Regional Director, Business & Client Development

Role purpose

The Regional Director is accountable for developing and retaining the company’s client base across MENA, strengthening the company’s position as a regional expert, and ensuring that product priorities reflect local market and client needs. The position combines senior customer success and account growth ownership with commercial enablement, market evangelism and regional product expertise.

Role scope and seniority

• Regional remit across MENA, with primary employment location in Abu Dhabi.

• Executive-level client engagement and negotiation; regular interaction with senior decision-makers.

• Direct influence on recurring revenue retention, expansion revenue and depth of product adoption.

• Commercial partnership with the Business Development Manager; the role supports and shapes opportunities but hands formal deal execution to the BDM.

• Regional product input without final product ownership: the role gathers evidence and advises on priorities, while the Product Manager owns development and release decisions.

• External-facing thought-leadership responsibilities, including conferences, webinars, training and professional community development.

Key accountabilities

1. Market positioning and brand presence

Establish the company as a recognised MENA expert in analytics and data management for shopping centres and retail real estate.

• Represent the company at relevant regional conferences and industry events.

• Deliver client webinars and training on the use of data and the design of analytics processes.

• Create expert content, including case studies, presentation materials and training resources.

• Build the company’s professional community and partnership network across the region.

2. Commercial-cycle support

Work alongside the MENA Business Development Manager to provide expert support throughout the sales funnel.

• Join prospect meetings and articulate the business value of the product.

• Develop business cases and ROI narratives for prospective deals.

• Lead or support technical proofs of concept and validate client requirements.

• Participate in negotiations with client executives and senior stakeholders.

3. Client relationship management

Build durable, trusted partnerships with the company’s existing clients.

• Run regular reviews with key accounts and monitor client satisfaction.

• Identify adoption or relationship risks early and coordinate a timely response.

• Keep clients informed of relevant new product capabilities.

• Track account health and protect recurring revenue retention.

4. Account growth

Increase the value delivered to each client and identify opportunities to expand the commercial relationship.

• Identify expansion potential across additional data sources, tenants, locations and modules.

• Develop a joint account expansion roadmap with the client.

• Prepare investment cases that support additional client spend.

• Qualify and transfer commercial opportunities to the BDM for deal structuring and closure.

5. Regional product adaptation

Act as the primary source of MENA market requirements and client insight in partnership with the Product Manager.

• Collect, structure and communicate regional market and client requirements.

• Advise on the regional priority of features, integrations and data sources.

• Coordinate testing of new capabilities with regional clients.

• Create client training materials for newly released functionality.

• Senior regional client leadership experience in MENA, ideally with enterprise or strategic accounts.

• Demonstrated ownership of retention, renewals, account expansion and recurring-revenue outcomes.

• Ability to translate analytics and technical product capabilities into executive-level business value and ROI.

• Experience supporting complex consultative sales cycles, proofs of concept and senior negotiations.

• Credibility as an external speaker, trainer and regional subject-matter expert.

• Strong cross-functional influence across sales, customer success and product teams.

• Professional English is essential; Arabic and established GCC networks should be treated as value-enhancing factors where relevant.