Avaali is seeking a visionary and high-impact Country Head to lead our expansion in the Middle East. Following our strategic pivot to a platform-led model, you will be responsible for establishing Velocious and Avagama as the definitive "Operating System for Enterprise Source-to-Pay" and “Agentic AI for Enterprise Operations” respectively in the country.

You will not just sell services; you will drive high-margin ARR (Annual Recurring Revenue) by positioning our ERP-agnostic Avaali’s SaaS platforms coupled with solution accelerators to large enterprises and Government entities. This role requires an entrepreneurial leader who can navigate complex stakeholder environments in KSA and the UAE to deliver digital transformation at scale.

Key Responsibilities

- Market Leadership & Strategy: Develops and executes a multi-city sales strategy for markets in KSA, UAE and Africa, specifically targeting sectors like large conglomerates, Retail, Hospitality, Manufacturing, Oil & Gas, Pharma, BFSI, Public Sector etc.,
- Executive Relationship Management: Comes with significant connections with large enterprise CXOs, having sold tech solutions and outcomes to this target segment. Acts as a trusted advisor to C-suite stakeholders (CIOs, CFOs, and CPOs), aligning Avaali’s roadmap with their long-term digital transformation goals.

Has deep connections with the partner ecosystem in OpenText and SAP as well as with large AI platform players.

- Revenue Generation: Owns the regional sales quota, focusing on building a robust pipeline of high-value ARR and fixed-fee implementation accelerators.
- Revenue Management: Owns the Net Retention Rate (NRR) and upsell/cross-sell targets. Drive renewals and identify opportunities for recent product lines like Velocious, Agentic AI, xECM, APA and Information Lifecycle Management (ILM).
- Strategic Impact: " Orchestrated and led high-value enterprise sales strategies, securing $1M+ deals through direct CXO engagement while reducing standard sales cycle times.
- Platform-Led Growth: Drives the adoption of the Velocious (S2P/SRM) and Avagama (AI Decision Engine) platforms. Can shift the conversation from "man-month consulting" to "outcome-based automation."
- Consultative Upselling: Deep-dive into client operations to identify manual gaps in their existing technology landscape versus their vision, and position Avaali’s niche automation solutions.
- E cosystem Development: Builds and manages relationships with local partners (SIs) and government bodies (e.g., Elm in KSA) to create a multiplier effect for platform deployments.
- Local Compliance & Localization: Ensure all sales processes and platform positioning align with regional mandates (e.g., KSA Vision 2030,



Local Content requirements, and Data Residency laws, e-invoicing, latest AI regulations etc).

Required Skills The skill set must transition from "transactional selling" to "strategic relationship orchestration." Here are the specific required skill sets, categorized by the core pillars of the role:

1. R egional Expertise:

Minimum 15–18 years of experience in Enterprise Software/SaaS sales within the Middle East, with a proven track record in KSA and the UAE. 2) Strategic Account Governance

- Account Farming & Mining: Expertise in identifying "white space" within an existing client’s organization to cross-sell new modules (e.g., moving a client from basic OCR to full Procure-to-Pay automation).
- Joint Business Planning: Ability to create 1–3-year digital transformation roadmaps with clients, ensuring Avaali is a "partner," not just a "vendor."
- Retention Management: Mastery of tracking Net Promoter Scores (NPS) and churn-prevention strategies to maintain a 95%+ renewal rate.

3) Domain & Technical Literacy

- ERP & Ecosystem Knowledge: A deep understanding of how SAP and other leading ERPs interact with Information Management tools like OpenText or Kofax.
- Deep understanding of Source-to-Pay (S2P) , AI, CLM, Accounts Payable Automation, and Supply Chain Finance. Familiarity with SAP/Oracle ecosystems is highly preferred.
- Automation Expertise: Proficiency in explaining the business value of Agentic / AI, RPA (UiPath), Enterprise Content Management (ECM), and ILM to non-technical stakeholders (CFOs/CPOs).
- Business Process Optimization: Skill in "Process Discovery"- identifying inefficiencies in a client's shared services or finance departments and quantifying the ROI of fixing them.

4) Executive Influence & Leadership

- C-Suite Advisory: Confidence and presence to lead "Quarterly Business Reviews" (QBRs) with CXOs, focusing on high-level business outcomes rather than just technical tickets.
- Complex Negotiation: Experience in managing multi-year contract renewals and Master Service Agreements (MSAs) involving legal and procurement hurdles.
- Cross-Functional Orchestration: Ability to lead internal teams (Delivery, Product, and Support) to ensure the client’s post-sale experience matches the pre-sale promise.

5) Analytical & Operational Excellence

- Data-Driven Forecasting:



Using CRM data to provide highly accurate "Run Rate" and "Expansion" forecasts for the board.
- Value Engineering: The ability to build complex financial models (Total Cost of Ownership vs. ROI) to justify budget spends for existing clients.
- Global Cultural Intelligence: Since Avaali operates in MEA, Asia, and Europe, the skill to adapt communication styles to different global business etiquettes is an added advantage.

6) Consultative Selling: Ability to translate complex AI and automation capabilities (like Avagama’s 10-dimensional framework) into clear business ROI for stakeholders. 7) Cultural Fluency : High level of professional maturity and cultural awareness to lead negotiations in a diverse Middle Eastern business environment. Arabic language skills are a significant advantage.

Qualifications & Skills

- Experience: 15 ~ 18 years of experience in IT Sales/Account Management, with at least 5 years specifically managing Installed Base/Key Accounts/Partnership engagement for enterprise software or consulting firms.
- Domain Expertise: Deep understanding of Enterprise Business Operations, Global Business Services, Enterprise Content Management (ECM), Source-to-Pay (S2P), RPA, and SAP ecosystem integrations.
- Strategic Thinking: Ability to move beyond "feature selling" to "value-based selling," creating business cases that demonstrate 35-50% cycle-time reduction and ROI.
- Communication: Elite negotiation and presentation skills; must be comfortable presenting complex digital roadmaps to global stakeholders.
- Technical Literacy: Familiarity with OpenText, Kofax, or Velocious platforms is a significant advantage.
- Education: MBA from a premier institute or a bachelor’s degree in engineering with a strong business track record.
- Be based out of the Middle East region.

About Avaali Solutions Founded in 2013 and headquartered in Bangalore, Avaali Solutions is a leading enterprise digital transformation organization. We empower upper-mid to large enterprises to streamline operations, drive efficiency, and significantly reduce operational costs.

With 300+ successful engagements across Asia, MEA, and Europe, Avaali has spearheaded some of the region's largest and most complex shared service automation initiatives. Through our proprietary product suites— Velocious (velocious.ai) and Avagama.AI —alongside strategic global technology partnerships, we standardize, consolidate, and automate core enterprise processes.

We leverage cutting-edge technology stacks, including ML-driven ICR/OCR, Enterprise Content Management (ECM), Workflow Automation, Conversational AI/Chatbots, RPA, and Digital Signatures.

Learn more at avaali.com

📌 Country Head - Middle East (Karnataka)
🏢 Avaali Solutions
📍 Karnataka