Software Sales Executive

About the Role
This position requires relocation to Qatar, with visa and travel flight tickets provided.

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.
  • Be a trusted technology advisor to the target client to generate and qualify the right opportunities.
  • Ensure the customer’s product requirements and expectations are managed and met by understanding the customer's business and technology.
  • Work closely with the client in developing solutions, identifying the right technologies, and positioning the company as the prime contender to win the deal.
  • Own and manage the bidding process in collaboration with the bidding team, being responsible for the accuracy and quality of the end proposal and bid package until the signing of the deal.
  • Support senior management with market, account, competitor, and bid intelligence information throughout the sales cycle.
  • Independently handle negotiations and deal closures for small and mid-sized deals.
  • Provide the right inputs and support the Sales Manager in negotiating and closing large deals.

• Revenue Generation

  • Meet or exceed revenue targets by acquiring new customer logos and cross-selling/up-selling to existing or allocated accounts.
  • Sell the range of company services assigned to the role holder.
  • Ensure that revenues generated are at acceptable gross margins.

• Customer Relation Management / Account Management

  • Act as a single point of contact for the customer at all times.
  • Carry out continuous market analysis and research on the dynamics of the account. Keep abreast of developments from the client’s side as well as the market in which the client operates.
  • Provide customized client-specific support during the three stages of client management: Bidding Cycle Management, Project Implementation, Recurring Service / after-sales support.
  • Work closely with the project team to maintain a continuous knowledge of project status for identifying potential issues and/or opportunities.
  • Be involved from the project kickoff meeting until the final project sign-off; attend project meetings extensively and monitor customer satisfaction levels during implementation, taking proactive measures to assure and maintain customer satisfaction.
  • Drive account management and influence organizational engagement resulting in footprint expansion.
  • Generate and maintain a credible forecast for accounts and share this information.

• Upselling And Cross Selling

  • Prepare a full account development plan to identify all customers' business aspects in terms of revenue, requirements, opportunities, risk, etc., and maximize business opportunity.
  • Identify and develop new leads from existing accounts.
  • Increase services offered to the customer. The role holder may be expected to increase the income generated by cross-selling and up-selling.
  • Promote all company products/services as they become available.
  • Build trust and strengthen relationships by keeping customers informed about how emerging technologies can help their business.
  • Prepare briefings on the business, technical, and financial benefits of technology and collaborate with customers to develop customized solutions.

• General Account Administration

  • Support the Sales Operations team to maintain and update the customer file for each client, including copies of contracts, proposals, letters, delivery notes, invoices, etc.
  • Support the Sales Operations team on contract renewals.
  • Facilitate maintenance (reducing churn) of existing customers to ensure the renewal of annuity contracts.
  • Follow up on invoices and be responsible for payment collections.
  • Have a complete understanding of all current and old contracts signed with the customer and thorough knowledge of services and cost structure.

• CRM and Reporting

  • Use the company CRM to log and update all activities and generate sales reports.
  • Provide other ad-hoc reports and analysis as required by the Sales Manager.

• Other Ongoing Tasks

  • Visit major customers regularly to strengthen relations and establish business opportunities.
  • Entertain customers as necessary to build strong relationships with them.
  • Build relationships with senior business and financial executives who influence purchasing decisions in customer companies.
  • Maintain relationships with technical decision-makers such as the Chief Information Officer, Information Technology Director, and Information Technology Manager on a day-to-day level.
  • Coordinate with Marketing Communications Coordinator on identifying and executing 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 of 3 years of experience in software sales is required.
• Experience in customized enterprise IT solution sales is mandatory.
• Experience in sales within the “Digital Transformation” space is highly preferred.
• Sales experience in the Middle East, specifically in Qatar, is highly preferred but not mandatory.
• Hands-on experience with CRM software is a plus.