BD Growth Associate

1. Primary Core Responsibilities A. Consultancy and Business Modelling - Develop business cases and PPP / revenue-share financial models, covering revenue streams, CAPEX, OPEX, partner revenue splits, IRR, breakeven analysis, and sensitivity analysis, using AZM’s standard modelling structure. - Ensure all financial assumptions are clearly documented, supported by reliable sources, and traceable. - Conduct market sizing and benchmark fees, costs, and operating models against regional and international peers, supported by credible references. - Deliver mini-advisory projects under framework agreements, including project scoping, diagnostics, recommendations, and executive presentations. - Develop Points of View (PoVs) and sector insight packs to initiate client engagement and identify opportunities before formal tenders are issued. - Support price-to-win strategies through cost build-ups, margin scenarios, and competitor pricing intelligence. - Assess bid economics and highlight commercial risks to support go/no-go decisions. B. Regulatory Qualifications and Classifications - Manage AZM’s regulatory qualifications and certifications, including: - Digital Government Authority (DGA) qualifications. - Digital Trust Services licence. - Vendor Technical Classification. - Digital Government Practice qualification. - Annual compliance index. - Lead AZM’s Tasneef classification with the Ministry of Municipalities and Housing, coordinating required inputs across Legal, Finance, IT, HR, PMO, and Audit. - Coordinate with external rating and assessment bodies throughout the classification process. - Manage ISO and CMMI certification cycles, as well as intellectual property (IP) registration with SAIP, in coordination with Legal and external counsel. - Maintain and manage the regulatory renewal calendar, ensuring all qualifications, licences, and certifications remain valid and are renewed on time to avoid eligibility risks in government tenders. C. Proposals and Bids - Define the proposal win strategy, key differentiators, and win themes before the drafting process begins. - Develop compelling Points of View and technical narratives that strengthen AZM’s competitive positioning. - Build, review, and validate commercial and PPP financial models, including Bill of Quantities (BOQ) preparation for large framework agreements. - Conduct quality assurance reviews before submission to ensure compliance with client requirements and AZM’s internal standards. - Conduct market and competitor analysis to inform proposal positioning, commercial strategy, and pricing decisions. 2. Supporting Responsibilities A. Commercial Support - Maintain the commercial pipeline and prepare regular pipeline reports. - Support cross-selling and upselling strategies across AZM’s service portfolio. - Contribute to investor presentations, Tadawul announcements, and board-level materials. B. Team Enablement and Knowledge Management - Support Account Managers with research, client meeting preparation, and RFP opportunity shaping. - Develop and maintain a reusable knowledge and evidence base, including market benchmarks, sector insights, competitor intelligence, and lessons learned from previous bids. - Share relevant research and insights to support internal teams in business development and commercial decision-making. 3. Personal Attributes – Knowledge, Skills, and Abilities (KSAs) A. Financial Modelling and Business Cases - Ability to independently develop business cases and PPP / revenue-share financial models from scratch using Excel. - Strong understanding of revenue streams, CAPEX, OPEX, partner revenue splits, IRR, breakeven analysis, and sensitivity analysis. - Ability to document, validate, and defend financial assumptions using credible sources. B. Research and Analytical Skills - Strong capabilities in market sizing, benchmarking, and competitor analysis. - Ability to conduct structured, hypothesis-driven problem-solving using issue trees and MECE frameworks. - Strong analytical thinking and ability to translate research into actionable business recommendations. C. Proposal Development and Business Writing - Excellent business writing skills in both Arabic and English. - Ability to develop persuasive Points of View, technical narratives, and differentiated proposal content. - Strong PowerPoint presentation skills, with the ability to prepare executive-level presentations suitable for board and investor audiences. D. Saudi Public Procurement and Regulatory Knowledge - Good understanding of Etimad and the Government Tenders and Procurement Law. - Knowledge of SME and local-content preference regulations. - Familiarity with DGA qualifications, Tasneef classifications, ISO and CMMI certification cycles, and SAIP intellectual property registration. E. Technical and Digital Skills - Advanced proficiency in Microsoft Excel and PowerPoint. - Practical experience using AI tools for research, content development, drafting, and financial modelling. F. Education and Professional Experience