Business Development Manager

Job Title: Business Development Manager

Reports To: Group Director, Sales and Business development

Location: Dubai, UAE

Direct Reports: N/A

About j. awan & partners

At j. awan & partners, we believe in challenging the status quo every day, delivering seamless excellence to our customers across the world. We challenge the status quo by making tailor-made solutions to meet the specific requirements of our client's business interests and delivering our solutions to their needs with effective simplicity. We understand that time is precious and as such our tailor-made solutions are simple to understand, simple to embed and simple to use.

We are a fast-growing international Governance, Risk and Compliance (GRC) Consultancy with our headquarters in the Dubai International Finance Centre (DIFC). We also have our own Technology company creating bespoke cutting edge RegTech solutions. Our business presence covers multiple jurisdictions with offices in the UAE, KSA, UK & Ireland, Singapore, Porto, Pakistan, Qatar and now in South Africa. We provide Regulatory Governance, Risk, Compliance, Finance, Recruitment and Technology services (the Services) to a large number of clients including global, regional and local financial services institutions, governments and other industry partners.

Mission / Purpose of the Role

The purpose of this role is to drive consistent, measurable revenue growth across J. Awan & Partners Governance, Risk & Compliance (GRC) and Talent Solutions services by managing the complete sales cycle, accelerating inbound conversion, and developing a strong GCC-wide outbound pipeline. The role ensures high-quality qualification, fast response SLAs, accurate scoping with subject matter experts, seamless handovers to delivery teams, and continuous strategic expansion into new accounts and markets.

This role is ideal for a GCC-experienced B2B consultative seller with GRC or compliance sales experience, disciplined CRM habits (HubSpot preferred), and strong skills in scoping, objection handling, and stakeholder management.

Mission / Outcome: Drive revenue growth by proactively identifying, targeting, and converting high value prospects across the UAE and GCC for GRC and Talent Solutions services.

Success Metrics / Measures:

• Increase in new client mandates secured and total revenue generated
• Improved lead-to-conversion ratio through disciplined CRM usage
• Reduction in sales cycle time and improved response SLAs
• Number and quality of proposals delivered
• Accuracy and completeness of Handover Packs to delivery teams

Mission / Outcome: Build and maintain trusted relationships with C-suite executives, Heads of Compliance, and HR Directors to enhance client loyalty and satisfaction.

Success Metrics / Measures:

• Client retention rate and repeat business
• Client satisfaction and feedback scores
• Growth in cross-sell and upsell opportunities
• Positive client referrals and testimonials

Mission / Outcome: Support leadership in executing market penetration and go-to-market strategies, leveraging insights to strengthen JAP's competitive positioning and expand market presence.

Success Metrics / Measures:

• Number of new market opportunities identified and qualified
• Successful implementation of GTM and cross-sell strategies
• Competitive intelligence reports produced and shared
• Increased visibility and brand recognition within target markets
• Actionable feedback provided to internal teams for continuous improvement

Key Accountabilities

1. Business Development & Sales Execution

Key Responsibilities:

• Proactively identify and target high-value prospects across the UAE and GCC.
• Use CRM and data-driven insights to optimize outreach and conversions.
• Manage full sales lifecycle: prospecting, qualification, discovery, proposal, negotiation, and closure.
• Deliver tailored proposals showcasing JAP's GRC consulting and Talent Solutions.
• Coordinate with SMEs, Proposal, PMO, Legal, and Finance teams for seamless handover.

Success Indicators:

• Achieve or exceed quarterly and annual sales targets.
• Maintain a balanced pipeline.
• Ensure timely and high-quality proposal delivery.
• Attain a high win rate and improved inbound deal conversion.

2. Client Relationship Management

Key Responsibilities:

• Build and sustain strong relationships with C-suite executives, Heads of Compliance, and HR Directors.
• Position JAP as a long-term trusted advisor.
• Ensure post-sale engagement and maintain high client satisfaction.

Success Indicators:

• Increased client retention and repeat business.
• Positive client feedback and satisfaction scores.
• Growth in account penetration and cross-sell opportunities.

3. Strategic Growth Initiatives

Key Responsibilities:

• Support leadership in defining market penetration and GTM strategies.
• Track competitor movements and regulatory changes to adjust sales strategy.
• Research international firms entering GCC and position JAP as their advisory partner.
• Cross-sell JAP services to increase wallet share.
• Provide market feedback for service improvement.

Success Indicators:

• Quarterly delivery of market insights and recommendations.
• Identification of new business opportunities through research.
• Increased share of wallet through cross-selling.
• Enhanced brand positioning and strategic partnerships.

4. Proposal Quality & Delivery Excellence

Key Responsibilities:

• Develop customized proposals aligned with client needs and JAP capabilities.
• Collaborate with SMEs to ensure accuracy and scope clarity.
• Maintain proposal repository and templates for consistency and quality.

Success Indicators:

• Proposals delivered within agreed SLAs.
• Positive internal and client feedback on proposal quality and accuracy.

5. Market Intelligence & Reporting

Key Responsibilities:

• Monitor and report on market trends, competitor activities, and regulatory developments.
• Generate actionable insights to guide sales strategy and leadership decisions.
• Maintain accurate CRM data and performance dashboards.

Success Indicators:

• Timely submission of market intelligence reports.
• Data-driven improvements in sales and strategies.
• Enhanced forecasting accuracy and strategic alignment.

Core Competencies

• B2B Consultative Selling Expertise Proven ability to sell consultatively within the GCC region.
• GRC & Compliance Knowledge Deep understanding of Governance, Risk & Compliance, licensing, and the regional FS regulatory landscape (DFSA, FSRA, VARA, CBUAE, SCA, SAMA, CMA).
• Stakeholder Management Builds trust and maintains strong relationships with senior stakeholders and clients.
• Hunter Mentality & Ownership Proactive, persistent, and accountable in managing the full sales cycle.
• Communication & Problem-Solving Clear, persuasive verbal and written communication; anticipates and resolves challenges effectively.

Role-Specific Competencies

• Strong command of CRM systems (HubSpot preferred) to manage pipeline and client data efficiently.
• High proficiency in proposal development, scoping, objection handling, and deal negotiation.
• Ability to analyze market trends and competitive intelligence to inform sales and GTM strategy.
• Operational discipline to manage multiple deals and deadlines effectively.

Skills and Knowledge

• Analytical & Research Skills Ability to synthesize complex information and provide actionable insights.
• Leadership & Initiative Self-starter, able to work independently and drive results.
• Time & Priority Management Effectively manages multiple priorities under pressure.
• Adaptability & Resilience Thrives in fast-paced, high-pressure environments while delivering quality outcomes.
• Professional Communication Interacts effectively at all organizational levels, ensuring clarity and professionalism.

Education

• Bachelor's degree in Business, Finance, or a related field.

Experience

• 58 years of B2B consulting sales experience within the GCC.

Additional Requirements

• Proven track record in business development, sales, and account management within GRC, compliance, or financial services.
• Strong knowledge of UAE & GCC regulatory frameworks.
• Experience in high-growth, entrepreneurial environments.
• Demonstrated CRM rigor (HubSpot preferred).
• Experience in GRC/compliance/RegTech solution sales.
• Arabic language proficiency is a strong advantage

Culture & Values Alignment

• Embody a growth mindset and proactive learning approach.
• Demonstrate resilience and adaptability in a fast-paced, evolving environment.
• Exhibit professional maturity and integrity in handling sensitive issues.
• Build trust and credibility with both leadership and team members.
• Align with j. awan & partners core values of Excellence, Integrity, and Innovation.

Rewards & Growth

• Competitive salary and benefits package.
• Opportunities for career growth in a global, fast-scaling organization.
• Continuous learning and development opportunities.