Growth Strategy Director

Solutions Director

Middle East & Africa

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.

01  Role at a Glance

02  Core Responsibilities

◎  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.

◎  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.

◎  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.

◎  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.

◎  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.

◎  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.

◎  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.

◎  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.

03  Expanding Globant's Regional Footprint

◎  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.

◎  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.

◎  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.

◎  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.

◎  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.

◎  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.

◎  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.

04  How Success Is Measured

The Solutions Director is evaluated on pursuit quality, win velocity, and the strategic lift of Globant's positioning in MEA.

05  What We're Looking For

▸  10+ Years in Tech Consulting / IT Services

Proven track record in pre-sales, solutioning, or business development at a global technology services firm.

▸  MEA Market Fluency

Deep understanding of GCC enterprise dynamics, procurement cycles, and cultural business norms across UAE, KSA, and the broader region.

▸  AI & Digital Native Mindset

Hands-on familiarity with AI, GenAI, and digital transformation solution architectures — not just at the buzzword level.

▸  Executive Communication

Exceptional written and verbal communication — can present with conviction to a C-suite audience and adapt the story on the fly.

▸  Cross-functional Orchestrator

Comfortable leading without direct authority — can align diverse studios, GX, and delivery teams toward a unified pursuit goal.

▸  Commercial Acumen

Experience shaping commercial models, pricing strategy, and deal structures for complex, multi-phase technology engagements.

▸  Bi-lingual Advantage

Arabic language proficiency is a meaningful differentiator for building trust with government and enterprise stakeholders.

▸  Industry Depth (at least one)

BFSI, Government & Public Sector, Energy & Utilities, Retail, or Healthcare in the MEA context.

06  Why This Role, Why Now

The Middle East is at an inflection point — national transformation agendas, sovereign AI investments, and enterprise digitization are creating a once-in-a-generation opportunity for a partner with Globant's profile. The Solutions Director will not inherit a mature playbook; they will write it — shaping how Globant competes, wins, and grows in one of the world's most strategically significant technology markets.

"This is not a role for someone who executes a process. It's for someone who builds the process — and keeps reinventing it."