Business Development Manager

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 messaging to fuel demand generation.

Team Leadership & Capability Development

• Lead and manage the Modern Work & Security presales team with full accountability for skills development, readiness, and performance.
• Define and monitor technical KPIs including pipeline contribution, certification progression, bid quality, and customer engagement success rate.
• Build a culture of accountability, ownership, and execution discipline.

Customer Engagement & Strategic Advisory

• Engage with CIOs, CTOs, CISOs, IT leaders, and business stakeholders to support modernization strategies, roadmap definition, and executive alignment.
• Lead high-value engagements including assessments, readiness workshops, and envisioning sessions.
• Ensure seamless transition from presales to PMO and delivery teams to maintain high customer satisfaction and outcome delivery

Qualifications

1. Education: Bachelor's degree in Information Technology, Computer Science, Cybersecurity, or a related field is required.-
2. A Master's degree is considered a strong advantage.
3. Experience: 12-14 years experience in Microsoft Modern Workplace or Security business development, practice leadership, or similar roles.
4. Proven experience owning a profitable portfolio or business unit with measurable commercial impact.
5. Demonstrated success in enterprise deal-making and account development.

Technical Knowledge in:-

1. Microsoft 365 collaboration stack
2. Identity and security workloads including:
3. Entra ID (Conditional Access, MFA, PIM, Identity Governance)
4. Microsoft Defender suite (Endpoint, Identity, Office 365, Cloud Apps)
5. Sentinel SIEM/SOAR engagement models
6. Microsoft Purview Compliance, DLP, and Governance frameworks
7. Intune & Intune Suite endpoint protection and configuration capabilities

Certification:-

1. Modern Work , MS-102, MS-700
2. Security , SC-900, SC-300, SC-400
3. Advanced (Preferred) , SC-200, SC-100
4. Strong leadership and coordination skills to drive results through cross-functional teams.
5. Excellent interpersonal and relationship-building skills with vendors and stakeholders.
6. Analytical mindset with strong problem-solving capabilities.
7. High level of adaptability and resilience in managing multiple priorities.
8. Strategic thinking with an execution-focused approach.