Practice Head- Digital Transformation

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The Practice Head - Digital Transformation owns the end-to-end P&L, go-to-market strategy, and client relationships for GCG's DT practice. The role carries a predominant commercial mandate (~70%) spanning enterprise sales, presales solutioning, and partner/vendor management, balanced by delivery oversight (~30%) to ensure profitable and high-quality execution. The incumbent is expected to establish GCG as a trusted DT partner across UAE, Oman, and KSA, driving revenue growth through consultative, solution-led selling while building a scalable, high-performance practice. A - Sales Strategy & Revenue Leadership - Own and deliver the DT practice revenue, gross margin, and pipeline targets aligned to FY business plans. - Define and execute the go-to-market (GTM) strategy for DT solutions across priority industries and geographies (UAE, Oman, KSA). - Build a scalable and predictable sales pipeline to support short- and long-term growth; maintain healthy pipeline coverage ratios. - Lead acquisition of large enterprise and government customers for DT solutions (EIM, ECM, BPM, OCR, RPA, Digital Workflow, Archiving, Compliance). - Personally engage with CXOs, CIOs, CTOs, and Digital Transformation leaders for strategic deal pursuit and closure. - Drive penetration into new verticals and expansion within existing customer portfolios; own account planning. - Review sales performance regularly and implement corrective actions to ensure target achievement. - Monitor forecast accuracy and deal closure timelines; report to leadership with clear pipeline visibility. B - Presales & Solution Development - Lead and guide the presales function - solution architecture, proposal development, demos, and POC engagements. - Ensure all solution proposals are technically sound, commercially viable, and aligned to client business outcomes. - Engage directly at CXO level during the sales cycle to articulate business value, ROI, and differentiation. - Sponsor and facilitate key customer workshops, solution demonstrations, and proof-of-concept engagements. - Collaborate with product and technology teams to translate customer requirements into winning solution configurations. - Drive proposal quality, win rates, and bid governance across all active opportunities. C - Service Delivery & Practice Operations - Hold overall delivery accountability across active DT projects and managed service contracts. - Define and enforce delivery governance frameworks, project standards, and quality benchmarks. - Drive SLA adherence and continuous improvement across all service operations. - Oversee partner and vendor relationships - manage strategic alliances with OEMs (OpenText, OutSystems, ABBYY, Fujifilm, etc.). - Drive joint GTM initiatives, partner-led opportunities aligned to UAE 2031 vision, UAE AI strategy 2031 & other related initiatives. - Stay aligned with vendor roadmaps, certifications, and competitive positioning. D - People Leadership & Practice Building - Lead, coach, and develop the DT practice team (sales, presales, delivery) to build a high-performance culture. - Set clear targets, KPIs, and performance expectations for direct and matrix team members. - Partner with HR on hiring, onboarding, performance management, and succession planning for the practice. - Define the DT practice roadmap, service portfolio evolution, and capability development agenda. - Enable consultative selling, solution orientation, and delivery excellence across the team. - Support marketing initiatives including industry events, thought leadership sessions, and campaigns. Bachelor's degree in Business Administration, Computer Science, IT, or related field - 17+ years in enterprise software/DT solutions with a strong sales and presales track record - Proven success selling EIM, ECM, BPM, RPA, OCR, or digital workflow solutions to enterprise/government accounts - 5+ years in a leadership or practice head role managing cross-functional teams - Experience in UAE market; GCC exposure preferred - Solution selling and consultative sales methodology - CXO-level stakeholder engagement and executive presentation - Presales leadership - proposal development, solution architecture, POC management - CRM proficiency (Salesforce / Dynamics or equivalent) - Strong commercial acumen - pricing, margin management, deal structuring

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