Saudi Arabia Technical Sales Manager

The Saudi Arabia Technical Sales Manager - Fluke Networks is a vital role responsible for driving revenue growth, identifying new business opportunities, and promoting Fluke's New Product Introductions (NPIs) across an assigned territory in the EMEA region. Reporting to the MEAT & CIS Sales Manager, this role is accountable for achieving assigned bookings and revenue targets by identifying prospects, expanding customer relationships, and driving market adoption of Fluke's products, services, and software solutions.

This role requires a strong combination of sales acumen, technical expertise, and the ability to promote new technologies effectively. The Technical Sales Manager will be responsible for managing a territory, developing a robust pipeline, and ensuring the successful introduction and adoption of new products in the market.

Key Responsibilities:

• Sales Accountability & Revenue Growth:
  
  • Own and be accountable for meeting and exceeding sales targets (bookings and revenue) within the assigned territory.
  • Develop and execute a comprehensive sales strategy that includes targeting both new prospects and expanding relationships with existing customers.
  • Actively pursue and close sales opportunities by positioning Fluke's test and measurement solutions, including hardware, software, and services, as the best-fit for customer needs.
  • Maintain a strong sales pipeline by generating and qualifying leads, following up on opportunities, and managing the full sales cycle from initial contact to contract closure.
• Prospecting & New Business Development:
  
  • Identify, engage, and nurture relationships with prospective customers in target verticals such as datacenters, Saudi giga construction projects, and the healthcare sector.
  • Conduct market research to identify key prospects and business opportunities within the region.
  • Develop and implement a territory plan to maximize market coverage, prospect engagement, and account acquisition.
  • Lead efforts to expand Fluke's footprint by converting prospects into long-term, loyal customers.
• New Product Introduction (NPI) Growth:
  
  • Drive the successful introduction and adoption of Fluke's New Product Introductions (NPIs) in the market, promoting their value and differentiation to both existing and new customers.
  • Collaborate with the product management and marketing teams to effectively position NPIs in the market, ensuring alignment with customer needs and market trends.
  • Educate customers on new products, providing technical expertise and conducting demonstrations to showcase the features and benefits.
  • Monitor NPI performance and market feedback, reporting insights and opportunities back to the product team for continuous improvement.
• Territory Management & Customer Engagement:
  
  • Develop and manage a territory plan focused on increasing Fluke's market penetration, share of wallet with existing accounts, and acquisition of new customers.
  • Build strong, lasting relationships with customers, acting as their trusted advisor for Fluke's portfolio of test and measurement solutions.
  • Regularly engage with key decision-makers and stakeholders to understand their business challenges and offer tailored solutions.
  • Ensure customer satisfaction and maintain long-term partnerships by delivering excellent service and addressing any technical or business concerns promptly.
• Work closely with the Sales Manager and internal teams, including product management, marketing, and customer support, to align on sales strategies and product positioning.
• Partner with channel partners and distributors to maximize market reach and drive product adoption, particularly for NPIs.
• Provide technical training and sales enablement support to ensure internal teams and partners are equipped with the knowledge to effectively sell Fluke's products.
• Sales Performance Reporting & Market Insights:
  
  • Track and report on key sales metrics, including bookings, revenue, pipeline growth, and NPI performance.
  • Use CRM tools to manage customer accounts, track prospects, and forecast accurately.
  • Provide regular updates to the Sales Manager on territory performance, including successes, challenges, and market trends.
  • Share customer feedback and market intelligence with product and marketing teams to support continuous improvement and future product development.

Qualifications:

• Experience & Skills:
  
  • 7-10 years of experience in technical sales or field sales, with a proven track record of meeting or exceeding sales targets.
  • Experience in Saudi ICT infrastructure projects, especially datacenters and giga enterprise projects, is highly desirable.
  • Strong ability to drive new business development, identify prospects, and manage a territory effectively.
  • Languages: proficiency in both Arabic and English is needed.
  • Proven success in managing complex sales cycles, including product introduction and market adoption.
  • Excellent communication, presentation, and negotiation skills, with the ability to engage both technical and non-technical stakeholders.
  • Experience with CRM tools and sales reporting.
• Technical Acumen:
  
  • A degree in engineering (electrical, mechanical, or related fields) or equivalent experience is preferred.
  • Strong understanding of test and measurement tools, diagnostics, and software-based solutions.
  • Ability to quickly learn and articulate the value of new technologies and products.