Senior Software Sales Executive

About the Role
This position is based in KSA and involves ownership of the sales lifecycle, driving revenue generation, customer relation management, upselling and cross-selling, general account administration, CRM reporting, and other ongoing tasks to strengthen client relationships and secure deals.

Job Responsibilities
Sales Life Cycle Ownership

• Generate new leads by focusing on hunting for new opportunities through existing professional networks, cold calling, and leveraging other methods to contact decision-makers.
• Act as a trusted technology advisor to target clients to generate and qualify the right opportunities.
• Manage and meet customer product requirements and expectations by understanding their business and technology needs.
• Collaborate with clients in developing solutions and identifying the right technologies, positioning the organization as the prime contender to win deals.
• Own and manage the bidding process in collaboration with the bidding team, ensuring accuracy and quality of the proposal and bid package until the signing of the deal.
• Support senior management with intelligence information on market, accounts, competitors, and bids throughout the sales cycle.
• Independently handle negotiations and deal closure for small and mid-sized deals, while providing inputs to assist the Sales Manager in negotiating large deals.

Revenue Generation

• Meet or exceed revenue targets by acquiring new customer logos and cross/up-selling to existing accounts.
• Sell the range of services assigned to the role holder while ensuring revenues generated maintain acceptable gross margins.

Customer Relation Management / Account Management

• Serve as the primary point of contact for customers.
• Conduct continuous market analysis and research on account dynamics, staying updated with customer and market developments.
• Provide customized support throughout client management stages: Bidding Cycle Management, Project Implementation, and Recurring Service/After Sales Support.
• Collaborate with project teams to stay informed about project status and identify potential issues or opportunities.
• Participate from project kickoff to final sign-off, attending meetings to monitor customer satisfaction and take proactive measures as necessary.
• Drive account management to influence organizational engagement and expand footprint.
• Generate and maintain credible account forecasts and share this information consistently.

Upselling And Cross Selling

• Prepare account development plans to identify customers' business aspects such as revenue, requirements, opportunities, risks, etc., to maximize business opportunities.
• Identify and develop new leads within existing accounts.
• Increase service offerings to customers, aiming to enhance income generated through cross-selling and up-selling.
• Promote products and services as they become available, building trust and strengthening relationships by keeping customers informed about emerging technologies.
• Prepare briefings on the business, technical, and financial benefits of technology, collaborating with customers to develop customized solutions.

General Account Administration

• Support the Sales Operations team in maintaining and updating customer files, including contracts, proposals, letters, delivery notes, and invoices.
• Assist the Sales Operations team with contract renewals.
• Facilitate maintenance of existing customers to ensure renewal of annuity contracts and timely follow-up on invoices for payment collections.
• Maintain a thorough understanding of all current and historic contracts signed with customers, comprehending available services and pricing structures.

CRM and Reporting

• Utilize the organization's CRM system to log activities and generate sales reports.
• Provide ad-hoc reports and analyses as required by the Sales Manager.

Other Ongoing Tasks

• Regularly visit major customers to strengthen relations and identify business opportunities.
• Entertain customers as needed to build robust relationships.
• Build relationships with senior business and financial executives who influence purchasing decisions.
• Maintain day-to-day relationships with technical decision-makers such as Chief Information Officers, IT Directors, and IT Managers.
• Coordinate with the Marketing Communications Coordinator to identify and execute marketing opportunities.
• Participate in trade shows and technology events to promote company products and develop leads.

Educational Qualification

• Bachelor’s degree in business studies, Computer Sciences, or a related field.
• Minimum experience of 3 years in software sales is a must.
• Mandatory experience in customized enterprise IT solution sales.
• Highly preferred experience in sales related to the “Digital Transformation” space.
• Sales experience in the Middle East, particularly in Qatar, is highly preferred but not mandatory.
• Hands-on experience with CRM software is a plus.