ROLE PURPOSE

Open and grow the Qatar market for our client's partner in Qatar. The stack is delivered to Qatari government and enterprise buyers (Banks, etc.). This person handles the Qatar market GTM and is technically fluent enough to run the solution conversation without waiting for an engineer on every call.

This is a builder role for setting up a commercial and technical front for the country. Success means signing partners, setting up joint pipeline with them, and closing the first paying deployments in-market.

WHAT DOES THE ROLE INVOLVE

• This person sells the capability, manages the OEM relationship and keeps the partner positioned as the AI delivery engine for the territory.
• The commercial motion is two-sided: recruit and enable the local partner who fronts the brand, and support that partner into their own end customers.
• Deal structures include partner licensing of the platform, revenue share on end-customer contracts. This person must be comfortable pricing and negotiating these.
• Qatar procurement and data-residency expectations must be met by the. The role owns making that fit work commercially and technically.

CORE RESPONSIBILITIES

Commercial

• Own the Qatar revenue target for the white-label channel across the our client's Deep Tech AI stack.
• Identify, sign, and enable local partners (system integrators, telecoms, digital agencies, government-linked technology firms).
• Build joint pipeline with each partner and drive it to close, including qualification, solution shaping, commercial structuring, and negotiation.
• Structure and negotiate agreements: platform licensing, revenue share, delivery and support fees. Keep pricing consistent with commercial rules.
• Maintain an accurate Qatar pipeline and forecast.

Technical & Solutions

• Run the solution conversation directly: map end-customer requirements to the our client's Deep Tech AI stack.
• Produce use-case mappings, solution architectures, and demo narratives that a partner can put in front of their own end customer under their brand.
• Lead or co-run demos and proofs of concept. Coordinate with our client's engineering for deep build and delivery, but be self-sufficient on standard solution and scoping conversations.
• Advise partners and end customers on deployment options, including on-premises and sovereign hosting to meet Qatar data-residency requirements.
• Translate between the end customer's business problem and delivery team so scope, timeline, and cost are set correctly before signature.
• Keep early Qatar deployments on track: apply structured program governance so first partner engagements land on schedule and protect the reference base for the next deals.

Market & Partner Development

• Map the Qatar government and enterprise landscape for the priority domains the stack serves.
• Represent the capability in-market: partner briefings, client meetings and relevant events.
• Feed market signal back to our client's product and commercial leadership to shape the Qatar offer.

Requirements

Must Have

• Eight or more years delivering enterprise technology, cloud, or digital transformation programs, with real hands-on depth. This is a technically credible operator first salesperson.
• Direct experience leading enterprise modernization, cloud (Azure or equivalent), data or AI programs into government or large enterprise, ideally in the GCC or with a strong GCC track record.
• Able to run the solution and architecture conversation, shape a use case, and lead a demo without an engineer on every call. Comfortable mapping an operational requirement to a platform and a delivery plan.
• Commercial ownership: has carried a target, led presales into a contract win, or owned the commercial shape of programs, and is ready to own the number for a country. A program-delivery or solutions background that has moved toward commercial is the pattern we want.
• Comfortable with channel, OEM, reseller, or white-label selling, or a clear ability to run a two-sided partner-plus-end-customer motion.
• Working knowledge of GCC public-sector procurement and data-residency expectations, and how sovereign or on-premises deployment is structured.
• Fluent English & Arabic. Right to work in Qatar or willingness to relocate and be based in Doha.

Strong Advantage

• Arabic (professional or business fluent).
• Hands-on Azure, data platform (Synapse, Data Factory, SQL, event-driven pipelines), GIS, or IoT delivery experience.
• Aviation, transportation, logistics, or other asset-heavy operations domain experience.
• Familiarity with Al landscape, tech and solutioning prevalent in the market and upcoming trends shaping agnetic AI, physical AI, document intelligence, or operational-intelligence platforms.
• Program governance and a track record delivering large multi-workstream programs on schedule.
• Existing relationships with Qatari or GCC system integrators, telecoms, or government-linked technology firms.
• Experience standing up a new country, channel, or program from zero.

PERSON WE ARE LOOKING FOR:

• A technical program or solutions leader who has moved toward the commercial edge and is ready to own a country.
• Someone who came up delivering real enterprise modernization, cloud, data, and AI programs, so they can walk into a partner or client meeting and be fully credible on the architecture and the delivery plan, then structure and close the deal in the same conversation.
• Comfortable being the only representative in Qatar for the first year, self-directed, and able to move a deal from first meeting to signature without a large support structure behind them. Direct, execution-focused, and at ease selling a capability that carries someone else's badge.