Sr Account Executive

At the company, we strive to bring a better digital world to life. Our teams empower organizations across the globe to create, secure, and run applications that enhance how we experience our evolving digital world. We are passionate about cybersecurity, from protecting consumers from fraud to enabling companies to focus on innovation. Everything we do centers around people. That means we obsess over how to make the lives of our customers, and their customers, better. And it means we prioritize a diverse community where each individual can thrive.

About the Role
We are looking for a strategic sales professional based in Dubai, who has in-depth knowledge of how technology is used to enable business goals or overcome business challenges. The position requires strategic thinking/planning coupled with tactical execution of identified business opportunities. Responsible for managing all facets of the relationship with large key accounts (of significant strategic importance to the organization) while ensuring revenue goals are being met. Maintains contact at relevant levels in the accounts focusing on the strategic nature of the relationship. Must be able to build and maintain relationships effectively and communicate at all levels. Develops opportunities across the solution portfolio while effectively selling solutions and services using technical, organizational and customer knowledge to influence and build trusting relationships. The role involves partnering effectively, and tactically, with Systems Integrators, large Service Providers and regional VARs based on need or required value. This is an individual contributor role and is a quota carrying position.

Responsibilities

• Focus on Public Sector and Enterprise customers across the UAE.
• Be the primary point-of-contact for these major accounts.
• Maintain contact with accounts at a high, executive level, focusing on the strategic nature of the relationship.
• Sell the organization’s products or services to and maintain relationships with existing accounts. Responsible for expanding and retaining named accounts while ensuring ongoing customer service.
• Identify and qualify long-term and short-term business opportunities and pro-actively address competitive threats.
• Prepare formal proposals and presentations, present to all levels of the organization including executives, lead negotiations, coordinate complex decision-making processes and close sales in a professional manner.
• Manage significant key partner relationships and facilitate executive-level relationships between the customer, the company and its partners.
• Maintain up-to-date knowledge of industry trends, technical developments and government regulations that affect target markets.
• Understand organization’s business needs, develop application of products and services and communicate how the company’s solutions will address those needs.
• Research and develop potential customer lists; regularly follow-up on leads and act to close deals.
• Determine market strategies and goals for each product and service.
• Lead coordination of account strategy and tactics for sales support team (inside sales, systems engineering, sales management).
• Ensure accurate sales forecasting by demonstrating in-depth knowledge of sales cycles from initial contact to procurement process, and utilize Salesforce appropriately.
• Develop and maintain detailed account profiles for all accounts.
• Coordinate resources to ensure sustained management and success of business goals.
• Provide regular updates to senior sales and operations staff regarding account issues and financial status.
• Meet and exceed sales quotas and revenue goals.
• Be considered a trusted resource by the customer base and an expert in the field.
• Influence at senior levels within named accounts (e.g. Senior Executive/Board/Chair).
• Perform other related duties as assigned.

Qualifications

• Significant direct work experience in a relevant customer set.
• Being Dubai based is highly preferable.
• Good understanding of Public Sector and Enterprise tender processes.
• Bachelor’s degree preferred.
• Requires specialized knowledge in networking products, preferably those of the company.
• Experience with Internet-related software or systems.
• Excellent negotiation and closing skills.
• Exceptional solution selling and presentation abilities.
• Strong client interfacing and customer-focused approach.
• Ability to provide and work from a home office located within the territory.

Physical Demands and Work Environment
Job may be performed on-site at a customer facility or data center, or in an office environment sitting at a desk or computer table. Duties require the ability to utilize a computer, communicate over the telephone, and read printed material. Duties also require the ability to travel up to 60% via automobile and airplane, and may require being on call periodically and working outside normal working hours (evenings and weekends).

Equal Employment Opportunity
It is the policy of the company to provide equal employment opportunities to all employees and employment applicants without regard to unlawful considerations of race, religion, color, national origin, sex, sexual orientation, gender identity or expression, age, sensory, physical, or mental disability, marital status, veteran or military status, genetic information, or any other classification protected by applicable local, state, or federal laws. This policy applies to all aspects of employment, including, but not limited to, hiring, job assignment, compensation, promotion, benefits, training, discipline, and termination. The company offers a variety of reasonable accommodations for candidates. Requesting an accommodation is completely voluntary. The company will assess the need for accommodations in the application process separately from those that may be needed to perform the job.