Strategic Customers Sales Director

We are looking for a Strategic Customers Sales Director to drive growth on Top Strategic accounts and lead the Big Deals Initiative for the MEA region, reporting to the Regional GVP.

Responsibilities

• Achieve annual sales goals on a quarterly and annual basis for the defined Top Strategic customers.
• Build and drive sales strategy for the Top Strategic customers, in conjunction with account teams to effectively drive growth, including understanding the competitive landscape, presence, and strength.
• Actively engage in territory and account planning, from setting bold ambition, seeding and developing strategic opportunities, positioning ServiceNow as a strategic platform within these customers, to executing the plan (leveraging internal strategic resources, Executives, EBC, partners, influential stakeholders...) and closing.
• In partnership with the Account team, engage with Customer CxOs to properly understand customer business requirements and develop large transformational deals, from shaping through closing.
• Represent ServiceNow in senior customer-facing roles as sponsor, strategist, and negotiator.
• Coach and mentor extended account team members of the Top Strategic customers to drive new business sales growth and execute large deal shaping and landing.
• Provide regular feedback on account team performance and development needs to their line managers.
• Consultative approach on quota for the sales team and effectively communicate to set performance expectations within the team.
• Synthesize sales insights from strategic customers to influence corporate strategy.
• Internal/external cross-functional facilitation to engage the right people at the right time.
• Drive Big Deal thinking and shaping, as well as best practice sharing across Extended Account Teams of the Top strategic customers in the MEA Region.

Qualifications

• Extensive track record of new business sales success and growth on strategic customers, including presentation and negotiation skills within the industry and at C Level.
• Strong strategic thinking including analytical and financial planning skills to meet and exceed quotas and goals.
• Ability to understand the 'bigger picture' and business drivers.
• Strong networking skills, building long-term trusted relationships with customer and partner Executives, as well as our internal decision-makers and sales organizations.
• Proven partner relationships and networks, leveraging partner ecosystem in driving growth at Customers.
• Strong leadership, cross-functional coordination, and decision-making abilities.
• Capacity to engage, motivate and coach account team towards overachievement and pre-set ambitions.
• Ability to adapt and work effectively within a rapidly changing and growing environment.
• Fluency in English and Arabic.
• Ability to travel 50% of the time, adapting to business requirements.