Enterprise Account Executive

6 days ago

Dubai, Dubai, United Arab Emirates Canonical Full time
Roles and responsibilities
  • Empathy for the customer -a real understanding of customer needs, industry-specificchallenges, and a desire to help customers solve their businessproblems
  • High intellect - the ability to learnquickly, understand very complex subjects, and communicate clearlyto build trust and confidence
  • Passion fortechnology - a fascination with the state of the art from brilliantpeople solving hard problems, and fierce competition for largeprizes
  • Teamwork - a willingness to help others,to collaborate well with people from different disciplines, and tobalance personal and team ambitions
  • Energy -the drive to motivate oneself and others to achieve the best resultfor the team and our customers

Ubuntu is already very widelyadopted which gives us a credible basis for conversations in themarket. Nevertheless, it requires real work for sales professionalsto build on that adoption to create trusted and profitablecommercial relationships with the enterprises in their territory.Our product managers and marketing teams run campaigns to generateawareness, engagement and leads, but you will need to go beyondmanaging inbound interest to develop the potential of yourterritory. You will need judgement as to which industries andcompanies are ready to go deeper with open source and Canonical,and energy to develop relationships in advance of proven interest.We expect professional practice, territory and account planning, aswell as clear, complete and continuous reporting on pipeline statusand activity, using standard professionaltools.

The successful candidate will carry anannual bookings quota within their assigned territory. They shouldbe able to travel regionally for client engagement, industryconferences, and internationally for company events twice a year.They will be expected to demonstrate professionalism andeffectiveness, to prospect accounts for new business, maintain anddevelop existing relationships, and work with colleagues andpartners on account strategy. They must be comfortable sellingenterprise software, open source, cloud, virtualization, containertechnologies and technical software solutions to senior levels ofthe enterprise.

Location: We are expanding oursales organisation globally and have open roles in everyregion.

What your day will looklike

  • Represent thecompany, its solutions and software, in yourterritory
  • Build and execute a territory plan toprioritize outreach and prospecting
  • Develop newpipeline through outreach, prospecting, local marketing, andindustry events
  • Close contracts to meet andexceed quarterly and annual bookings targets
  • Bemindful and proactive in achieving tactical and strategicobjectives
  • Manage customer relationships andinteractions through all stages of the salescycle
  • Work with field engineers to proposesolutions that solve our customers' businessproblems
  • Work with customer success to identifygrowth opportunities
  • Maintain accurate pipelinedata and forecasts within Salesforce
  • Establishproductive professional relationships with key influencers anddecision makers
Desired candidate profile
  • Experience with complex deals in sectors likegovernment, banking, or utilities.
  • Strongunderstanding of forecasting, territory management, and accountmanagement, with skills in opportunitydevelopment
  • Experience with Middle Easterncustomers, especially in Saudi, UAE, Egypt, andQatar
  • Strong network with channels, partners,ISVs, and hardware vendors in the Middle Eastregion
  • Bachelor's level degree,preferably in engineering or computerscience
  • Experience of open source technologyand solutions
  • Detail oriented with effectivefollow-up
  • Experience in enterprise software ortechnology sales planning and execution
  • Trackrecord of achievement in sales targets and new accountwins
  • Self-discipline and motivation to besuccessful in a distributed team
  • Professionalwritten and spoken English, as well as any language that may beappropriate for your target market
  • Ability totravel for customer engagements, industry events and companyevents

Additional Skills OfInterest

  • Arabic language is aplus
  • Specific vertical experience, inparticular finance, telco, health, energy, public sector,tech
  • Experience speaking at conferences orindustry events
KeySkills
Cost Accounting,AccountServices,Accounting Topics
Employment Type: Full-time
Department / FunctionalArea: Accounting
Experience: years
Gender: Male
Vacancy: 1

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