Digital Energy Senior Sales Specialist

About the Role
The Digital Energy Senior Sales Specialist will be responsible for driving sales growth and business development across the Cloud & Service Provider (C&SP) and Buildings segments within the Gulf region. The role will focus on promoting the company's Digital Energy portfolio, which includes Power Monitoring Systems (PMS), EcoStruxure Power, Electrical Distribution Solutions, Power Quality Solutions, Energy Management Software, and Connected Services.
The successful candidate will proactively engage with end users, consultants, contractors, developers, and strategic partners to generate specifications, identify new opportunities, develop project pipelines, and secure orders. The role requires strong solution-selling capabilities, customer relationship management, and cross-functional collaboration with sales, presales, execution, and channel teams.

Key Responsibilities
1. Business Strategy & Growth

• Develop and execute sales strategies for the Digital Energy portfolio across C&SP and Buildings segments in the Gulf region.
• Identify, qualify, and develop new business opportunities with end users, consultants, contractors, developers, and key stakeholders.
• Drive growth in strategic segments including Data Centers, Commercial Buildings, Hospitality, Healthcare, Airports, Infrastructure, and Government projects.
• Build a healthy pipeline of opportunities and ensure consistent funnel growth.
• Monitor market trends, customer requirements, and competitor activities.

2. Sales Leadership

• Develop and execute sales strategies for the Digital Energy portfolio across C&SP and Buildings segments in the Gulf region.
• Identify, qualify, and develop new business opportunities with end users, consultants, contractors, developers, and key stakeholders.
• Drive growth in strategic segments including Data Centers, Commercial Buildings, Hospitality, Healthcare, Airports, Infrastructure, and Government projects.
• Build a healthy pipeline of opportunities and ensure consistent funnel growth.
• Monitor market trends, customer requirements, and competitor activities.

3. Executive Customer Engagement

• Build trusted C-level relationships within key Cloud & Service Provider and Building segment accounts with a focus on DE/Software portfolio.
• Act as executive sponsor for strategic customers and partnerships.
• Lead executive business reviews and long-term growth discussions.
• Influence customer technology roadmaps and transformation initiatives.
• Resolve escalations and drive customer satisfaction.

4. Partner Ecosystem Development

• Develop strategic partnerships with hyperscale cloud providers, telecom operators, hosting providers, and managed service providers.
• Identify opportunities for co-sell, marketplace growth, and joint go-to-market initiatives.
• Strengthen ecosystem collaboration to expand customer reach and accelerate solution adoption.
• Drive partner-led innovation and solution development.

5. Cross-Functional Collaboration

• Collaborate with Product, Engineering, Marketing, Customer Success, Finance, and Operations teams.
• Align sales motions with market priorities and product strategies.
• Support launch and adoption of new cloud services and solutions.
• Ensure customer feedback informs product and service improvements.

Qualifications & Experience
Education

• Bachelor's degree in Business, Technology, Engineering, Computer Science, or related field.
• MBA or advanced business qualification preferred.

Experience

• 6-8 years of experience in enterprise technology sales, cloud sales, telecommunications, or strategic account management. Experience in systems sales for building segment.
• Strong knowledge of the company's tendering processes.
• Experience managing large enterprise or strategic customer portfolios.
• Experience working with hyperscalers, telecom providers, managed service providers, or cloud ecosystems.
• Knowledge of the Gulf region.

Key Competencies
Commercial Excellence

• Strategic selling
• Solution selling
• Negotiation and influencing skills
• Account management

Business Development

• Opportunity identification
• Pipeline management
• Market expansion
• Channel development

Customer Focus

• Relationship building
• Customer-centric approach
• Stakeholder engagement

Technical Knowledge

• Busway/Busduct systems
• Power distribution solutions
• LV/MV electrical infrastructure
• Data Center power architecture

Leadership & Collaboration

• Matrix management
• Cross-functional collaboration
• Regional stakeholder management
• Cultural adaptability across MEA

Key Performance Indicators (KPIs)
Leadership Competencies

• Strategic thinking
• Executive presence
• Commercial acumen
• Change leadership
• Cross-functional influence
• Organizational development

Functional Competencies

• Cloud computing expertise
• Partner ecosystem management
• Enterprise sales leadership
• Business development
• Contract and commercial negotiations
• Digital transformation consulting
• Financial and business planning
• Market and competitive analysis

Personal Attributes

• Customer-centric mindset
• Growth-oriented leader
• Strong relationship builder
• Results-driven
• Innovative and agile
• Excellent communicator and negotiator

Key Performance Indicators (KPIs)
Business Performance

• Revenue attainment
• Cloud consumption growth
• Annual recurring revenue (ARR)
• Market share growth
• Pipeline generation and conversion

Customer Success

• Customer satisfaction (CSAT)
• Net Promoter Score (NPS)
• Strategic account retention
• Executive relationship health

Rewards Designed for You
Our Total Rewards is our way of saying: We see you and we value you. It’s more than just pay and benefits—it’s a meaningful investment in you. It is designed to help you perform, grow, feel safe, and elevate your potential. The package helps you care for yourself and your family, plan your future, grow your skills and career, collaborate in an inclusive workplace, and contribute to your community. At the company, we’re here for what matters most to you.

Looking to Make an IMPACT with Your Career?
When you are thinking about joining a new team, culture matters. Our values and behaviors are the foundation for creating a great culture to support business success. We believe that our IMPACT values – Inclusion, Mastery, Purpose, Action, Curiosity, Teamwork – start with us.

IMPACT is also your invitation to connect your career with the ambition of achieving a more resilient, efficient, and sustainable world. We are looking for IMPACT Makers; exceptional people who turn sustainability ambitions into actions at the intersection of automation, electrification, and digitization. We celebrate IMPACT Makers and believe everyone has the potential to be one.