Regional Sales Manager, IAM

Overview

Roles & Responsibilities

• Develop and implement a comprehensive sales strategy to (over)achieve yearly revenue targets and maximize market penetration in META.
• Identify potential customers, create a robust pipeline, and convert leads into successful deals. Work with marketing and (channel) partners to create new opportunities.
• Proactively drive all aspects of the sales cycle including prospecting, qualifying, presenting, organizing demos and POVs (proof of value), responding to RFPs, negotiating, and closing processes.
• Establish and nurture long-term business relationships with key decision-makers and influencers.
• Continuously monitor market trends, competitor activities, and regulatory changes to capitalize on opportunities and address potential threats effectively.
• Actively contribute to account-based-marketing campaigns, events, external communications, and other go-to-market activities.
• Accurately forecast quarterly and annual revenue streams.
• Maintain rigorous, detailed, and up-to-date records on leads and opportunities in SFDC.
• Attend and assist with corporate and field marketing events.
• Regularly visit key existing partners/customers, actively involved in the recruitment of key new partners.
• Continue to train yourself on relevant IAM trends and new products.

Work Experience Requirements

• Significant experience and a proven track record in selling complex cloud services to medium and large accounts.
• Demonstrable knowledge of IAM and/or cybersecurity and/or cloud solutions.
• Successful history of working with Resellers, VARs, System Integrators, and GSIs.
• Working in high-paced sales environments.

Qualification, Certification & Educational Requirements

• Bachelor s degree in Business, Computer Science, or any other relevant field of study.
• Familiar with Enterprise Sales methodologies e.g., MEDDPICC.

Preferred Skills

• Demonstrated success in achieving and exceeding sales targets, managing deals, and building strong customer relationships.
• Extensive knowledge of the Enterprise market, including key players, market dynamics, and the regulatory landscape.
• Ability to speak to C-level and navigate through all levels of an organization to close deals.
• Exceptional sales and communication skills.
• Good writing and presentation skills: Able to articulate complex technical concepts in a clear and concise manner, (co-)write proposals, answer and present RFPs, and guide PoV s.
• Strong ability to structure and manage the deal process with internal and external stakeholders and parties in a timely manner and at the highest quality.
• Proven ability to negotiate complex deals with various buyer personas at mid to higher management levels within customers.
• Technical acumen and proficiency with various business productivity sales tools, such as Microsoft O365 and Salesforce.com.
• Hunter profile, self-motivated and a team player. Comfortable with building and driving pipeline by yourself as well as with partners and marketeers.
• Fluent in English and Arabic.

Special Position Requirements

• Ability to travel domestically and internationally up to 50% of the time.