Regional Sales Manager

About the Role
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 Dubai, focusing on sales across the META region, particularly in the United Arab Emirates (UAE), Qatar, Kuwait, Bahrain, and Oman. In this role, you will be responsible for driving revenue growth and expanding market share. Collaboration with the marketing, channel, sales engineering, and professional services teams will be crucial to ensure the successful achievement of your sales goals. You'll be tasked with cultivating strong relationships with key stakeholders in the Enterprise market to promote innovative solutions and enhance our market presence in the META region.

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, while working with marketing and channel partners to generate new opportunities.
• Proactively manage all aspects of the sales cycle including prospecting, qualifying, presenting, organizing demos and Proofs of Value (PoVs), 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 effectively address potential threats.
• 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 recruit key new partners.
• Continue to train 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 a relevant field of study.
• Familiarity with Enterprise Sales methodologies such as MEDDPICC.

Preferred Skills

• Demonstrated success in achieving and exceeding sales targets while managing deals and building strong customer relationships.
• Extensive knowledge of the Enterprise market, including key players, market dynamics, and regulatory landscapes.
• Ability to communicate effectively with C-level executives and navigate through all organizational levels to close deals.
• Exceptional sales and communication skills.
• Proficient writing and presentation skills: Able to articulate complex technical concepts clearly and concisely, co-write proposals, respond to and present RFPs, and guide PoVs.
• Strong capability to structure and manage deal processes involving internal and external stakeholders at the highest quality and in a timely manner.
• Proven experience negotiating complex deals with various buyer personas at mid-to-higher management levels within customers.
• Technical acumen along with proficiency in various business productivity sales tools, such as Microsoft O365 and Salesforce.com.
• A "Hunter" profile—self-motivated and a cooperative team player, comfortable building and driving pipeline independently as well as alongside 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 the safety of others as practicable.
• Be aware of and actively contribute to achieving HSE policy objectives.
• Comply with local HSE laws and legislation.
• Use safety equipment (including PPE) as required.
• Lead by example and encourage the conservation of water and energy, reducing waste, and promoting recycling.
• Everyone within the organization has the right to stop work if they believe their activities may affect their health and safety or that of others; such conditions should be reported immediately.