Regional Sales Manager- Micro Focus, Dubai
Job Description:
How could you help us do this?
The Regional Sales Manager role is a Cyber Security sales professional that is responsible for leading in their assigned region. Collaborates with and supports Account Managers and provides specialist expertise within the sales team. Drives proactive campaigns to build the pipeline, uses specialized knowledge and skills to prospect, qualify, competitively position solutions, negotiate and close opportunities. May have named accounts allocated, cover a designated geography, or may be allocated to high-potential, competitive attack account(s) or an industry vertical.
What kind of work would you be doing?
Developing the necessary & required sales pipeline to increase the company's market share in specialized area.
Use professional & specialized expertise to seek out new opportunities for customer value by expanding and enhancing existing opportunities to build the right level of pipeline across the entire product line.
Providing support to the Account Managers.
Setting direction for business development and GTM in collaboration with the direct and extended teams.
Grow the reference customers base with emphasis on new logos.
Selling complex products & solutions to customers while engaging as a trusted advisor and on partnership basis.
Dedication to a set of strategic accounts / named accounts and/or industry vertical.
Understanding for the importance of professional services and leveraging that whenever required by customers.
Establishing a professional, working, and consultative relationship with the clients, including the C- level for the assigned accounts/vertical by developing a core understanding of the unique business needs of the client within their industry and the related business enablement the technology solutions can provide.
Maintain an overall cross-portfolio knowledge to support the business with an integrated solutions approach.
Maintain a broad market, technology trends and competition knowledge to ensure credibility with Customer Executives and partners’ network.
What experience & achievements should you have so far?
10+ years of Cybersecurity Vendor Sales Experience in related technologies: SIEM, UEBA, Data Security, Application Security, Identity Management in hybrid environments.
Successful selling of enterprise cybersecurity solutions to enterprise customers in the assigned territory of GCC (UAE, Oman, Qatar)
Strong customer base contracts in Government, Oil & Gas, Telco/SP and BFSI Sectors in the assigned territory
Demonstrated achievement of progressively higher quota diversity of business customer, and higher-level customer interface.
Prior selling experience includes multiple, diverse set of selling responsibilities.
Awareness of latest cybersecurity and market trends, and viewed as an expert in his domain.
Considered a mentor of selling strategy, including designing & building sales strategies.
Uses C-level engagement skills in collaboration with account leads to offer value-add solutions to the client.
Promotes services as part of all strategic opportunities.
Maintain knowledge of industry trends, associated solutions, and key partner/ISV solutions.
Strategic planning on a business development level; can build an effective business case reflecting the value of an appropriate strategy.
Understanding & ability to follow a business cadence with accurate forecasting, timely reporting, knowledge of deals progress stages, maintaining clean pipeline and thorough usage of CRM & data analytics tools (Salesforce, Tableau, Clari …)
Experience selling large scale mega projects into complex environments and with cross functional teams.
Proven track record in successfully driving competitive displacement sales cycles
Excellent communication & presentation skills
University degree in computer engineering, computer science or related field. MBA is a plus.
Ability to position & sell highly technical solutions and scale up with the evolving technologies
Knowledge of local markets with Arabic language a plus.
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