management advisory

Key Responsibilities:

• Drive net-new logo acquisition across enterprise, government, and BFSI accounts in both direct and partner-led markets
• Own greenfield account development from initial engagement through multi-year managed services contracts
• Convert advisory and tooling engagements into recurring managed optimisation services
• Build and execute territory and account plans aligned to annuity revenue growth
• Manage the full enterprise sales cycle: prospecting, discovery, solution positioning, proposal, negotiation, and close
• Lead consultative discovery focused on cost optimisation, compliance risk, audit exposure, and operational efficiency, with particular emphasis on IBM estate complexity
• Build senior stakeholder relationships across IT, Procurement, Finance, Security, Risk, and Audit
• Engage and manage in-country partners to route and close deals in markets where Connor does not operate directly, including South Africa, Kuwait, Oman, Qatar, and Saudi Arabia
• Develop and maintain partner relationships to extend coverage into government and regulated sectors across the reg