Practice Head- Digital Transformation

Ghobash Group; Dubai; On-site; AED 420,000 - 700,000; Full time

Job summary

Ghobash Group is seeking a Practice Head – Digital Transformation to lead the DT practice with a strong commercial focus. The role owns revenue, GTM strategy, and client relationships across the UAE, Oman, and KSA, balancing delivery oversight to ensure profitable execution.

You will lead presales, solution architecture, and POC engagements, while managing large enterprise and government opportunities. Strong leadership, stakeholder engagement, and CRM proficiency are essential for driving

Qualifications

• 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
• 5+ years in a leadership or practice head role
• 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

Responsibilities

• Own and deliver DT practice revenue, gross margin, and pipeline targets.
• Define and execute GTM strategy for DT solutions across UAE, Oman, KSA.
• Lead presales function — solution architecture, proposals, demos, and POC engagements.
• Engage CXO level to articulate business value, ROI, and differentiation.
• Oversee delivery governance, project standards, and quality benchmarks.
• Manage partner relationships with OEMs and drive joint GTM initiatives.

Skills

Stakeholder engagement

Executive presentation

Sales leadership

Presales leadership

Solution selling

CRM proficiency

Education

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

Tools

Salesforce/Dynamics CRM

Job description

Job Description

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.

Qualifications

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