Business Development Manager - Modern Workplace & Security

Alnafitha IT; Riyadh; On-site; SAR 150,000 - 200,000; Full time

Job summary

A leading IT service provider in Saudi Arabia is seeking a Business Development Manager for Modern Work, Security & Productivity. This role holds accountability for P&L performance and operational maturity, driving sales execution and managing activities with Microsoft and ecosystem partners. The ideal candidate will possess strong commercial acumen and a proven track record in enterprise sales. Responsibilities include forecasting, portfolio pricing, and pipeline management to expand market share. This position requires exceptional leadership and strategic execution.

Qualifications

• Experience managing financial performance and P&L accountability.
• Proven track record in developing business strategies and operating plans.
• Ability to drive sales execution and manage pipelines effectively.

Responsibilities

• Own financial performance of the business unit, ensuring revenue and growth.
• Develop annual business strategies aligned with market needs.
• Manage sales pipeline and support strategic deals.

Skills

Commercial acumen

Strong execution discipline

Enterprise sales understanding

Familiarity with Microsoft partner selling motions

Job description

Business Overview

Alnafitha IT is a leading independent provider of IT services and solutions in Saudi Arabia, founded in 1993.

As a fully Saudi‑owned company, we have established ourselves from a startup business to a market leader, offering a comprehensive range of IT solutions tailored to meet the unique requirements of our clients.

Our expertise spans across various domains, including Microsoft, AWS, ManageEngine, and Zoho Solutions, ensuring that we deliver strategic IT solutions that drive digital transformation and operational excellence to our clients.

With over 30 years of experience, Alnafitha IT has successfully completed more than 4,000 projects, serving over 3,000 satisfied customers, and collaborating with 65+ partners.

Our commitment to excellence is evident in our customer‑centric approach, which emphasizes engagement, collaboration, and a relentless pursuit of quality in every interaction.

Our vision is to be the Kingdom's most customer‑centric provider for digital transformation and consultation, fostering innovation and excellence in all our solutions. We are dedicated to optimizing operational efficiency and ensuring effective resource utilization to enhance customer satisfaction and profitability.

At Alnafitha IT, we believe in empowering our employees and nurturing their growth, which is essential for driving leadership in technology and customer satisfaction. As we continue to expand our presence in the IT landscape, we remain committed to delivering cutting‑edge solutions that not only meet but exceed our clients' expectations.

Job Summary / Objective

The Business Development Manager for Modern Work, Security & Productivity serves as the business owner of this portfolio within Alnafitha IT. The role carries full accountability for P&L performance, revenue execution, operational maturity, and alignment with Microsoft partner programs related to Modern Workplace and Security workloads.

This leader manages the Modern Work & Security presales team, ensuring readiness, capability development, service excellence, and consistent engagement quality. The role works closely with Microsoft, ecosystem technology partners, distributors, and internal teams to develop competitive offerings, accelerate go‑to‑market motions, and expand Alnafitha’s market share within the Kingdom of Saudi Arabia.

The ideal candidate demonstrates strong commercial acumen, execution discipline, enterprise sales understanding, and deep familiarity with Microsoft partner selling motions and portfolio structure.

Key Responsibilities

Business Ownership & Profitability

• Own business unit financial performance including revenue, margin, and YoY growth.
• Develop and execute the annual business strategy and operating plan aligned with partner priorities and market demands.
• Manage forecasting, portfolio pricing, revenue projections, and quarterly business reviews with leadership.

Sales Execution & Pipeline Leadership

• Jointly own the sales pipeline with the sales team — covering demand generation, bid support, qualification, and deal closure.
• Support strategic deals through value articulation, pricing strategy, competitive positioning, and negotiation support.
• Drive attach rate growth across licensing and service offerings while coordinating with other business units to identify expansion opportunities and maximize account value.
• Improve win rate performance and accelerate the overall sales cycle.

Vendor & Ecosystem Partnership Governance

• Act as the primary business owner with Microsoft and ecosystem vendors for Modern Work, collaboration, and security workloads.
• Manage the full lifecycle of the Modern Work Microsoft Solution Designation and related specializations, including performance governance, skill and certification tracking, assessment readiness, and compliance with Microsoft requirements.
• Lead joint planning, QBRs, incentive utilization, and alignment with Microsoft priorities.
• Secure and optimize funded programs including assessments, workshops, FastTrack, ECIF, MCI, CSI, and enablement motions.

Offering & Go-To-Market Development

• Own the development and maintenance of packaged services, migration frameworks, adoption offerings, governance engagements, and managed extensions.
• Ensure service catalog alignment with market needs, competitive positioning, and compliance with regulatory expectations.
• Collaborate with Marketing to support campaigns, events, and strategic.