International Business Development MAnager

Toshiba Europe Ltd; Abu Dhabi; On-site; AED 120,000 - 200,000; Full time

Job summary

A global technology firm in the UAE seeks a Senior Technical Sales Manager to drive business development and sales of the EtaPRO product line. The role involves managing key accounts, conducting market research, and supporting the full sales lifecycle. Candidates should have a Bachelor’s degree and over 5 years of experience in complex software sales. This position offers opportunities for career growth in the industrial technology sector.

Qualifications

• 5+ years in complex software product and service solutions sales.
• Demonstrated success in enterprise software sales.
• Background in analytical software sales is a plus.

Responsibilities

• Develop understanding of EtaPRO offerings.
• Manage key accounts to expand into long-term contracts.
• Conduct market and client research.
• Support full sales lifecycle including proposals.
• Manage and grow client relationships.

Skills

Knowledge of power plant operations

Familiarity with M&D Technologies

Understanding of data security

Skilled in diagnosing customer pain points

Experience in solution storytelling

Ability to position software as a value-adding solution

Understanding of KPIs in asset reliability

Ability to engage with diverse stakeholders

Education

Bachelor’s in engineering, business, or related field

Job description

Position Summary

EtaPRO LLC, a Toshiba Group Company, is the owner and provider of the world-leading EtaPRO Asset Performance Management technology platform. Currently deployed on approximately 10% of the world’s power generation capacity, this platform includes Thermal Performance Monitoring Technologies, Equipment Condition Monitoring Technologies, Fuel Demand Modeling and Plant Accounting and Settlement Systems, Advanced Vibration Monitoring Technologies, and Data Historian Technologies. Our focus is to help our clients meet and exceed KPI targets and maximize the return on their investments in their people, processes, and technologies. EtaPRO LLC is currently looking for a Senior Technical Sales Manager in the Middle East region to join our Global Technical Sales team.

Job Summary: Responsible for business development and sales of the EtaPRO product line and related services, supporting EtaPRO LLC’s strategic direction, synergy sales with Toshiba Global Companies, and helping EtaPRO LLC achieve financial targets through individual and team success.

Responsibilities

Key Accountabilities:
- Develop understanding of EtaPRO offerings.
- Manage key accounts to expand into long-term, large-scale contracts.
- Develop strategies for market and client growth.
- Conduct market and client research to understand trends.
- Understand M&D products and conduct competitor research.
- Manage sales pipeline from lead to closure.
- Support full sales lifecycle, including proposals and discovery.
- Manage and grow client relationships, including executive engagement and post-sale communication.
- Use CRM to track leads, contacts, and opportunities.
- Manage multiple tasks with strong self-management skills.

Skills and Experience
- Knowledge of power plant operations and workflows.
- Familiarity with M&D Technologies, SCADA, analytics, and asset management platforms.
- Understanding of data security and compliance standards.
- Ability to position software as a value-adding solution emphasizing ROI and risk mitigation.
- Skilled in diagnosing customer pain points and tailoring solutions.
- Familiarity with long-cycle sales and licensing models.
- Ability to engage with diverse stakeholders and navigate cross-cultural environments.
- Experience in solution storytelling and transforming technical data into business narratives.
- Ability to explain real-time data usage in software.
- Understanding of KPIs in asset reliability and maintenance.
- Staying current with AI, IoT, and digital twin advancements.
- Quick understanding of plant configurations and priorities.

Qualifications
- Bachelor’s in engineering, business, or related field (MBA a plus).
- 5+ years in complex software product and service solutions sales, preferably in related sectors.
- Background in analytical software sales is a plus.
- Demonstrated success in enterprise software sales and client development.

Position Qualities
- Influence digital transformation in critical infrastructure.
- Collaborative culture valuing innovation and customer focus.
- Personal growth, creativity, authenticity, purpose, and self-awareness.
- Opportunities for career growth in industrial tech.