About the Role
We are seeking a talented Senior Account Executive to cover key accounts across Qatar and Kuwait. In this high-touch sales role, you will take ownership of your sales numbers and execute a strategy for selling our solutions to customers in your territory, leveraging channel partners. Your passion for solving customer challenges and assisting them in their digital transformation journey is essential.
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Your Role
- Develop customer relationships across large Oil & Gas (O&G) customers in Qatar and significant accounts in the Kuwaiti market.
- Plan territories by researching and developing long and short-range sales and marketing strategies.
- Generate leads with channel partners, building relationships, and developing opportunities through effective communication and demonstration of the company solutions alongside a system engineer. This includes training and educating customers on the company's story from "Code to Customer."
- Create and deliver sales presentations; close sales in a professional manner through technical presentations and customer workshops.
- Stay updated on industry trends, technical developments, and government regulations affecting target markets.
- Understand customer business needs and effectively communicate the company's technical value-added solutions. This involves researching potential customers, qualifying business opportunities, making regular sales calls, and following up on leads.
- Prepare formal proposals and present to various levels within organizations, including executives.
- Lead negotiations and coordinate a complex decision-making process, overcoming obstacles and ensuring closure.
- Coordinate territory strategy and tactics with sales support teams (inside sales, systems engineering, channel manager).
- Maintain accurate sales forecasting through in-depth knowledge of sales cycles, ensuring SalesForce.com CRM tools are used effectively.
- Develop and maintain detailed account profiles for large accounts, to be reviewed quarterly by management.
- Provide regular updates to managers concerning account issues and financial status.
- Meet or exceed sales quotas and revenue goals.
- Foster professional communication with all levels of staff and customers.
- Champion significant projects and initiatives using creativity and initiative.
- Influence senior levels within accounts, such as Senior Executives and Boards.
- Perform other related duties as assigned.
What We’re Ideally Looking For
- Several years of direct work experience in SaaS, PaaS, IaaS, Cloud, Security, or Networking Infrastructure, achieving sales quotas.
- Strong experience in the Kuwaiti market.
- Background in O&G, Government, Financial Services Industry (FSI), and/or Enterprise Accounts.
- Driven and tenacious with a “can-do” attitude.
- Proven track record of new business attainment.
- Bachelor’s degree preferred, accompanied by relevant work experience.
- Familiarity with internet-related software or systems.
- Excellent negotiation and closing skills.
- Strong solution-selling and presentation abilities.
- Excellent client interfacing and a customer-focused approach.
- Ability to work from a home office located within the territory.
The job description is intended to be a general representation of responsibilities and requirements. Responsibilities and requirements are subject to change.
