About the opportunity
Our client, a global software company trusted by large enterprises, educational institutions, government organizations, and service providers, is looking for a Senior Business Development Manager based in Riyadh, Kingdom of Saudi Arabia. You will build and own the company's presence in the Kingdom, opening doors with government, regulated enterprises and the partners who serve them, and closing strategic, multi-stakeholder deals. You will also extend that success into the wider GCC. The company is currently expanding its team.
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Key duties and responsibilities
- Own the Saudi market end to end: territory strategy, target account list, pipeline generation, forecasting and new-logo revenue.
- Open and develop relationships with C-level, CIO, CISO and IT leadership in government entities, giga-projects, financial services, energy, healthcare, telecom and defense.
- Lead complex enterprise and public-sector sales cycles, including RFPs and tenders, proof-of-concepts, commercial negotiation and close.
- Recruit, enable and grow a focused network of local resellers, system integrators and distributors, and co-sell with them on key opportunities.
- Act as the company's in-region authority on the regulations and compliance frameworks that govern how organizations in KSA and the GCC store, share and protect data, including cybersecurity controls, personal data protection, data classification and residency, cloud hosting and sector-specific rules.
- Show customers and partners exactly how the company's on-premises, private and sovereign-cloud deployment options meet those requirements.
- Track new and changing regulations across KSA and the GCC, assess their impact on opportunities and positioning, and brief product, security, marketing and leadership teams so the offering stays current.
- Represent the company at industry events, partner sessions and customer briefings across the Kingdom.
- Share market and competitive intelligence to shape the regional go-to-market plan.
Qualifications and experience
- 10+ years of enterprise software or SaaS sales in Saudi Arabia, including at least 5 years in a senior field or strategic account role.
- A proven record of opening new logos and closing large, multi-stakeholder deals with Saudi government and regulated enterprises.
- An established network of senior IT and security decision-makers and channel partners in the Kingdom.
- Hands-on experience with Saudi public-sector procurement, tenders and partner-led sales motions.
- In-depth, current knowledge of KSA regulations relevant to data storage, sharing and cloud adoption, such as the NCA Essential and Cloud Cybersecurity Controls, the Personal Data Protection Law (PDPL), national data management and classification standards, CST cloud regulations and SAMA requirements for financial institutions.
- Working awareness of comparable data protection and cybersecurity regulations across the GCC.
- A disciplined habit of monitoring regulatory change and turning it into customer conversations and sales strategy.
- The ability to build a territory from the ground up with minimal local infrastructure.
- Fluent in English, both written and spoken.
- Saudi national based in Riyadh, KSA.
Nice to have
- Experience selling enterprise file sharing, content collaboration, managed file transfer, data security or backup solutions.
- Prior experience as an early or first in-country hire for an international software vendor.
- Relationships with partners and buyers in other GCC markets.
- Experience advising customers or partners on compliance for data storage, sharing or cloud adoption, or a recognized data protection or information security certification.
- A degree in business, engineering or computer science.
What we offer
- A competitive salary with an annual bonus.
- An onsite position, Sunday through Thursday, with 4 days onsite and 1 day working remotely, and flexible hours outside the company's core hours.
- 20 days of paid time off, increasing with years of service, in addition to public holidays.
- Additional paid days off, including a birthday day off and a day to volunteer with a charity of your choice.
- Dedicated time for training and education opportunities, and a mentorship model.
- Paid monthly internet cost, lunch and a wellbeing stipend.
- Reimbursement of all hardware costs associated with the role.
- Background security checks are conducted for everyone joining the team.
