Senior Sales Account Manager

Senior Sales Account Manager

About the job

The Senior Sales Account Manager, based in the Central Province of KSA, will be responsible for managing designated accounts and/or specific markets within Saudi Arabia. This role involves identifying new business opportunities for I(TS) products and services, while effectively coordinating activities with the company's management and strategic vendor Customers.

1. As a Senior Sales AM, you will drive and orchestrate complex sales cycles and work with our internal teams to best serve the customer.
2. Your focus will be to create and implement strategic account plans.
3. Bring your skills, experience and consultative selling skills to develop relationships with prospective customers and executive stakeholders.
4. Understanding of the strategic competitive landscape and customer needs so you can effectively position cybersecurity services.
5. Engage a programmatic approach to demand to generate, develop, and expand your territory.
6. Stay updated on industry trends, and how they impact cybersecurity services.
7. Travel as necessary within your territory, and to company-wide meetings.
8. A minimum of 5-8 successful years of experience in KSA/Eastern Province in IT or Information Security.
9. A strong experience in doing presentations, demonstrations, preparing proposals, responding to RFPs, Tenders, etc.

Responsibilities:

Reporting to the Country Sales Manager, you will be responsible for:

1. Act as continuous point of contact for the customer within assigned territory.
2. Developing and implementing agreed business/marketing plans which will meet both personal and business goals for expanding I(TS) service offerings. Knowledge of assigned territory, connect with CIO/CISO to create and grow opportunities.
3. Prospect and meet clients by growing, maintaining and leveraging your network.
4. Client engagement: Interaction with key customers, engagement and relationship building.
5. Recommend budgets, and monitor financial performance versus the budget so that the business is aware of forecasted revenues.
6. Provide accurate and detailed weekly, monthly, and quarterly forecast funnel of identified opportunities to meet or exceed quota requirements.
7. Maximize penetration of I(TS) Solution's services and product offerings among large existing clients, as well as new prospects. Design short and long-term growth strategies, as well as prepare execution plans to achieve and surpass targets.
8. Build and sustain long-term client relationships by understanding their business needs, strategies, and vision, and recommending relevant digital transformation solutions.
9. Serve as the key point of contact for key accounts and customer stakeholders.
10. Bring consulting skills and capabilities to the table by advising internal resources on pre-sale, sale, and delivery strategies and tactics.
11. Ensure adherence to expected performance levels and proactively identify new requirements for all key customers.
12. Manage account profitability and monitor performance targets by proactively identifying new opportunities for growth.
13. Support key customers in their Cybersecurity journey by becoming their trusted advisor.
14. Proactively maintain ongoing knowledge of industry, territory, existing and target accounts, and competitive landscape.

Maintain thorough knowledge of I(TS) solution products, sales strategies/objectives, value proposition, and competition.

Required Skills & Qualifications

• Bachelor's in Business, IT, or related field (Cyber Security focus preferred), coupled with a minimum of 5-8 years of sales experience.
• Understanding of security frameworks like Zero Trust, SASE, UEBA, XDR and Security Platforms like SIEM and SOAR can be an added advantage.
• Proven ability to close business deals and achieve sales quotas.
• Strong KSA market experience is a must.
• Knowledge of NCA and SAMA regulations and frameworks.
• Experience in Vulnerability Assessment and Penetration Testing (VAPT) offerings.
• Experience in SOC as a Service (SOCaaS) offerings.
• Must have experience working with targets.
• Technical selling skills and ability to build and expand customer relationships.
• Strong verbal, written, negotiation, marketing, and presentation skills.
• Very good skills in usage of MS-Office.
• Cybersecurity experience certification is an advantage.
• Experience with key cybersecurity tools and vendors.
• Ability to work well in a team as well as independently.
• Ability to manage CXO level relationships.
• Speak and write in English is required; Ability to speak and write in both English and Arabic is preferred.