About the Role:
The company is a pioneer in the digital transformation of the AEC/O (Architecture, Engineering, Construction, and Operations) industry, focusing on open standards (OPEN BIM). As a leader in this sector, the company enhances the quality of construction processes with intelligent software solutions that improve the digital workflows of all stakeholders involved. This ensures buildings are planned, built, and operated more efficiently and sustainably, minimizing resource impact.
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The role involves owning and expanding a portfolio of enterprise and government accounts across the Middle East, driving revenue growth, and fostering long-lasting relationships with clients.
Key Responsibilities:
- Own and grow a portfolio of enterprise and government accounts across the Middle East for the company's solution portfolio.
- Achieve revenue targets across new business, renewals, and expansion opportunities.
- Develop and execute account plans with clear growth, retention, and whitespace strategies.
- Lead the full sales cycle from qualification through negotiation, closing, and handover to Customer Success.
- Build trusted relationships with executive, technical, and procurement stakeholders.
- Identify cross-sell and up-sell opportunities across the company's brand portfolio.
- Coordinate with Presales on demonstrations, workshops, PoCs, and technical responses.
- Coordinate with Customer Success on adoption, renewals, and account health.
- Contribute to RFP, RFI, and tender responses with commercial proposals and pricing coordination.
- Work with channel partners and distributors on partner-led opportunities within assigned accounts.
- Maintain accurate pipeline, forecasts, and activity records in CRM.
- Provide structured market and competitive feedback to regional leadership.
- Represent the company at customer events, industry forums, and regional exhibitions.
- Ensure commercial terms and client-facing materials follow internal approval processes.
- Travel across the Middle East for customer meetings and account engagements.
Your Profile:
- Bachelor's degree in Engineering, Architecture, Business, or a related field.
- 5+ years of quota-carrying sales experience in software, SaaS, or AEC technology.
- Proven track record of achieving and exceeding sales targets.
- Experience selling to enterprise and government accounts in the Middle East (KSA / GCC preferred).
- Understanding of AEC, BIM, or construction technology landscapes.
- Strong solution-selling and value-based negotiation capabilities.
- Experience managing complex, multi-stakeholder sales cycles.
- Experience coordinating with presales, customer success, and channel teams.
- Structured pipeline management and CRM discipline.
- Strong presentation and executive communication skills.
- Fluent in English (Arabic strongly preferred for regional customer engagement).
- Self-driven, target-oriented, and resilient.
- Comfortable managing multiple accounts and opportunities simultaneously.
- Willingness to travel across GCC and the Middle East.
