About the Role
We are seeking a technical, creative, and entrepreneurial Regional Sales Manager to drive the company’s next stage of growth in Riyadh, Saudi Arabia, focusing on the Public Sector & Critical National Infrastructure / Utilities. This is a role for a proven seller who can combine technical depth in storage, data infrastructure, data lake/lakehouse, AI/ML, and HPC environments with the ability to close large & enterprise software deals. The ideal candidate has experience competing against legacy storage solutions, thrives in a startup environment, and brings a mix of creativity, persistence, and technical credibility to win transformative deals.
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What You Will Do
- Drive New Business Acquisition: Actively prospect and identify enterprise opportunities, leveraging your network and creative outreach to generate pipeline and close high-value deals.
- Technical & Vision Selling: Confidently articulate how the company delivers transformational outcomes for data infrastructure, AI/ML, and HPC, translating technical capabilities into compelling business value.
- Close Complex Deals: Own the full sales cycle from lead to close, focusing on large & enterprise software deals.
- Compete & Win Against Legacy Software: Position the company against traditional storage vendors by demonstrating the advantages of cloud-native, S3-compatible object storage for modern workloads.
- Educate & Influence: Teach prospects about AI infrastructure optimization and data architecture modernization, leading them beyond product comparisons to strategic transformation.
- Quantify Value: Build business cases and ROI models that demonstrate quantified benefits, risk mitigation, and financial justification.
- Partner-First Territory Strategy: Build and execute partner-led co-selling strategies, working with channel and alliance partners to expand territory coverage and accelerate deals.
- Cross-Functional Collaboration: Partner with Solutions Engineering, Product, and Marketing to deliver tailored solutions, ensure successful POCs, and create a seamless customer experience.
- Forecasting & Planning: Maintain disciplined pipeline management, accurate forecasting, and clear account strategies that support predictable and scalable revenue growth.
Your Skills and Experience
- Enterprise Sales Expertise: 15+ years of experience handling and closing large deals and enterprise accounts in both Public Sector & Critical National Infrastructure / Utilities.
- Technical Acumen: Strong knowledge of storage, data infrastructure, data lakehouse, AI/ML, and HPC environments, with the ability to engage technical stakeholders and translate technical concepts into business impact.
- Partner-Led Approach: History of building co-selling strategies with channel and alliance partners to scale market presence.
- Vision & Thought Leadership: Skilled in leading transformation sales by shaping buyer thinking and providing unique customer insights.
- Competitive Selling: Proven ability to sell against legacy storage solutions and displace entrenched vendors with a differentiated value proposition.
- Startup Experience: Demonstrated success in fast-paced, entrepreneurial environments where creativity and adaptability are essential.
- Challenger Mindset: Skilled at teaching, tailoring, and challenging customer perspectives to unlock new opportunities.
- Network & Territory Expertise: Deep relationships within the territory, including decision makers and influencers who can be leveraged to accelerate business.
- Communication & Influence: Exceptional presentation, negotiation, and relationship-building skills with both technical and executive stakeholders.
- Education: BA/BS in computer science, engineering, business, or related field; MBA preferred.
Equal Opportunity Policy (EEO)
The company is proud to be an equal opportunity workplace and an affirmative action employer. We review applications for employment without regard to their race, color, religion, sex, sexual orientation, gender identity, national origin, ancestry, citizenship, age, veteran status, genetic information, physical or mental disability, medical condition, marital status, or any other basis prohibited by law.
