Technical Sales Account Manager

Riyadh, Saudi Arabia

Full-time · Mid-Senior level

Information Technology & Services.

The Role

• The Technical Sales Account Manager will be responsible for selling a subset of advanced solutions designed specifically for construction, Oil & Gaz and Mining industries.
• Technical Sales Account Manager will be responsible for engaging with Owners, General Contractors, Architects, and other key stakeholders on Capital Projects.
• Build a sense of community/awareness in your assigned geography with construction project Owners/Directors/Managers.
• Primary job duty is to sell our software/solutions and related services to new prospective and existing customers.
• Manage sales through forecasting, account resource allocation, account strategy, and planning. 
• Heavy emphasis on territory planning and prospecting new projects in the territory.
• Participate in the development, presentation, and sales of a value proposition.
• Negotiate pricing and contractual agreement to close the sale. Identify and develop strategic alignment with key third-party influencers.
• Works to achieve maximum sales profitability, growth, and account penetration within an assigned territory.
•  Territory may be a combination of geographic, product, industry and other customer / market dimensions. 
• Utilizes inbound and/or outbound techniques to identify, qualify and close new opportunities.
•  Manages accounts throughout the entire sales process, and collaborates with team members in business development, consulting and support to uncover all customer needs.
•  Responsible for understanding the solutions and their business needs offerings and competitive issues to develop solution proposals encompassing all aspects of the application. Travels might be required to customer sites to identify / develop sales opportunities. 
• Participates in the development, presentation, and sales of a value proposition. 
• Onsite customer presentation with C-levels to negotiate and close strategic and complex deals.

Job Description:

What You’ll Do: Be the vital piece of the puzzle that connects us to the millions of businesses that need our help to evolve, by:

• Developing a pipeline of opportunities for our portfolio
• Working with sales consultant team and directly with potential customers to convert leads to sales and to meet an annual sales target
• Work with prospects to understand their business needs and steer them towards our technology service solutions.
• Work with Business Development and Marketing team for lead generation
• Preparing and maintaining a sales forecast
• Develop and maintain Target Account Plans for all prospects and clients, with defined strategies to optimize business opportunities.
• Solicit and maintain contact with current and potential accounts at an executive level.
• Manage the contact plan for prospects and clients.
• Continuously support, service and liaise with clients to ensure customer satisfaction, maintain rapport and develop further sales opportunities.
• Manage the process of contract negotiation.
• Responsible for representing the company on sales and product matters when dealing with existing or prospective clients.
• Prepare estimates and tenders in accordance with company sales and pricing policy.
• Sell our solution in the construction and engineering industry.

About the Job : 

• Duties and tasks are varied and complex utilizing independent judgment. 
• Fully competent in own area of expertise.
• May have a project lead role.
• Highly developed selling, customer relations, and negotiation skills. 
• Successful sales track record. 
• Industry Knowledge.
• Interaction with C-level players. 
• Team player. 
• Ability to penetrate accounts and meet with stakeholders within accounts.
• Excellent written, verbal, and interpersonal skills. 
• Presentation skills. 
• Travels to customer as needed. 
• Job duties are varied and sometimes complex, needing independent judgment, self-starter and high volume of prospecting activity.

Required Skills/Experience

What You’ll Bring: Your enthusiasm, knowledge, and customer-centricity will help us become the number one cloud company in the world. We also look for:

• The role is for key accounts in Riyadh, Saudi Arabia.
• You should have a minimum of 5 years of Sales experience in this field
• You should have a very good sales track record in Saudi, preferably in applications sales or solutions selling, account management, account planning, drive solutions in the Construction and Engineering industries. 
• A proven track record of successfully selling to mega projects and key clients in the industry.
• A proven track record of successfully selling into the construction industry, such as Owner-operators, preferably On-Prem and SaaS-delivered software applications
• Experience of working at a senior level within customer organizations and understanding their business needs.
• Good understanding of sales in the areas of: Territory Planning, Account Management and Opportunity Closing Cycle
• An ability to work cooperatively with prospects to steer them towards our product and service offering and to articulate their requirements throughout the organization.
• Outstanding sales, negotiation, communication, presentation and writing skills
• Ability to work with minimal supervision or guidance
• Fluent in written and spoken English and Arabic
• A structured approach and excellent organizational skills
• Previous relevant experience in compiling bids and handling commercial aspects of the procurement process relating to the construction industry.

As part of our employment process candidates will be required to successfully complete a pre-employment screening process. This will involve identity and employment verification, professional references, education verification, and professional qualifications and memberships (if applicable).