Enterprise Account Manager
ENCODE, United Arab Emirates
Job Description
The Enterprise Account Manager has the responsibility for prospecting and closing new business while managing existing accounts within the assigned MENA territory. With the support of sales engineering, the EAM will utilize a consultative and solution-driven sales approach to map Obrela service offerings to the customers’ needs. In coordination with Regional Sales SVP/VP/Director, he/she executes the sales plan for the assigned MENA territory, ensuring accurate, and efficient sales activities to prospect and close new business and achieve qualified and non-qualified sales goals.
Role Responsibilities
• Prospects and sells into Mid-Market to Enterprise accounts in the assigned MENA territory, directly and through partners.
• Demonstrates strong account management capabilities with the ability to identify and close new business opportunities, while managing customer expectations and satisfaction.
• Develops a deep understanding of customers, partners and competitive landscape, enabling a business dialogue to be conducted with C-level contacts and their teams.
• Has a strong understanding of Obrela solutions and knows when and how to engage presales/technical assistance.
• Analyzes the territory and market potentials through account planning.
• Targets new customer acquisition and revenue growth.
• Drives leads generation directly or through sales campaigns in collaboration with marketing.
• Qualifies sales opportunities and builds solid sales pipeline across the assigned territory, directly and through partners.
• Delivers face-to-face and on-line business meetings and technical workshops to effectively present and maps Obrela solutions onto prospects’ needs.
• Orchestrates the bidding process, drive the proposal write-up, ensure the quality and accuracy of each offering, and manage the proposal submission to customers.
• Interfaces with business functions essential to achieve sales growth and customer success.
• Collaborates with contracts management team to review and finalize contracts.
• Provides accurate forecast through CRM. Maintains accurate and detailed data in CRM tools for every prospect interaction.
Requirements
- Minimum of 5 years’ experience in direct sales/account management in technology, information security or managed service industry.
- Minimum of 3 years’ experience in selling managed security or managed detection amp; response services.
- Knowledgeable about local markets, customers’ security requirements, adopted technologies, industry regulations and business drivers.
- Ability to communicate, present and influence credibly and effectively at all levels of an organization.
- Strong knowledge about the Managed Security marketplace including MSS, MDR, SIEM, EDR, XDR, NDR, Cloud Security, security controls and practices.
- Highly motivated, self-starter, results- and success- oriented with the ability to follow through on commitments and deliver results with the right quality and in a timely fashion.
- Interpersonal skills with high energy to earn and keep customer trust and drive business growth.
- Collaboration skills with the ability to proactively establish and maintain effective working team relationships with multiple Obrela teams.
- Strong analytical and problem-solving skills.
- Accurate management of new business forecasting using CRM tools.
- Strong knowledge of MS Office tools, Sales tools (Salesforce, Cognism etc.), Collaboration tools.
- Bachelor’s Degree or higher (Business Administration, Computer Science, Computer Information Systems).
- Fluent written amp; verbal communication skills in English.
- Minimum ability to travel 40% frequently on short notice.