Technical Sales Manager

Gulf Business Machines Qatar; Doha; On-site; QAR 150,000 - 250,000; Full time

Job summary

Gulf Business Machines Qatar is seeking a Technical Sales Manager to drive sales and revenue growth in their Digital Solutions and Transformation business. The role involves nurturing leads, creating proposals, and collaborating with sales teams. The ideal candidate should have solid pre-sales experience and a strong understanding of Digital Transformation strategies.

The position requires excellent communication skills and a Bachelor's degree in a technology-related field. Ideally, candidates will have over 5 years of relevant experience in a multinational environment and must be based in Doha or willing to relocate.

Qualifications

• 5+ years of recent pre-sales experience with a multinational technology company.
• Ability to understand and decipher Enterprise & Solution Architecture.
• Excellent English verbal and written skills.

Responsibilities

• Identify new Digital transformation Leads and Opportunities.
• Create solutions to Requests for Proposals (RFPs) and unsolicited bids.
• Work collaboratively with Services vendors on specific opportunities.

Skills

Pre-sales experience in Digital Transformation

Understanding of Enterprise Architecture

Customer-facing skills

Negotiation

Relationship Management

Presentation

Tech Writing

Education

Bachelor’s degree in technology-related discipline

Job description

GBM is a leading Digital Transformation technology firm in Qatar with lasting client engagements within every Industry vertical in the market. As a business function within GBM, the Solutions sub-LOB drives GBM’s market expansion in digital transformation, including Application Modernization, Cloud Migration, System Integration, Hyper Automation, and AI-powered Industry Solutions. In addition to leveraging our in-house capabilities, GBM’s strategic partnerships with Global Technology Consulting powerhouses such as IBM Consulting, Accenture, Deloitte etc., Hyperscalers such as Microsoft and Google and boutique Industry Solution companies will shape our growing Digital Solutions footprint in 2026 and beyond.

A Technical Sales Manager will enable sales and revenue growth of our Digital Solutions and Transformation business in Qatar, having the following primary responsibilities:

• Nurture Leads: Identify new Digital transformation Leads and Opportunities, especially on Services, Solutions, and Application Modernization, through progressive client conversations and workshops.
• Create Proposals: Create solutions to Requests for Proposals (RFPs), Requests for Information (RFIs), and unsolicited bids, providing detailed technical solutions and content as needed, including Value Proposition, Scope, solution, sizing, and assumptions. Work with internal SMEs, Bid Management, and Sales teams as needed.
• Steer Vendor Conversations: Work collaboratively with Services vendors on specific opportunities and proposals where sub-contractor capabilities are necessary.
• Sales Collaboration: Be a champion of various software products, including IBM, Industry Solutions, and Digital Transformation strategy to GBM’s client-facing Sales and Account teams. Work closely with them to align technical solutions with sales pursuits and close deals.
• Negotiation: Support the sales teams in negotiating terms, pricing, and contracts with the clients (mainly Procurement teams) as part of the deals process.
• Business Development Strategy: Implement the annual Business Development Plan/strategy to expand GBM’s DS footprint in the respective territories/ clients aligned to the BDM.
• Gather Client needs: Lead client conversations to collect and document customer-specific business, Operations, and IT requirements vis‑à‑vis specific opportunities.
• Solution Presentations: Create and deliver solution pitches effectively in meetings with client stakeholders.
• Market Research and Analysis: Stay updated on industry trends and market conditions. Research potential clients and assess their needs and pain points.
• Post‑Sale Handover: Assist in the smooth transition of projects from the pre‑sales phase to the post‑sales implementation phase, ensuring clear communication of customer expectations and requirements.
• Opportunity Pipeline Management: Use GBM’s CRM (Customer Relationship Management) and Bid Management systems to maintain records and stay organized.
• Forecasting: Provide accurate Revenue, Inflow, and Pipeline forecasts to management for resource allocation and budget planning.
• Revenue targets: Take accountability to own and deliver annual Revenue and Inflow Quotas for DS sales.
• Documentation: Ensure all necessary documentation, including contracts and proposals, is adequately prepared and submitted per GBM’s bid management procedures.
• Compliance: Ensure all sales activities comply with company policies, legal requirements, and ethical standards.

Core Experience, Competence & Skills

• Solid pre‑sales experience in Digital Transformation, Application, Consulting, and Enterprise software deals
• In-depth understanding of Digital Transformation strategies, technology Solutions, and s/w Products, especially on IBM Automation, Data/AI, and Integration.
• Ability to understand and decipher Enterprise & Solution Architecture of large‑scale Digital Transformation initiatives
• Exceptional customer‑facing skills to convince customers of the solution’s suitability to solve their technology problems and meet business needs.
• Soft Skills: Negotiation, Relationship Management, Presentation, and Tech Writing.
• Passionate for business growth, go‑getter, willing to take responsibility and follow up tirelessly, ability to maneuver ambiguity.
• Diligence and high learnability.

Pre‑requisites

• Bachelor’s degree in a technology‑related discipline, preferably computer science or IT
• 5+ years of recent Pre‑sales experience with a multinational Technology company or a reputed IT systems integrator.
• Total experience of 10+ years in technical roles with large Tech/Consulting companies
• Based in Doha or ability to move to Doha, Qatar
• Excellent English verbal and written skills. Arabic proficiency will be an added advantage.