Sales Manager
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Job Title: Sr. Sales Manager- Technology Products
Reports to: VP- Products
Products: Hybrid Cloud/ Apps & Emerging Tech/ Cyber Defense
Role Summary:
Sales Manager is responsible to manage the assigned territory which include building new pipeline, progress the open opportunities, negotiate, forecast and close business. He/she builds relationship and aligns senior executives to ensure long term engagements with customers.
Key Accountabilities:
1. Financial Sales: Has Sales/Marketing/Account Management responsibility for AED 10 Million or more. Manage sales to progress the deals, negotiating and closing businesses. Submit monthly forecast with accuracy of 95%. Build pipeline at least 300% of the assigned target.
2. Strategic /Technical: Build C-level relationship to influence the decision to partner with the client’s to transform the business through agreed roadmap
3. Operational: Update the internal systems to reflect all facts, plans, opportunities details and forecast to ensure transparency and accuracy that will enable consistent business
4. People & Development: Overseeing the activities and performance of the sales team. Coordinating with marketing on lead generation.
Key Result Areas:
• Has Sales/Marketing/Account Management responsibility for AED 10 Million or more
• Responsible to build references in the assigned territory to enable the company to grow the market organically.
• Plan assigned accounts for all dedicated Technology products & solutions like Hybrid Cloud, Apps or Cyber Défense products
• Has extensive track record in solutions selling with strong communication and sales skills. Must have the experience in accounts planning, pipeline growth, negotiations, contracting and closing deals.
• Demonstrates strong ability to analyse the deals risks and mitigate it to ensure smooth closing.
• Collaborates with all LOBs to ensure alignment.
• Connects with customer at C-level and influence the decision-making process for long term partnership.
• Possess strong technical and business background to assess the offered solutions and influence customers senior management.
Job Specifications:
Minimum Qualifications
Bachelor’s degree in business or related field.
Master’s degree- MBA preferred
Experience in planning and implementing sales strategies
Minimum Experience
o Overall 8 + years or more relevant experience in IT Sales
o Experience in customer relationship management.
o Experience managing and directing a sales team.
o Demonstrated track record of meeting/exceeding goals as an individual contributor.
o Successful experience building a territory from little or nothing
o Skilled at building rapport, opening doors, and understanding business requirements of senior decision makers
Job Specific Skills
Effective communication skills at all organizational levels, including written, oral, and presentation skills; command of Arabic is an advantage
High-energy work ethic, ability to establish vision, drive change and deliver results.
Dedication to providing great customer service.
Ability to lead a sale team.
Technical Competencies:
Technical sales
Customer Relationship Management
Forecasting and Data Analysis
Business Development
B2B Sales Planning
Customer Experience
Deal Closing
Working knowledge of Agile Methodology/Kanban terminology
Knowledge of the global market and technology trends and drivers