Regional Sales Director / Manager - Africa

Company Description

Job Description

1. Regional Revenue & Growth Ownership

• Own and deliver **regional sales targets**, pipeline coverage, and forecast accuracy.
• Drive **new logo acquisition** and expansion of existing strategic accounts across banking, wealth management, asset management, and capital markets.
• Develop and execute **country‑level and segment‑specific go‑to‑market strategies** aligned with regional priorities (GCC, Levant, North Africa).

2. Strategic Account & CXO Engagement

• Build and maintain **C‑suite relationships** (CEO, CIO, COO, Heads of Wealth, Digital, and Transformation).
• Lead **complex, multi‑stakeholder sales cycles**, including RFPs, negotiations, and commercial structuring.
• Act as a **trusted advisor** to clients on business transformation, platform modernization, and regulatory change.

3. Sales Execution & Deal Leadership

• Lead the full **sales lifecycle**: opportunity qualification, solution positioning, pricing, contracting, and closure.
• Partner with **pre‑sales, solution architects, and delivery teams** to shape winning proposals and value‑based business cases.
• Ensure governance, compliance, and internal approval processes are followed for all deals.

4. Partner & Ecosystem Development

• Build and manage a strong **regional partner ecosystem** (system integrators, advisory firms, technology partners, introducers).
• Identify and execute **co‑sell and joint go‑to‑market initiatives** with strategic partners.
• Strengthen regional market credibility through alliances and industry presence.

5. Market Intelligence & Competitive Positioning

• Track **market trends, regulatory changes, and competitive dynamics** in the Middle East.
• Provide structured feedback into **product, pricing, and regional solution strategies**.
• Position differentiated value propositions against global and regional competitors.

6. Team Leadership & Collaboration

• Lead, coach, and develop **regional sales and account management teams** (where applicable).
• Foster strong collaboration with **marketing, delivery, governance, and operations** teams to ensure seamless execution.
• Contribute to regional leadership forums and management committees.

Key Performance Indicators (KPIs)

• Regional revenue achievement and pipeline coverage
• New logo wins and strategic account expansion
• Forecast accuracy and deal governance compliance
• Average deal size and margin quality
• Partner‑sourced revenue contribution
• Client satisfaction and long‑term account sustainability

Qualifications

• **Experience**: Minimum of 15 years of proven sales experience in the banking, wealth management, or financial technology (fintech) industry, with a track record of exceeding sales targets, especially in the Middle Eastern region.
• **Industry Knowledge**: Strong understanding of the banking, wealth management, and financial services landscape, including regulations, technology trends, and challenges faced by financial institutions.
• **Sales Skills**: Demonstrated ability to sell complex software solutions to senior executives, with expertise in consultative and solution-based selling methodologies.
• **Communication**: Excellent verbal and written communication skills, with the ability to present complex concepts in a clear, concise, and persuasive manner.
• **Relationship Management**: Proven ability to build, nurture, and maintain strong client relationships, with a customer-centric approach to sales.
• **Leadership**: Ability to work independently and collaborate with a team, manage multiple opportunities simultaneously, and mentor junior team members.
• **Education**: Minimum Bachelor’s degree in Business, Finance, or a related field. MBA or relevant certifications in sales or financial services is a plus.
• **Technical Proficiency**: Comfortable using CRM tools (Salesforce, HubSpot, etc.), Microsoft Office Suite, and other sales and presentation tools. Familiarity with banking and wealth management software is advantageous.
• **Education**: Proficiency in English. French & Arabic language would be an added advantage.

Additional Information