Business Development Executive – SMB (ITSM Distribution)

Emtmeta; Dubai; On-site; AED 240,000 - 360,000; Full time

Benefits offered by this job

Medical insurance

Annual air ticket

Training and certification

Job summary

EMT, a global technology distributor with offices in Dubai, seeks a dynamic Business Development Executive to grow the SMB ITSM software distribution portfolio across the Middle East. You will develop channel and end-customer relationships, generate new business opportunities, and drive revenue through vendor-led sales initiatives.

The ideal candidate has IT distribution and software sales experience, channel management and solution selling skills, and a proven ability to build pipelines,

Qualifications

• Bachelor's Degree in Business Administration, IT, Marketing, or related field.
• 3–5 years of IT sales or software distribution experience.
• Proven enterprise software sales through channel partners.
• Knowledge of ITSM platforms such as Freshservice, ManageEngine, ServiceNow, Jira Service Management, Ivanti, or similar preferred.

Responsibilities

• Develop and close new SMB opportunities across the Middle East.
• Build and maintain a strong pipeline of opportunities through prospecting.
• Manage the complete sales cycle from lead generation to deal closure.
• Recruit and enable SMB channel partners and resellers.
• Collaborate with vendor sales and pre-sales teams to generate demand.

Skills

IT distribution experience

Channel relationships

Consultative selling

Vendor engagement

Sales forecasting

Education

Bachelor's degree or related field

Tools

CRM systems

Job description

Business Development Executive – SMB (ITSM Distribution)

Dubai, United Arab Emirates

Founded in Australia 36 years ago, EMT has built its reputation around emerging technologies and the distribution of IT, cybersecurity, and educational solutions. With a global presence, including offices in Dubai, United Arab Emirates, our core focus areas include IT Asset Management (ITAM), Operational Technology (OT) and IT management, as well as cybersecurity.

Job Description

Job Summary

We are seeking a dynamic and results-drivenBusiness Development Executiveto drive growth within theSmall and Medium Business (SMB)segment for our IT Service Management (ITSM) and SMB software distribution portfolio across the Middle East. The successful candidate will be responsible for developing channel and end-customer relationships, generating new business opportunities, managing vendor-led sales initiatives, and achieving revenue targets.

This role requires experience inIT distribution, software sales, channel management, and solution selling, with a focus on ITSM, IT Operations, Cloud, and Digital Transformation solutions.

Key Responsibilities

Business Development & Sales

Identify, develop, and close new business opportunities within the SMB segment across the Middle East.

• Drive sales growth for the assigned ITSM and enterprise software vendor portfolio.
  
• Build and maintain a strong pipeline of qualified opportunities through proactive prospecting.
  
• Develop account plans and territory strategies to maximize market penetration.
  
• Conduct customer meetings, presentations, product demonstrations, and solution workshops.
  
• Manage the complete sales cycle from lead generation to deal closure.
  
• Recruit, enable, and support SMB channel partners, system integrators, and resellers.
  
• Drive partner engagement programs and joint go-to-market activities.
  
• Assist partners in identifying opportunities and positioning ITSM solutions.
  
• Work closely with vendor sales and pre-sales teams to generate demand and accelerate sales.
  
• Collaborate with vendor representatives to execute strategic business plans.
  
• Participate in vendor training, certifications, and sales initiatives.
  
• Ensure achievement of vendor revenue, pipeline, and growth objectives.
  
• Provide regular business updates, forecasts, and market intelligence.
  

Market Development

• Analyse market trends, customer requirements, and competitor activities.
  
• Identify emerging opportunities in IT Service Management, IT Operations, AI-powered Service Desk, Asset Management, and Digital Employee Experience solutions.
  
• Represent the company at industry events, exhibitions, seminars, and webinars.
  

Forecasting & Reporting

• Maintain accurate opportunity records and forecasts in CRM systems.
  
• Prepare weekly, monthly, and quarterly sales reports.
  
• Track KPIs and business performance against targets.
  

Requirements

Ideal Candidate Profile:

A high-energy sales professional with strong IT distribution experience, capable of driving vendor growth, developing channel relationships, and expanding SMB market share across the Middle East through strategic and consultative selling.

Required Qualifications

• Bachelor's Degree in Business Administration, Information Technology, Marketing, or a related field.
  
• 3–5 years of experience in IT sales, software distribution, business development, or channel sales.
  
• Proven experience selling enterprise software or IT solutions through channel partners.
  
• Knowledge of ITSM platforms such as Freshservice, ManageEngine, ServiceNow, Jira Service Management, Ivanti, or similar solutions is preferred.
  

Experience within the Middle East IT distribution market is highly desirable.

Preferred Qualifications

Experience working with IT distributors

• Vendor certifications related to ITSM, Cloud, or Enterprise Software solutions.
  

Established network within the Middle East SMB partner ecosystem.

Soft Skills

• Excellent communication and presentation skills
  
• Strong negotiation and closing abilities
  
• Relationship-building and networking skills
  
• Results-oriented mindset
  
• Ability to work independently and collaboratively
  
• Medical insurance
  
• Annual air ticket (as per company policy)
  
• Professional training and certification opportunities
  
• Career growth within a leading technology distribution organization