Regional Sales Manager

As we continue to expand our operations, we are seeking a highly motivated and results-driven Regional Sales Manager to join our dynamic team in Riyadh to sell across the META region with a focus on Saudi Arabia. You will be responsible for driving revenue growth and expanding market share in the META region. This role involves close collaboration with the marketing, channel, sales engineering, and professional services teams to ensure the successful achievement of sales goals. Your primary focus will be on cultivating strong relationships with key stakeholders in the Enterprise market to promote our innovative solutions and enhance our market presence in META.

Roles & Responsibilities

• Develop and implement a comprehensive sales strategy to (over)achieve yearly revenue targets and maximize market penetration in META.
• Identify potential customers, create a robust pipeline, and convert leads into successful deals. Work with marketing and (channel) partners to create new opportunities.
• Proactively drive all aspects of the sales cycle including prospecting, qualifying, presenting, organizing demos and POVs (proof of value), responding to RFPs, negotiating, and closing processes.
• Establish and nurture long-term business relationships with key decision-makers and influencers.
• Continuously monitor market trends, competitor activities, and regulatory changes to capitalize on opportunities and address potential threats effectively.
• Actively contribute to account-based-marketing campaigns, events, external communications, and other go-to-market activities.
• Accurately forecast quarterly and annual revenue streams.
• Maintain rigorous, detailed, and up-to-date records on leads and opportunities in SFDC.
• Attend and assist with corporate and field marketing events.
• Regularly visit key existing partners/customers and actively involve in the recruitment of new key partners.
• Continue to train yourself on relevant IAM trends and new products.

Work Experience Requirements

• Significant experience and a proven track record in selling complex cloud services to medium and large accounts.
• Demonstrable knowledge of IAM and/or cybersecurity and/or cloud solutions.
• Successful history of working with Resellers, VARs, System Integrators, and GSIs.
• Experience in high-paced sales environments.

Qualification, Certification & Educational Requirements

• Bachelor’s degree in Business, Computer Science, or any other relevant field of study.
• Familiarity with Enterprise Sales methodologies, e.g., MEDDPICC.

Preferred Skills

• Proven ability to achieve and exceed sales targets, manage deals, and build strong customer relationships.
• Extensive knowledge of the Enterprise market, including key players, market dynamics, and the regulatory landscape.
• Ability to engage with C-level and navigate through all levels of an organization effectively to close deals.
• Exceptional sales and communication skills.
• Competent writing and presentation abilities: Able to articulate complex technical concepts clearly, co-write proposals, answer and present RFPs, and guide PoVs.
• Strong ability to structure and manage the deal process with internal and external stakeholders and parties efficiently and at the highest quality.
• Proven negotiation skills for complex deals with various buyer personas at mid to higher management levels within customers.
• Technical acumen and proficiency with various business productivity sales tools, such as Microsoft O365 and Salesforce.com.
• A "hunter" profile, self-motivated, and a team player. Comfortable building and driving pipeline independently as well as with partners and marketers.
• Fluent in English and Arabic.

Special Position Requirements

• Ability to travel domestically and internationally up to 50% of the time.

Physical Demands

• Prolonged periods of working on a computer.

HSE Responsibilities

• Take care of your own safety and others as far as practicable.
• Be aware of, and play an active role in achieving the company's HSE policy & objectives.
• Comply with local HSE laws and legislation.
• Use safety equipment (including PPE) as required and intended.
• Lead by example, encouraging conservation of water & energy, minimizing waste generation, and promoting recycling.
• Everyone within the company has the right to stop work if they believe their activities may affect their health and safety or that of others. Such conditions must be reported immediately to their line manager and the HSE department.