Business Performance Lead ZainTech

Responsibilities

• Support the Country GM in defining the commercial and go to market strategy for ZainTECH.
• Support the Country GM in the preparation of quarterly and annual strategy reviews, including performance insights, risks, and strategic recommendations.
• Develop strategies for business units including account planning and product readiness.
• Conduct vendor studies and SI capability assessments to evaluate vendor readiness for new offerings.
• Prepare strategy plans for management/committee meetings.
• Support customer pitch development for key projects in coordination with the sales teams.
• Segmentation of customer accounts in coordination with the sales manager to ensure account coverage, growth potential, and performance improvement.
• Design commission policy and calculation methodology aligned with organizational goals and business strategy.
• Develop local Go-To-Market strategies per BU.
• Participate in partnership readiness assessments with vendors and suppliers to strengthen the ecosystem strategy.
• Support annual business planning and initiative prioritization for ZainTECH Kuwait
• Develop annual initiatives and strategy for management and strategy team.

Sales Operations & Pipeline Management:

• Run weekly and monthly pipeline health checks; ensure accuracy, timeliness, and transparency of opportunity data.
• Monitor opportunity progression and pipeline diversity across industries, products, and accounts; highlight risks and opportunities.
• Measure account coverage and KAM activity levels; recommend actions to improve engagement and cross sell.
• Work with Finance and BI teams to improve and automate reporting processes; provide requirements and logic.
• Oversee pipeline governance by defining standardized processes and data quality checks in Salesforce.
• Analyze sales cycle stages and conversion ratios to identify bottlenecks and improvement opportunities.
• Provide quarterly pipeline forecasting summaries to management highlighting trends, risks, and potential wins.

Budgeting, Forecasting & Monthly/Annual Closing:

• Lead the annual financial budget planning and the quarterly forecast in coordination with Finance.
• Set annual sales targets per account manager and per product for the sales team.
• Build financial business plans (annual and five year), ensuring alignment with market dynamics and growth priorities.
• Conduct monthly closing for the Kuwait PnL in coordination with the PMO and finance team.
• Create business cases for new products, services, and investments.
• Support in pricing products.
• Conduct audits on pipeline/reports and on project closing to ensure opportunities and revenues are recorded correctly.
• Provide monthly accrual commission to finance.
• Support variance analysis and scenario modeling to evaluate potential financial outcomes and guide management decisions.
• Review and approve country OPEX.
• Support alignment of opportunity stages and probability weightings to enhance forecasting accuracy.

Reporting & Analytics:

• Prepare monthly performance reports versus budget and target, with variance analysis and recommended actions.
• Create monthly KAM performance reports to evaluate their performance progress and recommended actions.
• Deliver concise management reports and review packs (monthly, quarterly, annual) for executive decision making.
• Collaborate with BI team to provide requirements for dashboard creation (KPIs, and calculation logic).
• Collaborate with BI team to automate business case workflows for pre sales operational business cases (templates, approvals, and tracking).
• Perform product performance analysis and recommend actions.
• Conduct any ad hoc reports or analysis required for decision making.
• Support the creation of data-driven performance presentations for management committee and board-level reviews.
• Perform profitability analysis by customer segment, product line, and sales channel.

Cross-Functional Collaboration & Governance:

• Act as the link between Finance, Sales, Operations, and BI, ensuring commercial decisions are data-driven.
• Represent the Kuwait team in management committee and governance forums.
• Establish a performance governance (weekly/monthly/quarterly) to monitor commitments and escalate issues early.
• Lead analyses on major deals, identifying lessons learned and feeding insights into future strategies.
• Manage the implementation of strategic initiatives, ensuring measurable outcomes and business impact.
• Support automation of country-level processes.