Sr. Expert Lighthouse Projects || خبير أول تطوير الأعمال

<p dir = "auto">ROLE OBJECTIVE </p>
<p dir = "auto">Sr. Expert, Lighthouse Projects is responsible for identifying, pursuing, and closing complex, high-impact client opportunities that drive transformational growth for the company. This role focuses on large, multi-stakeholder “lighthouse deals” and strategic partnerships across key sectors, requiring deep market insight, executive engagement, and cross-functional orchestration from opportunity identification to delivery handover.</p>
<p dir = "auto">The incumbent acts as the pursuit leader — shaping deal strategy, coordinating solution design, and ensuring alignment between internal stakeholders, clients, and partners to achieve strong win rates and maximize deal value.</p>
<p dir = "auto">RESPONSIBILITIES</p>
<p dir = "auto">Strategic Pursuit Leadership</p>
<p dir = "auto">• Identify and lead pursuit of complex, high-impact opportunities across strategic accounts and priority verticals.</p>
<p dir = "auto">• Develop and execute pursuit strategies aligned to the organization’s growth priorities.</p>
<p dir = "auto">• Manage the end-to-end pursuit lifecycle — from qualification and stakeholder mapping to bid governance, pricing, negotiation, and closure.</p>
<p dir = "auto">Cross-functional Solutioning and Governance</p>
<p dir = "auto">• Orchestrate collaboration across presales, delivery, legal, and finance teams to design winning solutions and commercial models.</p>
<p dir = "auto">• Govern opportunity qualification (e.g., gate reviews, RFP strategy, price-to-win, risk assessment).</p>
<p dir = "auto">• Ensure adherence to pursuit governance and deal approval frameworks.</p>
<p dir = "auto">Client & Partner Engagement</p>
<p dir = "auto">• Build strong executive-level relationships with clients, partners, and ecosystem stakeholders.</p>
<p dir = "auto">• Act as the trusted advisor to C-level client executives — shaping business outcomes rather than selling products.</p>
<p dir = "auto">• Drive co-selling and partnership-led opportunities to expand strategic deal coverage.</p>
<p dir = "auto">Market and Growth Strategy</p>
<p dir = "auto">• Conduct account and sector research to identify market white spaces and new opportunity areas.</p>
<p dir = "auto">• Contribute to strategic planning through insights on competitive positioning, client trends, and emerging technologies.</p>
<p dir = "auto">• Develop account pursuit playbooks and repeatable frameworks for large deal management.</p>
<p dir = "auto">Knowledge Management and Enablement</p>
<p dir = "auto">• Institutionalize learnings from each pursuit, maintaining pursuit win/loss analyses.</p>
<p dir = "auto">• Mentor junior pursuit leads and account managers on large deal governance and client engagement best practices.</p>
<p dir = "auto"></p>
<p dir = "auto">ROLE SPECIFICATIONS </p>
<p dir = "auto">Qualification </p>
<p dir = "auto">• Bachelor’s degree in Business, IT, Engineering, or equivalent; Master’s degree (MBA) preferred.</p>
<p dir = "auto">Certification </p>
<p dir = "auto">• APMP Practitioner / Strategic Sales or Solution Selling certifications preferred.</p>
<p dir = "auto">Experience </p>
<p dir = "auto">• 8–10 years of experience in enterprise sales, strategic pursuits, or business development within IT, system integration, or cloud services sectors.</p>
<p dir = "auto">• Proven track record of leading and closing multimillion-dollar (lighthouse) deals across public or large enterprise clients.</p>
<p dir = "auto">Skills </p>
<p dir = "auto">• Strong strategic selling, negotiation, and deal-structuring expertise.</p>
<p dir = "auto">• Excellent executive communication and presentation skills.</p>
<p dir = "auto">• Deep understanding of ICT, managed services, and digital transformation solutions.</p>
<p dir = "auto">• Ability to influence senior stakeholders internally and externally.</p>
<p dir = "auto">• High analytical and commercial acumen with proven pursuit governance capability.</p>
<p dir = "auto"></p>
<p dir = "auto">Competency Type Competency Proficiency Level</p>
<p dir = "auto">Leadership Strategic mindset Advanced</p>
<p dir = "auto">Leadership Impactful decisions Advanced</p>
<p dir = "auto">Behavioural Planning & coordination Advanced</p>
<p dir = "auto">Behavioural Stakeholder management & influencing Advanced</p>
<p dir = "auto">Core Integrity & ethical behaviour Proficient</p>
<p dir = "auto">Core Operational excellence Advanced</p>
<p dir = "auto">Technical Large deal pursuit management Advanced</p>
<p dir = "auto">Technical Solutioning & commercial integration Advanced</p>
<p dir = "auto">Technical Client & partner relationship management Advanced</p>
<p dir = "auto">Technical Bid governance & contracting Proficient</p>
<p dir = "auto"></p>