وظيفة مدير تطوير الأعمال - الخدمات لدى Arabic.AI في الرياض
Business Development Manager- Services
تفاصيل الوظيفة
تعلن شركة Arabic.AI عن توفر وظيفة مدير تطوير الأعمال - الخدمات في الرياض. يهدف الدور إلى قيادة نمو الأعمال الجديدة من خلال تحديد وجذب العملاء والشركاء الجدد عبر مجموعة خدمات المؤسسة، بما في ذلك Tarjama LSP وContent Lab وUreed.
المهام والمسؤوليات
- امتلاك عملية اكتساب عملاء جدد ضمن الأسواق والقطاعات والحسابات المحددة، وتطوير وتنفيذ خطط اختراق مخصصة للمؤسسات المستهدفة.
- بناء والحفاظ على قائمة صفقات مؤهلة وفرص مستمرة، وتحقيق أهداف تطوير الأعمال والإيرادات المحددة باستمرار.
- تحديد صناع القرار والمؤثرين ومراكز الشراء ونقاط الدخول المحتملة في المؤسسات المستهدفة، وتطبيق تأهيل الفرص بمنهجية منظمة (مثل MEDDPICC).
- إجراء بحث شامل عن الحسابات المستهدفة يشمل نموذج العمل والأولويات الاستراتيجية والمنتجات والخدمات والبصمة الجغرافية والعملاء المستهدفين واحتياجات اللغة والترجمة الحالية.
- تحويل الحسابات المحددة إلى استراتيجيات قابلة للتنفيذ لاختراق السوق، وتحديد أين يمكن لمجموعة الخدمات (LSP، Ureed Secondments، Content Lab) أن تخلق قيمة ملموسة لكل حساب مستهدف.
- القيام بالتنقيب الخارجي النشط عبر قنوات متعددة مثل الاجتماعات المباشرة والمكالمات والبريد الإلكتروني وLinkedIn والتواصل والفعاليات والإحالات، وتوليد فرص جديدة واجتماعات.
- قيادة المبيعات الاستشارية من خلال فهم متطلبات العميل وتطوير عروض تجارية مقنعة وعروض تقديمية، وإدارة المفاوضات وإغلاق الصفقات مباشرة أو عبر الشراكات.
- الاستجابة للعطاءات والمناقصات المنظمة (خاصة الحكومية) مع بناء خط أنابيب متكرر بدلاً من الاعتماد على مشاريع فردية.
- الحفاظ على سجلات دقيقة في CRM وتوفير تقارير دورية عن قيمة خط الأنابيب والتوقعات ومعدلات التحويل والأنشطة والإغلاقات المتوقعة.
- التعاون مع فرق الإنتاج والتسويق والوظائف الأخرى لضمان التزامات تجارية واقعية، وضمان انتقال سلس من إغلاق الصفقة إلى التنفيذ والملكية.
- حضور المؤتمرات والفعاليات الصناعية للترويج للمؤسسة والتواصل مع العملاء والشركاء المحتملين، وإجراء اجتماعات دورية مع العملاء في السوق المحلي لتعزيز العلاقات.
الشروط والمتطلبات
- درجة البكالوريوس في إدارة الأعمال أو مجال ذي صلة (يفضل).
- خبرة لا تقل عن 8 سنوات في تطوير الأعمال أو المبيعات الجديدة أو أدوار الصيد (hunting). يفضل خبرة في بيع منتجات متعددة ضمن بيئة وكالات أو خدمات توظيف أو خدمات لغوية أو خدمات مهنية، وتعد خبرة الاستشارات ميزة إضافية.
- فهم جيد لخدمات اللغة والترجمة والتحديات في قطاعات السوق المحددة.
- خبرة سابقة في العمل ضمن بيئة وكالات، ويفضل في خدمات اللغة أو التعريب أو الإعلام أو الإبداع أو التسويق أو المحتوى أو خدمات B2B ذات الصلة.
- سجل مثبت في اكتساب عملاء جدد وإغلاق صفقات B2B.
- خبرة في إدارة قائمة حسابات مستهدفة وتطوير استراتيجيات اختراق.
- مهارات ممتازة في التنقيب والتواصل والتفاوض والإغلاق.
- القدرة على العمل مع دورات بيع مختلطة (قصيرة وطويلة الأجل وقائمة على العطاءات) ضمن نفس محفظة الأعمال.
- خبرة مثبتة في بناء خط أنابيب من الصفر بدلاً من إدارة خط أنابيب موروث.
عرض النص الأصلي للإعلان
Job Purpose
The Business Development Manager- Services is responsible for driving new business growth by identifying, engaging, and converting new logos and new partners into clients across Arabic.AI Group's Enterprise Services portfolio, spanning Tarjama LSP, Content Lab, and Ureed.
The role is a hunter-focused business development position, responsible for proactively prospecting assigned target accounts, understanding their business and language-service requirements, identifying opportunities, developing tailored approaches, and driving opportunities through to successful closure.
The position requires a highly driven and resilient individual who thrives in a target-oriented environment, can operate effectively under pressure and ambiguity, and is motivated by winning new business. The role will also leverage strategic partnerships and internal stakeholders where appropriate to accelerate market access and deal closure.
The role covers the UAE market and spans three service lines sold consultatively and in combination rather than as siloed, single-product pitches: LSP (Editorial Translation, Media Translation- subtitling, dubbing, video editing, Staffing, Data Services), Ureed Secondments (Tech and Linguist placements), and Content Lab (Events, Talent Sourcing, Social Media Management, Strategy, Tech, Design/Branding, and Content).
New Logo Acquisition
Take full ownership of assigned target accounts and conduct comprehensive A-Z account research.
Education, Experience & Qualifications
The Business Development Manager- Services is responsible for driving new business growth by identifying, engaging, and converting new logos and new partners into clients across Arabic.AI Group's Enterprise Services portfolio, spanning Tarjama LSP, Content Lab, and Ureed.
The role is a hunter-focused business development position, responsible for proactively prospecting assigned target accounts, understanding their business and language-service requirements, identifying opportunities, developing tailored approaches, and driving opportunities through to successful closure.
The position requires a highly driven and resilient individual who thrives in a target-oriented environment, can operate effectively under pressure and ambiguity, and is motivated by winning new business. The role will also leverage strategic partnerships and internal stakeholders where appropriate to accelerate market access and deal closure.
The role covers the UAE market and spans three service lines sold consultatively and in combination rather than as siloed, single-product pitches: LSP (Editorial Translation, Media Translation- subtitling, dubbing, video editing, Staffing, Data Services), Ureed Secondments (Tech and Linguist placements), and Content Lab (Events, Talent Sourcing, Social Media Management, Strategy, Tech, Design/Branding, and Content).
New Logo Acquisition
- Own the acquisition of new logos within assigned markets, segments, and accounts
- Develop and execute account-specific approaches to penetrate target organizations and establish new commercial relationships
- Build and maintain a healthy pipeline of qualified prospects and opportunities
- Consistently work toward and achieve assigned business development and revenue targets
- Identify decision-makers, influencers, buying centers, and potential entry points within target organizations
- Apply structured, disciplined opportunity qualification (e.g., MEDDPICC or equivalent), qualifying in and disqualifying out target accounts and opportunities with equal rigor
Take full ownership of assigned target accounts and conduct comprehensive A-Z account research.
- Develop a strong understanding of each target account, including:
- Business model and strategic priorities
- Products and services
- Geographic footprint
- Target customers
- Growth plans
- Existing language and localization requirements
- Current or potential LSP providers
- Procurement and decision-making structures
- Key stakeholders and decision-makers
- Potential business pain points and opportunities
- Translate assigned accounts into actionable accounts penetration and go-to-market strategies.
- Identify where the company's LSP, Ureed Secondments, and Content Lab portfolio can create measurable value for each target account.
- Build and maintain account plans and stakeholder maps for a defined target account list.
- Conduct proactive outbound prospecting through multiple channels, including physical meetings, calls, email, LinkedIn, networking, events, referrals, and industry connections.
- Generate new meetings and business opportunities through structured and persistent prospecting.
- Qualify opportunities based on business need, commercial potential, buying authority, timing, and fit.
- Maintain consistent prospecting activity and pipeline generation.
- 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.
- Understand client requirements and position relevant LSP, Ureed Secondments, or Content Lab services accordingly.
- 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.
- Identify opportunities to expand the scope of an initial engagement into broader LSP service offerings.
- Respond to and win structured bids/RFPs, particularly government-driven, while building deliberate repeat-cadence pipeline rather than relying on one-off project wins.
- Define and articulate quantified ROI/business cases for prospective clients.
- 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.
- Support win-back efforts on lapsed or lost accounts as a distinct, tracked motion.
- Work closely with the Production, Marketing 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.
- Attend industry conferences and events in the industry to promote the organization and network with potential clients and partners.
- Lead prospecting at industry exhibitions and events, including job fairs relevant to staffing and secondments, using a pre-built target list.
- Develop and maintain client relationships, expectations & satisfaction.
- Conduct regular in-person meetings with clients and stakeholders in the local market to strengthen relationships
Education, Experience & Qualifications
- A bachelor's degree in business management or any related field is preferable.
- At least 8 years of proven experience in business development, new business sales, or hunting roles. Background in multi-product/portfolio selling (e.g., agency, staffing, LSP, or professional services environments) is a strong advantage; a consulting background is a plus.
- A good understanding of Language and Translation services and the challenges faced within the specific market sectors.
- Previous experience working within an agency environment is highly preferred, particularly within language services, localization, media, creative, marketing, content, or related B2B services.
- 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 mixed-cycle selling - short-cycle, longer-cycle, and bid-driven - within the same book of business.
- Demonstrated, verifiable experience building pipeline from zero, rather than managing or inheriting an existing book.
- 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 LSP 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
- Adaptability
- Problem Solving
- Initiative
- Team Oriented
- Ability to work under pressure
- Business Acumen (DDU)/Deals Management
- Negotiation
- Customer Relationship Management
- Proposal Writing
- Presentation Skills
- CRM & Sales Tools
- Bid/RFP Management
- ROI & Business Case Development
المصدر: LinkedIn - أُضيفت للموقع في 25 أكتوبر 2026
رقم الإعلان لدى المصدر: 4483372336
رقم الإعلان لدى المصدر: 4483372336
