Senior Manager Sales

3 weeks ago

Abu Dhabi, United Arab Emirates Core42 Full time
Overview

 T he Opportunity

Core42 is looking for a Senior Manager Sales for Modern Work

Core42 is the UAE's national-scale enabler for cloud and generative AI, combining G42 Group's expertise across multiple technology disciplines into a single platform for public sector and large enterprise transformations. Building on our capabilities as sovereign cloud and HPC specialist, we bring generative AI, cybersecurity, professional and managed services expertise to enable national-scale program deployments across industries.

  • Business Development: Identifying, developing, pursuing new business, and closing sales opportunities related to Modern Work. This involves understanding customer needs and positioning a Modern Work Go-to-Market (GTM) offerings. Performing market research, networking, and developing strategies to attract new clients or enter new markets with Modern Work GTM offerings. Assist and contribute towards Core42's ability to increase the customer base using cloud products for Modern Work and productivity.
  • Partnership Management: Work with the partner management team to establish and maintain strategic partnerships with other companies and organizations. This involves managing relationships with partners, co-developing marketing strategies, and aligning efforts to promote Modern Work solutions and the associated digital services.
  • Technical Expertise and Consultation: Possessing a deep understanding of Modern Work offerings, including Adoption and Change Management, Business Unified Communication, Business Contact Center, Business Productivity, Business Collaboration, Business Content, Messaging, and Modern Endpoint solutions and services. Stay informed about the latest technologies and updates. Provides technical guidance to customers, helping them understand how Modern Work can meet their specific requirements for hybrid multi-cloud environments.
  • Digital Services Support: Advocate and sell professional services (like consulting, migration, and optimization services) and managed services (like ongoing management and operation of Modern Work environments). This involves understanding these services in-depth and communicating their value to clients. Work with the digital services and delivery teams to support and contribute towards in developing the Modern Work GTM offerings.
  • Client Engagement: Actively engage with potential and existing clients to understand their business needs and challenges. Identify how Modern Work solutions can provide value-added services. Engaging with customers, particularly at the executive level, to understand their business challenges and objectives. The specialist builds and maintains relationships, positioning themselves as a trusted advisor for Modern Work solutions. This may include collaborating across solution domains like Business Apps, Digital and App Innovation, Infrastructure, Data and Analytics (AI), and Security/Cybersecurity GTM offerings.
  • Solution Design and Customization: Tailoring Modern Work solutions to fit customer needs. This involves working with technical and non-technical stakeholders to design and propose solutions that align with the customer's business goals and IT strategy.
  • Solution Development: Work with pre-sales solution architects and post-sales technical delivery architects to develop and propose customized Modern Work solutions that align with client requirements, utilizing the appropriate digital services. Assist and contribute towards Core42's ability to grow the deployment of our partner Modern Work GTM services.
  • Driving Cloud Adoption: Encouraging the use of Modern Work digital services and helping customers navigate their journey to the cloud, which includes migration and modernization of their existing IT landscape.
  • Sales Strategy and Execution: Develop and implement sales strategies to promote Modern Work solutions and supporting digital services. This includes setting sales goals, identifying key markets, and creating plans to achieve sales targets.
  • Proposal Preparation and Presentation: Work with pre-sales solution architects to prepare detailed proposals and present them to clients, effectively communicating the benefits and technical aspects of Modern Work solutions.
  • Collaboration with Technical Teams: Working closely with other sales, technical (pre-sales (solution architecture) and post-sales (technical delivery)), and marketing teams within Core42 to develop comprehensive sales strategies and deliver cohesive Modern Work GTM offerings to customers.
  • Negotiating and Closing Deals: Lead Modern Work negotiations with clients and focus on closing sales deals while ensuring that the terms are beneficial for both the client and Core42.
  • Achieving Sales Targets: Meeting or exceeding defined sales goals for Total Contract Value (TCV), including partner and Core42 consumption and adoption targets.
  • Customer Education and Advocacy: Providing insights and knowledge to customers about the benefits and capabilities of Modern Work GTM offerings how these can support their digital transformation initiatives.
  • Market Analysis and Trends: Keeping abreast of market trends and competitor activities in Modern Work and using this information to inform sales strategies and approach.
  • Feedback Loop and Product Improvement: Collect customer feedback and collaborate with product engineering teams to improve Modern Work GTM offerings, providing insights for potential product enhancements if applicable.
  • Compliance and Security Expertise: Understand and provide support on compliance and security standards relevant to Modern Work GTM offerings. This includes understanding how Cloud for Sovereignty controls and features can enable public sector customers to build and digitally transform workloads for Modern Work, while meeting their compliance, security, and policy requirements, without compromising on the performance, innovation, security , or scale of Cloud.
  • Post-Sale Relationship Management: Maintain relationships with clients after the Modern Work sale to ensure satisfaction, address any issues, and explore opportunities for upselling or additional digital services. Assist and contribute towards Core42's ability to enable growth in the use of partner Modern Work products or in the expansion of partner services and workloads utilized by our customers.
  • Continuous Learning and Certification: Keep skills and knowledge current through ongoing training and certifications in Modern Work. Assist and contribute towards Core42's skills and capabilities to achieve the eligible certifications for Modern Work partner GTM offerings like Microsoft, AWS, Cisco, Dell Technologies, HPE and Lenovo.
  • Reporting and Analytics: Use sales data and analytics tools to assess performance, inform decision-making, and report to senior management regarding Modern Work commercial business.

Responsibilities

 Key Role and Responsibilities:

  • Customer Engagement (40%): Spend significant time with customers to develop new Modern Work engagements aligned with technical and business strategies. Work collaboratively with partners and Core42 teams, utilizing core tools and account lists to identify and engage prioritized customers.
  • Technical Leadership (40%): Act as a key technical leader with profound knowledge, influencing customer decisions for Modern Work solutions. Tailor messaging to guide customers on cost-saving benefits, technical discussions, and align appropriate solutions, programs, and resources. Lead technical demonstrations to showcase Modern Work in relation to customers' objectives.
  • Market Strategy Contribution (20%): Influence partner and Core42 Go-to-market strategies by providing feedback on product requirements and sales barriers. Share knowledge and drive initiatives that have a significant business impact.

Additionally, You Will Be Responsible For

  • Sales Execution: Lead solution sales efforts for Modern Work and associated Digital Services. Engage with customers to introduce digital transformation solutions, working closely with account and industry teams on complex sales pursuits.
  • Client Relationships: Develop and nurture relationships within the C-Suite of enterprise accounts, identifying and growing new relationships and opportunities.
  • Sales Cycle Management: Lead sales cycles from initiation to completion for customized modernization and transformation programs. Meet or exceed annual targets for Modern Work Offerings.
  • Cross-Functional Collaboration: Engage with pre-sales support and client relationship teams to drive a pipeline of qualified leads and execute standard sales processes through closure.

Qualifications

Minimum Qualifications:

  • Education: Bachelor's degree in computer science, Information Technology, or related field. Equivalent work experience considered.
  • Experience: Minimum 10+ years in business development or sales, with 3-6+ years in technology-related sales or business development, preferably in cloud computing.
  • Skills: Strong sales track record, solution selling, excellent communication, technical knowledge, customer relationship management, problem-solving, analytical, and adaptability and learning, teamwork and collaboration, time management and organization, persistence and resilience, negotiation, and interpersonal skills. Leadership skills to guide and mentor less experienced personnel.
  • Technical Expertise: Expert knowledge in Microsoft (Microsoft Surface, M365 (Microsoft Office, Microsoft Visio, Windows Enterprise OS, Microsoft Teams, Microsoft Exchange Server, Microsoft SharePoint Server, Microsoft Project, AWS (Amazon Connect), Cisco (Calling, Contact Center, Meetings, Phones/Headsets and collaboration devices), Dell/HPE/Lenovo (Laptops and Desktops) Modern Work technologies. Ability to analyze business requirements and create technical solutions.
  • Certifications: Microsoft 365 Certified: Administrator Expert, Microsoft Office Specialist: Expert, AWS Certified – Cloud Practitioner and Cisco CCNP Collaboration.

Additional Or Preferred Qualifications

  • Education: Master's degree in computer science.
  • Certifications: TOGAF Certified, ITIL Foundations Certified, Cisco CCIEP Collaboration and CompTIA A+.
  • Proven experience in technology-related sales or account management.
  • Experience with Azure and Cisco Pricing Calculator, Azure ROI Tool, and Azure TCO Tool.
  • Knowledge of Microsoft Azure Modern Work solutions.
  • Knowledge of AWS Connect (Contact Center) will be a plus.
  • Knowledge of Cisco Unified Communications, Contact Center, Conferencing and Collaboration Endpoint solutions.
  • Knowledge of Dell/HPE/Lenovo laptop and desktop solutions will be a plus.
  • Experience leading large Modern Work engagements, particularly in migration and modernization.

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