About the Role
The Senior Account Manager is tasked with prospecting and closing new business as well as managing existing accounts within the assigned MENA territory. Utilizing a consultative and solution-driven sales approach with support from sales engineering, the Senior Account Manager will align the company's service offerings with the needs of customers. The role involves executing the sales plan in collaboration with the Regional Sales SVP/VP/Director to ensure that sales activities are efficient and effective in achieving both qualified and non-qualified sales goals.
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Key Responsibilities
- Prospect and sell into Enterprise and Mid-Market accounts within the designated territory, both directly and through partners.
- Analyze the territory and market potential through account planning.
- Drive lead generation through direct efforts and collaborative sales campaigns with marketing.
- Target new customer acquisition and drive revenue growth.
- Qualify sales opportunities and maintain a robust sales pipeline both directly and through partnerships.
- Conduct face-to-face and online meetings and workshops to effectively present and map the company's solutions to customer needs.
- Develop a thorough understanding of customers, partners, and the competitive landscape to facilitate business discussions with decision makers and their teams.
- Demonstrate a strong understanding of the company's solutions, knowing when and how to engage presales/technical assistance.
- Exhibit strong account management capabilities to identify and close new business opportunities while managing customer expectations and satisfaction.
- Collaborate closely with Sales Leadership and the broader company business for executive sponsorship of customers.
- Orchestrate the bidding process, drive proposal write-ups, ensure quality and accuracy of offerings, and manage proposal submissions to clients.
- Work with cross-functional teams, including sales engineering, contracts management, sales operations, and customer success, to optimize results throughout the sales lifecycle and exceed customer expectations.
- Provide accurate forecasts through CRM and maintain detailed data for every prospect interaction.
Qualifications
- Minimum of 8 years’ experience in direct sales/account management in technology, information security, or the managed service industry.
- At least 5 years’ experience in selling Managed Security or Managed Detection & Response services.
- Knowledgeable about GCC, security requirements, adopted technologies, industry regulations, and business drivers.
- Ability to effectively communicate, present, and influence at all organizational levels.
- Strong understanding of the Managed Security marketplace, including MSS, MDR, SIEM, EDR, XDR, NDR, and Cloud Security, as well as modern security controls and practices.
- Familiarity with Microsoft Security solutions is an advantage.
- Proven customer management and strategic selling skills that contribute to customer success and enhance the company's growth.
- Highly motivated, self-starter with a results-driven focus and dedication to delivering timely and quality results.
- Excellent interpersonal skills and high energy to build trust and drive business growth.
- Strong negotiation skills to effectively close opportunities with beneficial outcomes for the company.
- Ability to proactively establish and maintain effective relationships with other cross-functional teams at the company.
- Strong analytical and problem-solving capabilities.
- Proficient in CRM tools for maintaining accurate account data and ensuring accurate sales forecasting.
- Strong knowledge of MS Office, Sales tools (Salesforce, Cognism, etc.), and collaboration tools.
- Bachelor’s Degree or higher in Business Administration, Computer Science, or Computer Information Systems.
- Fluent in written and verbal English; Arabic is a plus.
- Willingness to travel frequently.
Benefits
- Competitive salary and performance-based bonuses.
- Opportunities for professional development and certifications.
- Flexible work schedule with semi-remote work options.
- Collaborative and innovative work environment.
Salary details and compensation range will be discussed during the initial interview stage.
