Business Development Manager
J. Awan & Partners
Employer Active
Posted 45 min ago
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Any Nationality
Gender
Not Mentioned
Vacancy
1 Vacancy
Job Description
Roles & Responsibilities
Commercial engine for j. awan & partners' GRC advisory business
- Full-cycle, relationship-driven sales: prospecting, qualifying, scoping, coordinating proposals, negotiating, and closing
- Engagements range from single-service mandates (15 30 days) to multi-service programmes (3+ months)
- Honest scoping, accurate positioning, realistic timelines, and seamless delivery handoff are non-negotiable
- Extensive GRC knowledge preferred but not required for strong professional services sales candidates
12 18 month success outcomes
- Every client interaction reflects firm-level depth, credibility, and professionalism
- Enquiries responded to within 24 hours; quarterly reviews held with top accounts
- 100% of quarterly revenue targets met; new business and cross-sell tracked separately
- Pipeline maintained at or above 3x quota coverage
- Inbound leads qualified within 24 hours
- Existing clients proactively reviewed for cross-sell across all eight service lines
- Structured account plans maintained for key accounts with stakeholder maps and expansion opportunities
- C-suite, Heads of Compliance, COMLROs, and HR Directors engaged directly
- Every proposal reflects realistic scope, timeline, pricing, and resource requirements zero scope disputes
- Complete Handover Packs delivered to every delivery team
- Regulatory developments, enforcement actions, licensing changes, and competitor activity reported monthly
- International firms entering the GCC identified and qualified
- Industry events generate measurable pipeline; follow-up within 48 hours
- Win/loss debrief completed within 5 business days of every lost deal
- Territory playbooks, proposal standards, and pricing models contributed and refined
Key responsibilities
- Own the full sales lifecycle from prospecting through to close and delivery handoff
- Manage outbound pipeline alongside inbound leads
- Structure engagements commercially: hourly rates, fixed fees, retainers, blended rates, milestone pricing
- Deliver complete Handover Packs to delivery teams
- Build trusted relationships with C-suite, Heads of Compliance, COMLROs, and HR Directors
- Maintain structured account plans for key accounts and conduct quarterly client reviews
- Share regulatory updates and thought leadership proactively with clients
- Review existing clients for cross-sell opportunities across all eight service lines
- Monitor regulatory developments and competitor activity as prospecting triggers
- Represent the firm at industry events with pre-scheduled meetings and 48-hour follow-up
- Work with the Proposal Manager and SMEs on customised, commercially accurate proposals
- Engage CEO/Deputy CEO on strategic bids
- Own win/loss debrief for every lost deal
- Maintain clean, current HubSpot records for every deal and interaction
- Submit weekly pipeline updates and bi-weekly detailed forecasts with deal commentary and risk flags
- Flag and action deals stalled 30+ days
- Adopt all mandated firm technology including ClickUp and WebHR
Desired Candidate Profile
Core competencies
- Proven full-cycle B2B professional services sales ability
- Strong understanding of the GCC regulatory landscape: DFSA, FSRA, CBUAE, VARA, SCA, SAMA, CMA
- Ability to build trust with senior stakeholders and navigate complex buying committees
- Commercial structuring of consulting engagements across multiple pricing models
- Proactive cross-sell and account growth mindset
- Skilled at bringing SMEs and executive stakeholders into deals at the right stage
- Personal visibility in the GCC compliance community through thought leadership and events
- Resilient, self-starting, and accountable for pipeline generation
- CRM rigour and operational discipline across multiple concurrent engagements
Education and experience
- Bachelor's degree in Business, Finance, Law, or a related field (MBA a plus; results carry more weight than credentials)
- 5 8 years in B2B professional services or consulting sales in the GCC
- Demonstrable track record of meeting or exceeding revenue targets
- Full-cycle sales ownership required
- GRC, compliance, regulatory advisory, or financial services consulting sales preferred
- HubSpot CRM experience preferred
- Arabic language proficiency a strong advantage
Ramp expectations
- Month 1: Service line immersion, SME introductions, client portfolio review, CRM and proposal familiarisation, shadow client meetings and scoping sessions
- Months 2 3: Independent pipeline building, first proposals submitted, outbound and event leads managed end-to-end, market intelligence and cross-sell contributions begin
- Month 4: Full quota activation revenue and pipeline targets in effect, client relationships developing independently, cross-sell activity tracked
Company Industry
Department / Functional Area
Keywords
- Business Development Manager
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J. Awan & Partners
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