Growth Strategy Director

<div><h3>Solutions Director – Middle East&Africa</h3><p>The architect of Globant's growth narrative in the Middle East. A singular owner of the end-to-end opportunity — from sensing a client's ambition to presenting a winning, AI‑powered solution that makes Globant the partner of choice.</p><h3>01 Role at a Glance</h3><ul><li>LOCATION: Dubai / Riyadh</li><li>REPORTING TO: CSO</li><li>JOB FAMILY: Growth</li><li>SENIORITY: Director</li></ul><h3>02 Core Responsibilities</h3><ul><li>Define the North Star – Set a clear, ambitious vision for each opportunity — one that aligns Globant's capabilities with the client's transformation agenda and positions us as a long‑term strategic partner rather than a vendor.</li><li>Craft the Winning Strategy AI‑Enhanced – Build the "Why We Win" narrative — leveraging AI‑powered competitive intelligence tools and market‑sensing frameworks to articulate a differentiated, evidence‑backed strategy for each pursuit.</li><li>Design the Solution AI‑Enhanced – Architect end‑to‑end solutions that integrate Globant's studios, GX capabilities, and emerging AI/GenAI offerings — translating business problems into a coherent technology and experience blueprint tailored to the client's context.</li><li>Understand the Opportunity Deeply – Conduct rigorous discovery — mapping the client's strategic priorities, stakeholder landscape, budget cycles, and competitive dynamics. Identify unarticulated needs and translate them into addressable business opportunities.</li><li>Implement the Strategy – Orchestrate the internal pursuit team across Studios, GX, Finance, Legal, and executive sponsors — ensuring the strategy translates flawlessly into the proposal, commercial model, and delivery commitment.</li><li>Day‑to‑Day Cross‑Studio Leadership – Partner daily with technology studios, GX teams, and regional delivery leads — acting as the connective tissue between disciplines to develop integrated, world‑class solutions on time and at quality.</li><li>Craft a Compelling Story AI‑Enhanced – Write and structure executive‑level narratives — using AI‑assisted content tools and storytelling frameworks — that make the complex feel inevitable and the proposal feel personal. Every slide, word, and visual earns its place.</li><li>Prepare and Deliver the Pitch – Lead the full proposal presentation — owning rehearsals, Q&A preparation, and live delivery. Coach internal contributors and ensure executive coherence across the entire pitch experience.</li></ul><h3>03 Expanding Globant's Regional Footprint</h3><ul><li>Market Positioning&Offering Elevation AI‑Enhanced – Continuously refine Globant's go‑to‑market positioning for MEA — identifying which AI, cloud, experience, and industry propositions resonate with Saudi Vision 2030, UAE Centennial 2071, and other national agendas.</li><li>Value Proposition Design – Build, iterate, and codify reusable value propositions by vertical (BFSI, Government, Energy, Retail, Healthcare) — making it faster and more compelling to respond to future opportunities.</li><li>AI‑First Solution Strategy AI‑Enhanced – Embed AI and GenAI capabilities (agentic workflows, intelligent automation, LLM‑powered products) into every solution design — positioning Globant as the partner that leads with AI, not just applies it.</li><li>Executive Relationship Cultivation – Build trusted C‑suite relationships with key accounts and prospects in the region — acting as a thought partner before, during, and after the bid to open doors that cannot be unlocked through RFP responses alone.</li><li>Win/Loss Intelligence AI‑Enhanced – Synthesize outcomes from every bid — using AI‑assisted debrief tools — to build an institutional knowledge base that sharpens competitive positioning, pricing strategy, and future pursuit quality.</li><li>Ecosystem&Partner Strategy – Map and activate the regional partner ecosystem (hyperscalers, system integrators, government entities, accelerators) to co‑create solutions that amplify Globant's reach and credibility in MEA.</li><li>Thought Leadership&Brand Amplification – Represent Globant at regional forums, GITEX, Seamless, and industry events — publishing and presenting insights that build brand authority and generate inbound opportunities.</li></ul><h3>04 How Success Is Measured</h3><p>The Solutions Director is evaluated on pursuit quality, win velocity, and the strategic lift of Globant's positioning in MEA.</p><ul><li>Win Rate – Bid conversion %</li><li>Pipeline Influenced – ACV from pursuits</li><li>Proposal Quality – Exec&client NPS</li><li>Time‑to‑Proposal – Pursuit velocity</li><li>Footprint Growth – New logo&expansion</li><li>AI Penetration – AI‑led deal share</li></ul><h3>05 What We're Looking For</h3><ul><li>10+ Years in Tech Consulting / IT Services – Proven track record in pre‑sales, solutioning, or business development at a global technology services firm.</li><li>MEA Market Fluency – Deep understanding of GCC enterprise dynamics, procurement cycles, and cultural busi