Head of Presales and Business Development MEA

1.

Position Overview

The Head of Presales & Business Development - Middle East & Africa is a senior regional leadership role responsible for driving revenue growth, technical presales excellence, and strategic account development across the MEA territory.

The incumbent will lead a multi-cluster presales and business development organisation, owning the full cycle from opportunity identification and technical qualification through to commercial closure and partner ecosystem development.

This role bridges deep technical expertise in datacenter infrastructure, critical power, cooling, and digital/IoT solutions with executive-level business development capability.

The position requires close collaboration with cluster leaders, country sales teams, marketing, offer management, and C-level client stakeholders across government, enterprise, telecom, colocation, and hyperscale segments.

2.

Key Responsibilities

2.1 Strategic Business Development


* Define and execute the MEA Presales & BD strategy in alignment with corporate and zone growth targets.


* Identify, qualify, and develop high-value opportunities across hyperscale, colocation, government, telecom, O&G, banking, and smart infrastructure segments.


* Own the regional pipeline, forecast accuracy, and revenue accountability across clusters (Gulf, KSA, ESA/SSA, NEAL/NAL, TUECA/TURCA, FRA).


* Establish and grow strategic relationships with C-level decision-makers, key accounts, and ecosystem partners.


* Lead target account selling programmes and coordinate cross-functional bid teams for large-scale, complex deals.

2.2 Presales Leadership & Technical Engagement


* Lead the MEA presales organisation, providing technical direction, coaching, and performance management for BDMs and presales engineers.


* Oversee the development of solution architectures covering critical power (UPS, busbar, switchgear), precision cooling, DCIM, EcoStruxure, and edge/IoT platforms.


* Ensure proposal quality, solution compliance, and technical differentiation in all customer-facing deliverables.


* Drive adoption of consultative selling methodologies and value-based positioning frameworks across the team.


* Act as ultimate technical authority and executive sponsor on flagship accounts and government-restricted projects.

2.3 Sustainability & Innovation Programmes


* Champion sustainability initiatives aligned with net-zero commitments, tracking ESG targets and embedding sustainability value propositions into customer engagements.


* Drive adoption of energy-efficient, future-ready solutions including 800VDC architecture, liquid cooling, and renewable-integrated power design.


* Lead or contribute to innovation programmes such as EcoXpert Partner Programme, AI-ready datacenter offerings, and digital transformation initiatives.

2.4 Partner & Ecosystem Development


* Develop and manage the regional partner ecosystem: system integrators, EPC contractors, cons...