Major Account Manager

Sonar; Abu Dhabi; On-site; AED 300,000 - 520,000; Full time

Job summary

Sonar is seeking an experienced enterprise sales professional to drive growth in the MEA market. You will manage top accounts, upsell and cross-sell SaaS products, and own the full cycle from prospecting to close.

Strong collaboration with marketing and cross-functional teams is essential as you build trusted relationships with executive stakeholders. You will lead account planning, use Salesforce for forecasting, and navigate multi-channel outreach to expand key accounts while maintaining a

Qualifications

• 7+ years of experience in a B2B sales role, ideally in SaaS or a subscription model.
• Experience selling a technical product to a technical buyer.
• Experience selling to the Middle East/MEA market.
• Expertise in account planning and prospecting using multiple channels and tools.
• Proven ability to grow a pipeline in existing accounts and close deals.
• Experience with large enterprise deals and negotiating 100k USD+ opportunities.
• Strong communication with executive stakeholders and data-driven forecasting with Salesforce.

Responsibilities

• Daily generate new leads and opportunities within assigned accounts via upselling and cross-selling.
• Ensure minimum requirements are established, managed and reviewed with customers through quarterly business reviews.
• Onboard customers along their journey with SonarSource products.
• Develop relationships with champions within existing customer accounts.
• Size and quote customer software license needs.
• Negotiate and close upgrades to existing implementations.
• Interact with customers by phone, email, video conference and on-site meetings when needed.
• Support marketing efforts with account-based, customer-focused campaigns.
• Proactively share sales best practices within the team.
• Capture and report all account and opportunity information in SFDC, with accurate forecasting.
• Utilize Salesforce.com to set daily activity and forecast opportunity pipeline.

Skills

B2B sales

SaaS sales

Account planning

Prospecting

Negotiation

Executive communication

Salesforce proficiency

MEA market experience

Tools

Salesforce.com

ZoomInfo

LinkedIn Sales Navigator

Video conferencing tools

Job description

• Daily Generate new leads and opportunities within an assigned account set representing our largest and most strategic existing customer base at Sonar via upselling and cross-selling
• Ensure that minimum requirements are established managed and maintained with customers such as quarterly business reviews
• Onboard customers throughout their entire journey with SonarSource commercial products
• Develop relationships with champions within existing customer accounts
• Size and quote customer software license needs
• Negotiate and close upgrades to existing implementations
• Interact with customers over phone email video conference and on-site meetings when necessary
• Support marketing efforts with account-based customer-focused marketing campaigns
• Pro-actively engage in building growing and sharing sales team best practices
• Accurately capture and report all aspects of account and opportunity information within the SFDC platform
• Utilize Salesforce com to set daily activity and accurately forecast opportunity pipeline

The Experience You Will Need:

• Proven successful 7+ years of experience in a B2B sales role, ideally in a SaaS or subscription model.
• Focus on building and managing customer relationships.
• Experience selling a technical product to a technical buyer.
• Experience selling to the Middle East/MEA market
• Proven expertise in account planning and prospecting, using various channels and tools for prospecting, such as Zoominfo, LinkedIn, calling and networking.
• Expertise in navigating and growing a pipeline in existing customer accounts and taking a deal from Lead Qualification to Closed Won.
• Familiarity in supporting and selling to large enterprise customers and managing and negotiating larger ( 100k USD) enterprise deals.
• Ability to drive the sales process effectively through phone calls, emails, and virtual and on‑site meetings.
• Proficiency in communicating with executive‑level contacts and delivering value messages based on the persona you are engaging with (bottom/up and top/down approach)
• Salesforce.com lover; you know it and can t imagine sales without it.
• Customer-Centric focus; We Want Happy Customers.
• Written and spoken English at a professional level.
• Solid communication and listening skills: handling objections and taking feedback and coaching.
• Team player interested in seeing the company goals achieved alongside the team and individual goals.
• Self-driven and proactive attitude