Senior Regional Sales Manager - KSA

About the Role
We are currently looking for a talented and passionate Senior Regional Account Manager for KSA to join our EMEA enterprise sales team and develop and drive growth in the region. Our company culture is upbeat and dynamic, focused on career growth, success, and winning! Our business model allows sales teams to manage the full life cycle of customer engagement, and we do not cap commissions.

The primary responsibility of this role is to drive revenue growth of our security solutions into enterprise and government organizations within a network of channel and technology partners.
Location: Riyadh, Saudi Arabia

Responsibilities

• Develop a regional territory go-to-market plan, incorporating a sales, marketing, and channel plan with execution milestones.
• Work in close partnership with an established and experienced Systems Engineer, who will support this role, and a Regional Channel Manager.
• Actively participate in all areas of the regional business, building and driving the sales motion for the region while establishing and maintaining all client and channel relationships.
• Be accountable for results to exceed sales targets for the region on a regular basis.
• Represent the company as a spokesperson within the region, evangelizing to the market and partners, and hosting key industry and company events.
• Work closely with strategic customers to advocate for their needs, identify new business opportunities, and ensure smooth and timely renewals.
• Collaborate with the customer success team to develop strong regional customer advocates who can be integral to our sales motion and create upsell opportunities.
• Travel as required across the region, working directly with end-users or channel/eco-system partners.
• Build and communicate consistent, accurate forecast information weekly, monthly, and quarterly, providing excellent visibility into your pipeline.
• Develop an eco-system within the region with key decision-makers, influencers, and partners, identifying and nurturing "lighthouse accounts" for the region.
• Work closely with the channel team to evolve the partner channel in terms of SIs, VARs, distributors, and technology partners to drive maximum value and incremental pipeline growth.

Accountabilities & Performance Measures

• Exceed assigned sales quotas in the designated region.
• Oversee the development and performance of all sales activities in assigned markets.
• Provide accurate reporting and forecasting for the region.
• Establish plans and strategies to expand the customer base in the region.

Organizational Alignment

• Reports to the VP, International
• Works closely with the aligned regional Technical Director/Systems Engineer based in the region and collaborates with the channel, SDR, marketing, and Customer Success teams in EMEA.

Qualifications
Required Experience

• Minimum of 5 years of direct enterprise cybersecurity sales/regional management experience in KSA.
• Proven track record of significant over-quota achievement and demonstrated career stability in enterprise sales.
• Experience selling across several verticals.
• Successful in driving growth in the region of at least 30% year-over-year consistently.
• Experience in full life cycle solution selling, preferably with SaaS enterprise security products.
• Strong experience selling 6 & 7 figure deals to Global 2000 accounts.
• Domain experience in Cyber Threat Intelligence preferred, or alternatively experience in SIEM, SOC, Big Data, Cloud, SOAR, NDR, or EDR.
• Experience in a fast-growth pre-IPO business that is in a similar growth phase.
• Proven and consistent hunting skills; 5+ years in an enterprise hunting/closing new business role required.
• Proven ability to generate 3x pipeline and strong closing skills.
• Salesforce experience preferred.
• Bachelor’s Degree in business or a technical domain required.

Required Skills

• Ability to connect with individuals at all levels from C-Suite to analyst.
• Consultative sales approach, able to uncover value by identifying customer pain points and understanding information security concepts.
• Gravitas to engage at the CISO level, with an extensive existing network of enterprise cybersecurity contacts in the region.
• Strong work ethic and ability to adapt to rapidly changing environments.
• Self-starter with a high energy and passionate mindset.
• Strong desire to self-learn new technology quickly.
• Entrepreneurial and creative business approach.
• Strong relationship builder both externally and internally.
• Enthusiastic and effective communicator with excellent presentation skills for communicating complex solutions and business benefits.
• Strong public speaking skills with a track record of speaking at industry events.
• Strong negotiation skills, including managing legal contract negotiations.
• Experience in pipeline management and forecasting.
• Analytical and data-driven in decision-making.

Environmental Job Requirements & Working Environment

• Languages: Arabic (native) and English (fluent oral and high standard in written).
• Home office based; experience working successfully in this way.
• Travel as necessary to develop the region with end users, channel partners, and marketing events.
• Occasional travel outside of the region to attend corporate events, training events, and company kick-offs.