Business Development Manager - EMEA

JOB DESCRIPTION

The Business Development Manager EMEA is responsible for driving revenue growth and market expansion across the EMEA region by originating, developing, and progressing commercial opportunities within the data centre and digital infrastructure sector. The role focuses on customer acquisition, deal development, and partnership engagement, working closely with hyperscalers, enterprise customers, wholesale clients, developers, and ecosystem partners. The incumbent translates regional growth strategy into executable opportunities, supporting deal structuring and handover to delivery teams.

RESPONSIBILITIES

4. KEY ACCOUNTABILITIES: (Description)

Market Development & Opportunity Origination

Identify, qualify, and develop new business opportunities across EMEA aligned with Khazna's growth strategy.

Proactively engage hyperscale, enterprise, and wholesale customers to build a robust sales pipeline.

Monitor market trends, competitor activity, and customer demand to identify emerging opportunities

Build and manage strong relationships with customers, developers, investors, and strategic partners.

Support customer site visits, technical briefings, and commercial discussions in coordination with internal teams.

Act as a key commercial interface for early-stage customer discussions and opportunity shaping.

Deal Development & Commercial Support

Lead opportunity qualification and progress deals through internal approval stages.

Support pricing, commercial structuring, and contract negotiations in collaboration with Legal and Finance.

Coordinate preparation of proposals, commercial offers, and responses to RFPs and RFIs.

Cross-Functional Coordination & Handover

Work closely with Site Selection, Design & Planning, Implementation, and Operations teams to ensure commercial commitments are feasible and aligned.

Support smooth handover of signed deals into project development and delivery phases.

Maintain alignment between customer expectations and delivery capabilities.

Pipeline Management & Reporting

Maintain an accurate and up-to-date EMEA BD pipeline, including opportunity status, value, and probability.

Prepare regular reports and dashboards for leadership on pipeline health, wins, and risks.

Contribute to forecasting and revenue planning activities.

Governance, Policies & Continuous Improvement

Ensure all business development activities comply with internal governance, approval frameworks, and policies.

Contribute to continuous improvement of BD processes, tools, and commercial practices.

Capture lessons learned from deals to improve future opportunity execution.

Policies, Systems, Processes & Procedures

Follow all relevant departmental policies, processes, standard operating procedures, and

instructions so that work is carried out in a controlled and consistent manner.

Continuous Improvement

Contribute to the identification of opportunities for continuous improvement and sustainability of systems, processes and practices considering global standards, productivity improvement and cost reduction

Reporting

Assist in the preparation of timely and accurate statements and reports to meet department requirements, policies, and quality standards.

Related Assignments

The job holder may be required to undertake additional duties, which may be reasonably expected and forms part of the function of the job.

QUALIFICATIONS

Minimum Qualifications:

Bachelor's degree in business administration, Marketing, Sales, Engineering, or a related field.

Master's degree is an advantage

Minimum Experience:

610 years of experience in business development, sales, or commercial roles within data centres, digital infrastructure, real estate, or cloud-related sectors.

Proven experience engaging enterprise and hyperscale customers across EMEA markets.

Job-Specific Skills (Generic / Technical):

Strong commercial acumen and deal development capability

Understanding of the European data centre market and regulatory landscape

Customer-facing communication and negotiation skills

Analytical, presentation, and pipeline management skills

Ability to operate across multiple countries and cultures