Senior Account Manager

3 days ago

Riyad Al Khabra, Saudi Arabia Obrela Full time

The Senior Account Manager has the responsibility for prospecting and closing new business while managing existing accounts within the assigned MENA territory. With the support of sales engineering, the Senior Account Manager will utilize a consultative and solution-driven sales approach to map OBRELA service offerings to the customers' needs. In coordination with Regional Sales SVP / VP / Director, he / she executes the sales plan for the assigned MENA territory, ensuring accurate and efficient sales activities to prospect and close new business and achieve qualified and non-qualified sales goals.

Key Responsibilities

  • Prospects and sells into Enterprise and Mid-Market accounts in the assigned territory, directly and through partners.
  • Analyzes the territory and market potential through account planning.
  • Drives leads generation directly or through sales campaigns in collaboration with marketing.
  • Targets new customer acquisition and revenue growth.
  • Qualifies sales opportunities and builds a solid sales pipeline across the assigned territory, directly and through partners.
  • Delivers face-to-face and on-line meetings and workshops to effectively present and map OBRELA solutions onto customers' needs.
  • Develops a deep understanding of customers, partners and competitive landscape, enabling a business dialogue to be conducted with decision makers and their teams.
  • Has a strong understanding of OBRELA solutions and knows when and how to engage presales / technical assistance.
  • Demonstrates strong account management capabilities with the ability to identify and close new business opportunities while managing customer expectations and satisfaction.
  • Is expected to work closely with Sales Leadership and the wider OBRELA business to provide executive sponsorship for the customer.
  • Orchestrates the bidding process, drives the proposal write-up, ensures the quality and accuracy of each offering, and manages the proposal submission to customers.
  • Collaborates with cross-functional teams, including sales engineering, contracts management, sales operations, customer success, etc. to optimize results throughout the sales lifecycle and ensure customers' expectations are met and exceeded.
  • Provides accurate forecast through CRM. Maintains accurate and detailed data in CRM tools for every prospect interaction.

Qualifications

  • Minimum of 8 years' experience in direct sales / account management in technology, information security or managed service industry.
  • Minimum of 5 years' experience in selling Managed Security or Managed Detection & Response services.
  • Knowledgeable about Saudi Arabia market, customers' security requirements, adopted technologies, industry regulations and business drivers.
  • Ability to communicate, present and influence credibly and effectively at all levels of an organization.
  • Strong knowledge about the Managed Security marketplace including MSS, MDR, SIEM, EDR, XDR, NDR, Cloud Security, security controls and practices.
  • Excellent knowledge about the Managed Security marketplace in particular: MSS, MDR, XDR, EDR, SIEM, NDR, Cloud Security, modern security controls and practices.
  • Knowledge of Microsoft Security solutions is a plus.
  • Proven customer management and strategic selling skills that will improve the success of our customers' business and ensure OBRELA's business growth.
  • Highly motivated, self-starter, results-driven, and success-oriented with the ability to follow through on commitments and deliver results of the right quality and in a timely fashion.
  • Interpersonal skills with high energy to earn and keep customer trust and drive business growth.
  • Strong negotiation skills enabling him / her to effectively close opportunities with the most favorable outcome for OBRELA.
  • Collaboration skills with the ability to proactively establish and maintain effective working relationships with other OBRELA cross-functional teams.
  • Strong analytical and problem-solving skills.
  • Proficient in using CRM tools to maintain accurate data for accounts, opportunities, sales activities, etc. ensuring accurate sales forecasting.
  • Strong knowledge of MS Office tools, Sales tools (Salesforce, Cognism, etc.), Collaboration tools.
  • Bachelor's Degree or higher (Business Administration, Computer Science, Computer Information Systems).
  • Fluent written & verbal communication skills in English and Arabic.
  • Minimum ability to travel frequently.
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