About the Role
Lead and inspire a high-performing team of Solutions Engineers and/or front-line leaders to drive the growth of the business. This role focuses on delivering impactful customer outcomes by leveraging the full technical breadth and differentiation of the company's portfolio. As a leader, you will play a key role in maximizing revenue by coaching and empowering your team to effectively influence customer buying decisions and articulate value throughout the sales cycle. This position requires regular travel to engage closely with team members, customers, and partners, ensuring strong relationships and successful business outcomes.
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Job Requirements
- Fluent in English and Arabic
- Expertise in coaching team members’ technical knowledge, industry trends awareness, and applying insights and expertise to solve client problems.
- Proven ability to oversee the discovery and development of new opportunities, managing the pipeline and ensuring effective relationship management to maximize revenue.
- Highly organized, data-driven and committed to Sales Excellence. Strong executive presence, influence and communication skills; ability to build and nurture strong relationships with team members, customers, and partners.
- Proven success in hiring, developing and performance managing teams, while maintaining strong team culture.
- Demonstrated ability to stay ahead of industry trends, customer challenges, and competitive developments that support the company’s value proposition.
- Strong business acumen understanding of market dynamics that help address and solve customers’ goals and needs. Understanding of the company's solutions domains, AI, use-cases, and associated sales plays, with the ability to assess and coach talent on the same.
Job Responsibilities
- Lead a team of Solutions Engineers to drive growth across the region.
- Partner with Client Executive teams, prioritizing hunting new land accounts and increasing share-of-wallet in expand accounts through upselling and cross-selling.
- Focus on customer imperatives by leveraging solution portfolio and messaging to proactively drive value recognition through data infrastructure modernization, cloud transformation, cyber resiliency, AI, and Block benefits. Act as a technical sales orchestrator, pulling in the right experts at the right time to enable team success.
- Own and lead the delivery of accurate forecasts and sales stage progression through disciplined use of sales tools.
- Consistently meet and exceed sales quota. Coach teams to conduct demonstrations and lead Proofs of Concept (POCs) to establish customer confidence and maximize solution differentiation.
- Coach teams to document customers' requirements, areas of opportunity, business objectives, and develop high-quality proposals that illustrate how our solutions meet their requirements, resolve pain points and create differentiated outcomes.
- Drive a high-performance culture leveraging the Thrive Performance & Rewards program, which includes transparency around performance expectations, providing consistent and actionable feedback, and leveraging rewards planning for differentiation.
- Proactively identify high-potential team members and provide ongoing coaching, mentorship, and professional development opportunities to cultivate their skills and advance their careers.
- Effectively manage underperforming team members with fairness and transparency, while swiftly recruiting and integrating high-performing talent to enhance team productivity.
