Practice Head- Digital Transformation

The Practice Head – Digital Transformation owns the end-to-end P&L, go-to-market strategy, and client relationships for GCG's DT practice. The role carries a predominant commercial mandate (~70%) spanning enterprise sales, presales solutioning, and partner/vendor management, balanced by delivery oversight (~30%) to ensure profitable and high-quality execution. The incumbent is expected to establish GCG as a trusted DT partner across UAE, Oman, and KSA, driving revenue growth through consultative, solution-led selling while building a scalable, high-performance practice.

 

A — Sales Strategy & Revenue Leadership

•  Own and deliver the DT practice revenue, gross margin, and pipeline targets aligned to FY business plans.

•  Define and execute the go-to-market (GTM) 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.

B — 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.

C — 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, etc.).

•  Drive joint GTM initiatives, partner-led opportunities aligned to UAE 2031 vision, UAE AI strategy 2031 & other related initiatives.

•  Stay aligned with vendor roadmaps, certifications, and competitive positioning.

D — 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.

Bachelor's degree in Business Administration, Computer Science, IT, or related field

•  17+ years in enterprise software/DT solutions with a strong sales and presales track record

•  Proven success selling EIM, ECM, BPM, RPA, OCR, or digital workflow solutions to enterprise/government accounts

•  5+ years in a leadership or practice head role managing cross-functional teams

•  Experience in UAE market; GCC exposure preferred

•  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