Overview
Business Development Executive – SMB (ITSM Distribution) at emt Distribution — Dubai, United Arab Emirates. **Job Summary** We are seeking a dynamic and results-driven **Business Development Executive** to drive growth within the **Small and Medium Business (SMB)** segment for our IT Service Management (ITSM) and SMB software distribution portfolio across the Middle East. The successful candidate will be responsible for developing channel and end-customer relationships, generating new business opportunities, managing vendor-led sales initiatives, and achieving revenue targets.
Full job description
Job Summary
We are seeking a dynamic and results-driven Business Development Executive to drive growth within the Small and Medium Business (SMB) segment for our IT Service Management (ITSM) and SMB software distribution portfolio across the Middle East. The successful candidate will be responsible for developing channel and end-customer relationships, generating new business opportunities, managing vendor-led sales initiatives, and achieving revenue targets.
This role requires experience in IT distribution, software sales, channel management, and solution selling, with a focus on ITSM, IT Operations, Cloud, and Digital Transformation solutions.
Key Responsibilities
Business Development & Sales
- Identify, develop, and close new business opportunities within the SMB segment across the Middle East.
- Drive sales growth for the assigned ITSM and enterprise software vendor portfolio.
- Build and maintain a strong pipeline of qualified opportunities through proactive prospecting.
- Develop account plans and territory strategies to maximize market penetration.
- Conduct customer meetings, presentations, product demonstrations, and solution workshops.
- Manage the complete sales cycle from lead generation to deal closure.
Channel & Partner Management
- Recruit, enable, and support SMB channel partners, system integrators, and resellers.
- Drive partner engagement programs and joint go-to-market activities.
- Assist partners in identifying opportunities and positioning ITSM solutions.
- Work closely with vendor sales and pre-sales teams to generate demand and accelerate sales.
Vendor Relationship Management
- Collaborate with vendor representatives to execute strategic business plans.
- Participate in vendor training, certifications, and sales initiatives.
- Ensure achievement of vendor revenue, pipeline, and growth objectives.
- Provide regular business updates, forecasts, and market intelligence.
Market Development
- Analyse market trends, customer requirements, and competitor activities.
- Identify emerging opportunities in IT Service Management, IT Operations, AI-powered Service Desk, Asset Management, and Digital Employee Experience solutions.
- Represent the company at industry events, exhibitions, seminars, and webinars.
Forecasting & Reporting
- Maintain accurate opportunity records and forecasts in CRM systems.
- Prepare weekly, monthly, and quarterly sales reports.
- Track KPIs and business performance against targets.
Requirements
Ideal Candidate Profile: A high-energy sales professional with strong IT distribution experience, capable of driving vendor growth, developing channel relationships, and expanding SMB market share across the Middle East through strategic and consultative selling.
Required Qualifications
- Bachelor's Degree in Business Administration, Information Technology, Marketing, or a related field.
- 3–5 years of experience in IT sales, software distribution, business development, or channel sales.
- Proven experience selling enterprise software or IT solutions through channel partners.
- Knowledge of ITSM platforms such as Freshservice, ManageEngine, ServiceNow, Jira Service Management, Ivanti, or similar solutions is preferred.
- Experience within the Middle East IT distribution market is highly desirable.
- Customer facing meetings and travelling is required
Preferred Qualifications
- Experience working with IT distributors
- Vendor certifications related to ITSM, Cloud, or Enterprise Software solutions.
- Established network within the Middle East SMB partner ecosystem.
Soft Skills
- Excellent communication and presentation skills
- Strong negotiation and closing abilities
- Relationship-building and networking skills
- Results-oriented mindset
- Ability to work independently and collaboratively
Benefits
Compensation & Benefits
- Competitive fixed salary
- Sales incentive/commission plan
- Medical insurance
- Annual air ticket (as per company policy)
- Professional training and certification opportunities
- Career growth within a leading technology distribution organization
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