Regional Sales Manager

Overview

Responsibilities

• Focus on new business development leveraging your network and qualifying leads
• Deliver successfully on enterprise quota targets.
• Grow the enterprise business as well as the upper mid-market for biometric solutions
• Build a strong pipeline of opportunities in your region
• Provide accurate forecasting of quarterly bookings and business plan.
• Achieve assigned objectives & targets on a quarterly basis
• Develop and execute a comprehensive business plan for each strategic account to develop relationships with key stakeholders, evangelize value propositions and win renewable business.
• Develop and nurture relationships with existing clients, ensuring their needs are met and seeking opportunities for up-selling or cross-selling.
• Offer a white-glove experience to customers. Be a trusted advisor for prospects and customers about the problem areas we solve. Develop expert-level knowledge of our value proposition.
• Meticulously orchestrate all customer activities and engagements, involving Systems Engineering, Product Management, Customer Support, and Finance.
• Promptly share all customer information with internal teams using our CRM tools
• Collaborate with Marketing for events.
• Secure key reference accounts in relevant verticals including and not limited to (Oil & Gas, Industrial, Airports, Government, etc.)
• Execute land-and-expand campaigns from Proof of Concept (POC) to large deployments.
• Supports the definition of the sales strategy for a project or, more broadly speaking, the sales approach in relation to a specific customer
• Provide information for management by preparing short-term and long-term product sales forecasts and special reports and analyses, answering questions and requests
• Facilitate distribution inventory turnover and product availability by reviewing and adjusting inventory levels and forecasting to support production schedules
• Ability to work in a multicultural working environment

Experience

• Minimum 5 years experience in managing enterprise accounts (Government, Finance, infrastructure, and Education)
• Hunter-mindset, with the ability to self-prospect and a go-getter personality
• Proven record of consistent, quarterly quota over-achievement
• Experience in selling Physical Security products is a plus, and comfortable working in early-stage growth companies
• High level of sales and technical proficiency with Access Control and Time & Attendance solutions
• Direct Sales experience, ideally selling to industrial security, Government, and/or Enterprise security customers
• Strong knowledge of Time Attendance & Physical security principles and networking technologies
• A background in engineering with an industrial focus (Oil & Gas, Utility, Manufacturing, etc.)
• Proven hands-on experience of selling to SLA or ASC at large enterprises
• Experience establishing and fostering strong Channel Partner relationships.
• Pre-existing relationships with key resellers in the assigned territory to quickly drive robust interactions
• High integrity and adept at the consultative approach of winning customer trust
• Sales savvy with good communication, presentation, problem solving and persuasion skills
• Able to successfully negotiate the terms of the agreement and close sales in line with expectations

Qualifications

• Bachelor s Degree in Engineering or Marketing, or a related field
• Technical know-how and marketing knowledge. Ability to present technical and commercial ideas and concepts
• Exceptional interpersonal and negotiation skills
• Fluency in English communication (writing and verbal), Arabic is a plus
• Ability to travel as needed to meet with clients and prospects
• High level of analytical and organizational skills
• Solid knowledge of biometric products, technical applications, market intelligence, and industry information