MENA Regional Sales Manager
Napier, United Arab Emirates

Napier’s mission is to become the recognized leader in ‘Intelligent Compliance’ software for all regulated industries. We will achieve this through delivery of a best-in-class financial crime solution. Napier is currently Great Place to Work 2020 certified and has been ranked #4 Best Workplace in Tech (small organisations) 2020.

The position of Regional Sales Manager focuses on the creation of new customers within the financial services sector and other highly regulated verticals. The role is essential to help drive Napier’s global revenue growth and customer acquisition objectives, within the assigned geography. The role requires business and domain knowledge, as well geographic experience and presence, with a network of local, relevant, business contacts.

Requirements

Key Accountabilities:

• Achievement of sales quota, and increase client base, for the region.
• Day-to-day sales responsibility for the geographic region and all new business sales activities therein.
• Defining the sales strategy for the territory including the annual preparation of a sales plan.
• Building a pipeline of sales opportunities through a variety of direct and indirect prospecting methods.
• Participation at exhibitions amp; seminars
• Commercial and contractual responsibility for all deals within the region.
• Build relationships with contacts across the client organisation, ensure that Napier are best positioned.
• Maintaining sales lead and opportunity information in the CRM database, accurately, on a real-time basis.
• Preparation for and demonstration of the Solutions to prospects through sales presentations, including supervising hands-on sessions with prospects.
• Completion of RFP’s and preparation of quotations and proposals.
• Ensure an appropriate solution is determined and designed for the customer to fulfil their requirements and documented prior to quote or contract generation
• Reporting market and competitor information and new solution requirements back to the marketing and product groups.
• Reporting on leads, sales opportunities, progress and activity on a regular basis including weekly forecasting and monthly pipeline development
• Management of local market sales contractors and agents
• Build relationships with local and global technology and consulting partners
• Ensure RFP’s quotations and contracts are generated, validated and approved in accordance with Napier defined procedures and policies.
• Be aware of the functions of, and liaise with, other Napier groups to ensure customer expectations are met.
• Expand your knowledge of Napier and competitive products and the environment in which they are deployed.
• Work to the company’s quality, health and safety standards and performance criteria.
• Comply with the company’s information security policy at all times

Qualifications amp; Experience

We are looking for a passionate, high energy, hands-on, Regional Sales Manager who has can demonstrate experience of developing regional sales, ideally within a growth business, in the Financial Crime and Fraud Risk Management vertical. You should have a proven track record as a top-performing sales contributor and a consistent track record of exceeding revenue goals.

You should have an insight how organisations can get the best out of their financial crime solutions and It would be highly beneficial to have sales experience of ‘as a Service’ offering which includes infrastructure, software, and consulting services working for a SaaS provider.

An understanding of change management and how complex projects are procured, including implementation and delivery is a must, along with excellent knowledge of how to apply solution selling methodologies including MEDDIC, SPIN, Challenger and Value Selling.

The candidate must be multi-lingual in the main local market language [Arabic] and other languages are a plus. The candidate must also have good written and verbal English language skills.

Benefits

• Study support
• Pension scheme
• Life insurance
• Group income protection
• Health cover
• Birthday leave
• Many more standard and non-standard benefits

Job Rewards and Benefits