Business Development Manager - IT Services and Software Solutions

Overview

Responsibilities

• Demonstrable understanding of the IT Outsourcing industry, its various service directions, sales cycles and various company sizes, regarding modern software engineering technologies and frameworks;
• Savvy with latest B2B sales processes and buyer engagement techniques leveraging digital and social tools that build pipeline;
• Experience selling into regional Tier 1 and 2 companies and regional operations of global Tier 1 enterprise customers, able to identify, navigate and build relationships among buying committees that gain sponsorship to win and book revenue;
• Experience and willingness to open new logos based on own existing relations and personal reputation in the market;
• Ability to attain sales quotas in the millions and demonstrate an ability to meet or exceed sales targets;
• Engage buyers and customers in a consultative selling approach;
• Manage multiple accounts simultaneously at different pipeline stages, while being able to close deals of varying complexity, size, and sales cycle;
• Travel throughout the territory to attend physical events and visit prospects and customers as needed;
• Maintain healthy pipeline against quota with strong CRM hygiene for all deals while continually assessing and communicating sales attainment status, as well as activities needed to improve performance;
• Be a brand advocate during all customer and prospect interactions while identifying new opportunities that drive value;
• Monitor the companys industry competitors, new products, and market conditions to identify new business opportunities;
• Strong presentation skills to be able to speak comfortably and effectively in front of large audiences at virtual or onsite events;
• Existing network of potential buyers in the region required.

Requirements

• Equity, diversity, and inclusiveness are at the center of your core principles and values;
• Have a highly polished personal brand (especially on LinkedIn), an expansive professional network, and compliment your commercial engagements with digital and social selling skills;
• At least 7 years of high performing work experience in quota carrying sales roles in Saudi Arabia with the focus on IT services, incl. software development outsourcing, managed services, etc;
• Deep understanding of the marketstructure, trends, key market participants & stakeholders in the region. Solid grasp of the relationship and interplay between the parties as well as their buying patters from budgeting, procurement, and contracting;
• Demonstrable track-record of B2B software services sales to large technology companies;
• Demonstrable understanding of IT Outsourcing industry, its business models, sales cycle and markets;
• Good understanding of modern software development practices and processes, both industry-specific and generic (e.g. Agile, DevOps);
• Ability to grow, develop and maintain personal relationship with a network of potential buyers;
• Great listening, communication, and presentation skills. Fluent English is a must;
• Monitor the companys industry competitors, new products, and market conditions to identify new business opportunities;
• Entrepreneurial mindset, ability to take risks and operate in conditions of high uncertainty;
• Be a brand advocate during all prospect interactions while identifying new opportunities that drive value;
• Able to effectively work remotely/virtually from your home office as a key member of a geographically distributed team;
• Willing and able to travel on-demand up to 75% of the time (throughout territory and, on occasion, to office locations.
• Nice to have:
• Strong understanding of the Financial Services & Insurance market, covering banks, fintechs, insurance and insurtech companies incl. the corporate IT-providers.
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