Practice Head- Digital Transformation

The Practice Head Digital Transformation owns the end-to-end P&L go-to-market strategy and client relationships for GCGs 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 :

Bachelors 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

Remote Work :

No

Employment Type :

Full-time