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About the Role We empower our people to stay resilient and relevant in a constantly evolving world. We're looking for individuals who are always searching for creative ways to grow and learn, who wish to make a real impact, both now and in the future. In this spirit, we invite you to join our vibrant international team as a Vertical Sales Account Manager within our Digital Industry. Your role will focus on driving sales and establishing customer relationships to help transform everyday operations and create a more innovative future. You'll Make an Impact By: - Driving revenue growth and achieving sales targets by building strong customer relationships and identifying market opportunities. - Serving as the relationship owner, ensuring the company offerings provide sustainable value while managing both new customer acquisition and expanding existing customer relationships. Account Planning: - Defining mid to long-term goals for strategically expanding and nurturing both new and existing accounts, ensuring alignment with the overall business strategy. - Classifying accounts into tiers based on their strategic importance and defining engagement models for each segment (high-touch vs. digital-led strategies). - Developing individual strategies and/or plans for each account, aligning with the customer's buyer journey to achieve defined goals. - Prioritizing prospects and accounts to ensure resources are allocated in proportion to their tactical or strategic importance. - Identifying the necessary go-to-market channels, campaigns, and market strategies to fulfill account plan objectives. - Scheduling and planning customer interactions to foster relationships, drive engagement, and ensure alignment with sales objectives, collaborating with C-level executives at customer organizations to understand their ecosystems. - Conducting periodic reviews to track progress and realign strategies using market intelligence, CRM insights, and performance data to measure success against defined goals while identifying trends and adjusting tactical execution. Prospecting and Discovery: - Owning the opportunity pipeline for assigned accounts in the defined market/region, managing each stage from creation to closure. - Leveraging available analytics to assess pipeline size, composition, and health, ensuring a clear understanding of required actions. - Executing marketing-led campaigns within the assigned customers, using available assets and resources to drive engagement and pipeline growth. - Developing targeted campaigns based on specific needs of assigned customers, as required. - Proactively developing relationships with new customers, focusing on identifying and engaging high-potential opportunities. - Evaluating customer requirements to determine the best potential solution fit and proposed ROI, ensuring alignment with the go-to-market channel. - Identifying financial constraints and opportunities for new business models to explore customer needs beyond technical requirements. - Positioning financing options early to enhance the value proposition and drive engagement while analyzing the customer's financial status and performing a risk assessment to agree on necessary sales investment alongside the Sales Manager. Opportunity Management: - Driving opportunities forward by engaging with decision-makers (including C-level) and key stakeholder groups, providing business insights to demonstrate the need for change. - Applying stakeholder strategies to manage cross-functional dynamics, aligning on goals, prioritizing agendas, and mitigating roadblocks. - Defining necessary team roles, including Sales Specialists and Technical Sales, to provide expertise and support in advancing deals. - Translating value statements into opportunity-specific propositions that address emerging customer needs and business performance. - Communicating propositions effectively through various channels, including direct communications, digital platforms, and in-person presentations. - Identifying and applying suitable pricing models, including negotiated discounts or terms, to ensure competitiveness. - Seeking additional pricing support as necessary and incorporating financial services and new business models into deal strategies, to enhance operational efficiency and value. - Building a broad influential network within the account to drive upsell/cross-sell opportunities while continuously monitoring risks associated with active sales opportunities. - Ensuring ongoing alignment to address any issues impacting the success of the opportunity and managing negotiations and deal closings effectively. Team Orchestration: - Orchestrating internal teams and sales resources to align expertise and efforts dynamically, focusing on strategic priorities for effective account engagement. Sales Administration, Analytics, and Reporting: - Providing accurate forecasts and planning information. - Maintaining accurate and complete customer records, activities, and pipeline reports within Salesforce and other CRM tools. - Participating in Win/Loss reviews to identify lessons learned and implement recommendations. - Compiling relevant insights from reports for Sales Management and Sales Meetings. - Publishing success stories highlighting value realized by key customers while keeping sales skills and industry knowledge up to date. Your Success is Grounded In: - 3–5 years of hands-on experience in the water industry. - Responsibility and accountability for water and waste industry targets. - Highly specialized technical expertise supporting vertical opportunities. - Acting as the primary relationship owner, with full sales target ownership for assigned vertical accounts. - Driving the end-to-end sales process from identifying opportunities to closure. - Maintaining customer intimacy and industry networking, especially important for success in the water and wastewater verticals. - Ensuring accurate forecasting, pipeline management, and account planning. - Providing industry-specific insights for guiding portfolio positioning and customer value articulation. - Orchestrating the direct and indirect channel ecosystem to drive income growth in the water vertical market. - Strong sales traits, a customer-centric mindset, and a balance of technical and commercial acumen. - Deep understanding of automation and digitalization technologies, particularly in water and wastewater. - Knowledge of industry norms, ecosystems, and KPIs, especially for Water/Desalination roles. - Proven success in complex solution selling with strong communication and customer engagement skills. - Ability to build relationships and influence at various stakeholder levels with a proactive, strategic thinking mindset. Localization Commitment: Localization is a strategic priority and a cornerstone of future growth plans in the Kingdom of Saudi Arabia. In line with this commitment, we strongly encourage qualified Saudi national engineering professionals who meet the above qualifications to apply. We are committed to developing local talent and building long-term engineering capability within the Kingdom as part of a Vision 2030-aligned growth strategy. Transform the Everyday with Us We value your unique identity and perspective and are fully committed to providing equitable opportunities and building a diverse workplace. We celebrate individual differences and recruit extraordinary minds from all walks of life. We are committed to fostering diversity, equity, and inclusion, and we encourage applications from a diverse talent pool. Many of our teams are thriving in remote environments, enabling us to offer more flexibility in how you manage your time. Only complete applications will be considered in the selection process. Location(s): - Al-Khobar - Ash Sharqiyah - Saudi Arabia - Riyadh - Ar Riyad - Saudi Arabia
