Regional Partnerships Director, Middle East

1 week ago


Dubai, Dubai, United Arab Emirates IWG plc Full time
Regional Partnerships Director, Middle East

Job Location:
Anywhere within Emirates (UAE)

About the company
IWG is the leading provider of flexible workspace solutions globally. Operating under various brands such as Regus, Spaces, HQ, Signature, and No18, we have a vast physical network comprising over 4,000 locations across 1,000 towns and cities in 120 countries. Our goal is to ensure our numerous customers enjoy a productive work environment every day.

Due to the impact of COVID-19, there has been a notable rise in the demand for flexible workspace solutions, prompting us to expedite the expansion of our global network. To achieve this, we are seeking partners to establish and manage IWG locations. Our target audience includes building owners, landlords, and competitors, and we aim to collaborate under various commercial structures, necessitating a versatile approach to business development.

Purpose
The Partnerships team plays a crucial role in driving business partnerships at local and regional levels with landlords and building owners to facilitate the growth of our network. Taking a proactive and enthusiastic approach, the Regional Director will ensure the team can generate their own leads, effectively sell the IWG partnership offering, and swiftly convert opportunities into contracts. This role is high-intensity, involving overseeing a complex sales process and maintaining high activity levels.

Adapting the global network growth framework to suit specific requirements, strategizing and executing market entry, identifying and securing development agreements with suitable partners, and upholding our brand standards across the network are key responsibilities. Additionally, ensuring profitable growth for IWG and a worthwhile return on investment for partners is imperative.

Key Responsibilities
Reporting to the SVP Development for Middle East and Africa, you will lead a team of Partnership Sales Managers across multiple regions:

- Building awareness of the IWG partnership offering through B2B connections
- Identifying and engaging potential partners through various business development activities
- Partnering with entities capable of rapidly expanding our network
- Offering partnership solutions and securing agreements
- Spending time in the field to generate leads and close deals
- Implementing promotional strategies through trade shows and networks
- Conducting due diligence with partners and finalizing agreements
- Signing deals for profitable network growth
- Ensuring team members secure a minimum of 12 deals annually

Required Skills, Experience & Qualifications
- Extensive connections in the Middle East Real Estate Market
- Experience influencing senior decision-makers and negotiating large deals
- Leadership in B2B sales within a multinational business
- Background in complex solution sales and business development
- Previous exposure to real estate investment or franchise development
- Track record of exceeding targets and managing high-value deals
- Strong communication and presentation skills
- Ability to work under pressure and drive interest in offerings
- Business and financial acumen to build confidence
- Experience managing remote teams
- Proficiency in English; Arabic proficiency is beneficial
- Position based in Dubai - Regional Partnerships VP

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