International Business Development MAnager

Toshiba EMEA; Abu Dhabi; On-site; AED 180,000 - 220,000; Full time

Job summary

A leading global technology company is seeking a Senior Technical Sales Manager in Abu Dhabi. The role involves business development for the EtaPRO product line, managing key accounts, and achieving sales targets in a dynamic environment. Candidates should have extensive experience in software sales and an engineering or business background. This position offers opportunities for career growth in industrial tech.

Benefits

Opportunities for career growth

Collaborative culture emphasizing innovation

Qualifications

• 5+ years of complex engineered software product and service solutions sales.
• Experience in Monitoring & Diagnostics, Asset Performance Management, and industrial automation.
• Demonstrated success in enterprise-level software sales.

Responsibilities

• Responsible for business development and sales of the EtaPRO product line.
• Develop strategies for market and client opportunity growth.
• Manage multiple tasks and priorities while demonstrating strong self-management skills.

Skills

Technical & Industry Knowledge

Sales & Business Acumen

Relationship & Communication Skills

Data & Analytical Thinking

Adaptability & Continuous Learning

Education

Bachelor’s degree in engineering or business

Tools

CRM Systems

Job description

Position Summary

EtaPRO LLC, a Toshiba Group Company, is the owner and provider of the world-leading EtaPRO Asset Performance Management technology platform. Currently deployed on approximately 10% of the world’s power generation capacity, this platform includes Thermal Performance Monitoring Technologies, Equipment Condition Monitoring Technologies, Fuel Demand Modeling and Plant Accounting and Settlement Systems, Advanced Vibration Monitoring Technologies, and Data Historian Technologies. Our focus is to help our clients meet and exceed KPI targets and maximize the return on their investments in their people, processes, and technologies. EtaPRO LLC is currently looking for a Senior Technical Sales Manager in the Middle East region to join our Global Technical Sales team.

JOB SUMMARY : Responsible for business development and sales of the EtaPRO product line and related services, the execution of EtaPRO LLC’s strategic direction, supporting synergy sales with the Toshiba Global Companies, and helping EtaPRO LLC achieve company financial targets through individual and sales team success.

Key Accountabilities :

• Meet or exceed annual sales booking targets.
• Grow and maintain a qualified sales opportunity pipeline over a 24-month horizon that is at least three times the annual sales booking target.
• Maximize the customer experience (CX) through effective account management throughout the inquiry-to-order (ITO) and order-to-delivery (OTD) life cycles.
• Negotiate commercial proposals and contracts, and maintain customer and EtaPRO compliance with these agreements.

Responsibilities :

Develop an effective understanding of the EtaPRO product and service offerings.

Effectively manage key accounts to expand them into long-term, large-scale, and comprehensive contracts.

Develop strategies for market and client opportunity growth.

Conduct market and client research to build insight into market trends and dynamics.

Develop an understanding of M&D products and services trends and conduct competitor research to assess market positioning and competitive dynamics.

Manage the sales pipeline to advance opportunities from initial lead through closure.

Support the full sales lifecycle, including capture strategies, large proposal development, and discovery phases to align EtaPRO’s capabilities with client objectives and challenges.

Manage and grow client relationships, including executive-level engagement, ongoing account management, and post-sale communications to ensure satisfaction and identify new opportunities.

Leverage EtaPRO’s CRM system to effectively track and manage leads, contacts, accounts, and opportunities.

Manage multiple tasks and priorities while demonstrating strong self-management skills.

Skills and Experience :

Technical & Industry Knowledge

Knowledge of power plant operations, turbines, compressors, and oil & gas workflows (upstream, midstream, downstream).

Familiarity with M&D Technologies condition monitoring systems, SCADA, predictive analytics, and asset performance management platforms.

Understanding data security protocols and compliance standards relevant to industrial control systems.

Sales & Business Acumen

Ability to position software as a value-adding solution rather than a productemphasizing ROI, uptime, and risk mitigation.

Skilled in diagnosing customer pain points and tailoring solutions to specific operational challenges.

Familiarity with long-cycle sales, service agreements, and licensing models common in industrial software.

Relationship & Communication Skills

Ability to engage effectively with diverse stakeholdersincluding plant managers, engineers, IT, and procurementwhile navigating cross-cultural dynamics in global and multinational environments.

Experience in solution storytelling by transforming complex technical data and diagnostics into impactful, business-focused narratives.

Data & Analytical Thinking

Ability to explain how the software uses real-time data to detect anomalies, predict failures, and optimize performance.

Understanding of key performance indicators in asset reliability and maintenance efficiency.

Adaptability & Continuous Learning

Staying current with advancements in AI, IoT, and digital twins in industrial settings.

Quickly grasping the nuances of different plant configurations and operational priorities.

Qualifications :

Bachelor’s degree in engineering, business, or a related field (MBA a plus).

5+ years of complex engineered software product and service solutions sales, preferably in Monitoring & Diagnostics, Asset Performance Management, Fuel Deman Modeling and Plant Accounting and Settlement Systems, and / or industrial automation sectors.

Background in analytical software sales is a plus.

Demonstrated success in enterprise-level software sales and building long-term client development.

Position Qualities :

The chance to influence digital transformation in critical infrastructure industries.

A collaborative, forward-looking culture that values innovation and customer-centricity.

Self-actualization - Personal growth, Creativity, Authenticity, Purpose and Self-awareness.

Opportunities for career growth in a fast-growing industrial tech space.