Sales Director

Our client is a premier, global CX management company with a dominant presence in Africa, India, Europe and the Middle East, and expanding into Northern America. Ranked among the top global CXM leaders in EMEA, we offer a range of data-driven solutions.

Role Overview

The Sales Director will be responsible for leading the end-to-end sales cycle, from market identification and prospecting through solution positioning, commercial negotiations and final closure. The ideal candidate will have a proven track record of building strong sales pipelines, managing enterprise-level opportunities and consistently converting qualified opportunities into revenue. Strong understanding of the BPO/ITES industry and the ability to engage with CXO-level stakeholders are essential.

Employment Type: Full-Time

Workplace: Remote

Location: Dubai

Requirements

• 12+ years of overall sales/business development experience, preferably within BPO, BPM, ITES, CX or managed services.
• Strong hands-on BPO/BPM sales experience with a demonstrable record of winning new business.
• Proven experience in building and managing a strong sales pipeline.
• Demonstrated ability to independently drive opportunities through the complete sales cycle and close large-value deals.
• Experience managing enterprise and strategic accounts.
• Strong understanding of BPO solution selling and consultative sales.
• Experience in RFP/RFI management, proposal development and commercial negotiations.
• Strong CXO-level relationship management skills.
• Excellent understanding of sales forecasting, pipeline management and CRM processes.
• Strong commercial and negotiation skills.

Preferred Experience

Candidates with experience selling to any of the following sectors will be preferred:

• BFSI
• Telecom
• Healthcare
• Government / Public Sector
• Retail & E-commerce
• Travel & Hospitality
• Technology
• Utilities
• Experience in selling multi-geography or large-scale outsourcing engagements will be an added advantage.

Key Performance Indicators

The role will be measured on:

• New business revenue generated
• Pipeline value and quality
• Pipeline-to-closure conversion
• New logos acquired
• Deal closure rate
• Sales target achievement
• Average deal value
• Sales cycle management
• Strategic account growth
• Forecast accuracy

Key Competencies

• Strategic Sales Leadership
• BPO/BPM Sales
• New Business Acquisition
• Pipeline Development
• Enterprise Selling
• Consultative Selling
• Deal Closure
• Commercial Negotiation
• CXO Stakeholder Management
• Account Management
• Sales Forecasting
• Relationship Building
• Strong Business Acumen
• Result Orientation

What they Are Looking For

They are particularly interested in a hunter-oriented sales leader who is not only capable of generating leads but can build a strong pipeline, personally drive strategic opportunities, overcome commercial and stakeholder challenges, and convert opportunities into signed business. The ideal candidate should be target-driven, commercially astute and highly execution oriented, with a demonstrated history of delivering measurable BPO sales results.

Responsibilities

Sales Strategy & Business Development

• Develop and execute strategic sales plans aligned with our client’s growth objectives.
• Identify and target new business opportunities across BPO, BPM, CX, Digital and Technology services.
• Develop a strong and sustainable sales pipeline across target accounts and markets.
• Identify new logos, expansion opportunities and cross-selling/up-selling opportunities within existing accounts.
• Build and maintain strong relationships with CXO and senior decision-makers.

Pipeline Management & Closures

• Own the complete sales funnel from lead generation to opportunity qualification, proposal, negotiation and closure.
• Maintain a healthy pipeline with clear visibility of opportunity value, probability and expected closure timelines.
• Drive opportunities aggressively towards closure and ensure consistent conversion of qualified leads.
• Develop account-specific strategies for high-value and strategic opportunities.
• Conduct regular pipeline reviews and ensure accurate forecasting.
• Take ownership of complex negotiations and commercial discussions through to contract signing.

BPO / BPM Sales

• Leverage strong knowledge of the BPO/ITES/BPM industry to position our client’s solutions effectively.
• Develop solutions around customer experience, contact centre, back-office, digital transformation and technology-enabled services.
• Understand client business challenges and translate them into compelling value propositions.
• Monitor market trends, competitor activity and emerging opportunities within the BPO industry.

Client & Stakeholder Management

• Establish and maintain relationships with senior client stakeholders and decision makers.
• Lead client presentations, solution discussions, RFP/RFI responses and commercial negotiations.
• Work closely with Operations, Solutioning, Finance, Legal and Delivery teams to develop winning proposals.
• Ensure smooth transition of won deals from Sales to Operations/Delivery.

Revenue & Business Growth

Own sales targets, revenue goals and new business acquisition objectives.

• Drive achievement of annual and quarterly sales targets.
• Develop strategies to improve win rates and sales conversion.
• Identify opportunities for revenue expansion within strategic accounts.