As part of the MENAT Commercial team, we are looking for a Digital Grid Sales Manager for the MENAT region. GridBeats, the company's innovative portfolio of software-defined automation solutions designed for grid digitalization, is the focal point of this role. The ideal candidate will possess a strong background in Distribution Automation, Digital Substations, and cyber security, all critical components of the GridBeats portfolio. This role requires a good understanding of power sector challenges and software solutions to optimize grid performance, reliability, and security.
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Roles and Responsibilities
- Deliver major business goals for the portfolio, including financial metrics: orders, CCM%, and market share objectives.
- Develop, drive, and implement a comprehensive sales strategy, go-to-market strategy, and value proposition for Distribution Automation, Digital Substation, and Cyber security solutions across the MENAT region.
- Identify and engage with key stakeholders in utilities, grid operators, and industrial clients to promote digital substation and Cyber security offerings.
- Provide technical insights to customers, tailoring solutions to meet their specific grid optimization and security needs.
- Collaborate with internal teams, including engineering and marketing, to align sales strategies.
- Manage the entire sales cycle, from lead generation to contract closure, ensuring customer satisfaction and long-term relationships.
- Understand customer processes, touch points, objectives, and impacts.
- Drive forecast, risks, and opportunities.
- Build strategy to win large GA deals within the region, leveraging the broader organization: Sales directors, KAM, and Sales Manager in each country.
- Provide input to the Market Sizing exercise, analysis of gaps, and PL NPI Plan.
Required Qualifications
- Educational Background: Bachelor’s degree in engineering in a related field.
- Industry Knowledge: Strong understanding of power transmission, distribution, and the digitalization of grid operations.
- Technical Expertise: Distribution Automation, Digital Substation, and OT cyber security solutions.
- Sales & Business Acumen: 7-10 years of experience in Digital Solutions/Power systems/Automation (last 3-5 years in Sales), with a proven track record in complex sales, client engagement, and deal closure.
- Analytical & Problem-Solving Skills: Ability to understand customer pain points and provide tailored digital solutions that address their needs.
- Communication & Negotiation: Strong presentation, relationship-building, and negotiation skills.
- CRM Proficiency: Knowledge of Salesforce CRM for managing leads, pipeline tracking, and customer interactions is an added advantage.
- Language: English
Desired Characteristics
- Proficiency in Arabic or French is a plus.
- A Master's in engineering or MBA is a plus.
- Excellent written/oral communication and interpersonal skills; customer-focused and enthusiastic.
- Familiarity with the MENAT energy market landscape, regulatory environment, and key industry players.
- Willingness and ability to travel >40% of the time.
- Demonstrated ability to analyze and resolve problems.
