3 876 Solution Sales jobs in the United Arab Emirates

CyberArk (with the acquisition of Venafi in 2024) is the leader in Machine Identity Management and serves hundreds of global companies protecting their business through the deployment of its technologies. We offer a unique and comprehensive approach of identities (humans and machines) to their customers simplifying and expanding governance and controls accelerating crypto agility acquisition and reducing risk exposure.

As a Machine Identity Security (MIS) Solution Sales Specialist youll play a vital role in the success of CyberArks MIS solutions and Business Unit.This is a hybrid role specifically selling the full suite of our MIS software platform and professional services to enterprise customers.

You will be responsible for the new customer acquisition and customer growth of MIS Solutions inthe META Region (Middle East Turkey and Africa) based in Dubaias a strategic member of the selling team to large and complex customers. Desired result is acquiring new annual recurring revenue at or above assigned bookings targets. A key function of this role is establishing a highly collaborative working relationship with the CyberArk account teams in your territory for prospecting qualifying and closing the created opportunities for CyberArk.

Responsibilities:

• Work independently and as part of a sales team to Identify scope negotiate and close new sales opportunities in order to meet and exceed established sales quota. Provide comprehensive account plans and strategies to win new business with new and existing customers.
• As a central asset of our organization driving MIS sales you will articulate your efforts and strategy leveraging the other profiles and teams at your disposal such as pre sales and post sales teams Field marketing operations Product Management or Channel.
• Establish and maintain customer relationships at the executive business decision-maker level including but not limited to CISO CIO and other executives responsible for identity management security risk compliance and governance.
• Develop & present compelling business cases to customers maintain expert-level knowledge of all elements of the business case including the drivers of cost benefits and risk.
• Promote CyberArks Machine Identity solution portfolio by understanding and communicating key customer requirements and use cases that will both meet prospects and customers strategic initiatives but also broaden CyberArk product and solution capabilities.
• Drive account management responsibilities including solution improvement solution offering configuration management order issuance service delivery service management and revenue recognition.

#LI-SR2

#LI-Hybrid

Qualifications :

• Ideally you have 7 years of prior sales experience in cybersecurity identity access management Cryptography or related markets inthe META regionand for the enterprise or public sector.
• A demonstrated history of strategic account management and software sales consistently meeting or exceeding a quota
• A demonstrated history of successful collaboration as part of a sales/account team in a strategic selling capacity and leadership in the sale cycle management.
• A mastering of complex solution-selling technics methodology and strategy will be a key success factor
• Excellent oral and written communication skills and capable of presenting technical concepts and product solutions to audiences ranging from IT staff to business executives.
• Ability to travel within assigned territory and other locations approximately 20% of the time.
• Bachelors degree or equivalent experience
• Proficiency in Arabic and English

Additional Information :

We are proud to foster a diverse and inclusive workplace where every individuals unique background perspective and contribution is celebrated. We believe that by embracing diversity we drive innovation and create a stronger more united team. Inclusion is at the heart of who we are and how we succeed. All qualified applicants will receive consideration for employment without regard to race colour age religion sex sexual orientation gender identity or disability. Upon conditional offer of employment candidates are required to complete a comprehensive background check as per our internal policy.
CyberArk is an equal opportunities employer. If you would like any special arrangements made for your interview please inform the EMEA Talent Acquisition team upon your application so that we may take steps to accommodate your needs.

Remote Work :

No

Employment Type :

Full-time

• You are responsible for winning Business Transformation Deals (Cloud, Software, Managed Services, Applications, SAP, Oracle) in all industries; establishing value proposition; ensuring customer satisfaction, and maintaining excellent customer relationships leading to 100% target achievement.
• You are required to manage and orchestrate all resources to attain the required results at the account. Responsibilities include acting as a key interface between the customer and all parties, both internally and externally, for site visits, solutions presentations, proof of concepts (POC), submission of proposals and bids, contract negotiations, project implementation, attending to customer complaints, and ensuring that all EES and external resources are responding to customer needs and inquiries on time.
• You are the checkpoint before submission of proposals to customers. Your responsibilities include verification of prices, T&Cs, and technical information and architecture.
• You must play an integral role in new business pitches and hold responsibility for the effective onboarding of new clients.
• You are required to conduct detailed account planning at the beginning of every fiscal year, understand and document strategic initiatives of the customer's requirements, budgets available, key decision makers, and key factors involved in final decision-making. Assist in RFP preparation and keep close follow-up until the contract is won by EES. Update the account plan periodically on CRM and inform your management accordingly.
• Your focus should be on growing and developing existing clients, together with generating new business.
• Responsible for the continued growth of client relationships, ensuring customer satisfaction at all times.
• Responsible for promoting and cementing EES's professional reputation with all parties at all times.

• Graduate in Management or Computer Science.
• 8-10 years of experience in selling solutions like Cloud, Software, Applications, SAP, Oracle, etc., within the region.
• Solid Account Management experience with well-established C-Level connections in large enterprises within the region.
• Results-oriented with a drive to ensure deal closures and the will to overachieve.
• Excellent communication and presentation skills.
• Confident, assertive, with a professional appearance.
• Team player with the desire and willingness to work with others to achieve objectives.
• Problem Solving: Considers all options, weighs up the advantages and disadvantages; approaches problem-solving in a logical manner.

• You are responsible for winning Business Transformation Deals (Cloud, Software, Managed Services, Applications, SAP, Oracle) in all industries; establishing value proposition; ensuring customer satisfaction, and maintaining excellent customer relationships leading to 100% target achievement.
• You are required to manage and orchestrate all resources to attain the required results at the account. Responsibilities include acting as a key interface between the customer and all parties, both internally and externally, for site visits, solutions presentations, proof of concepts (POC), submission of proposals and bids, contract negotiations, project implementation, attending to customer complaints, and ensuring that all EES and external resources are responding to customer needs and inquiries on time.
• You are the checkpoint before submission of proposals to customers. Your responsibilities include verification of prices, T&Cs, and technical information and architecture.
• You must play an integral role in new business pitches and hold responsibility for the effective onboarding of new clients.
• You are required to conduct detailed account planning at the beginning of every fiscal year, understand and document strategic initiatives of the customer's requirements, budgets available, key decision makers, and key factors involved in final decision-making. Assist in RFP preparation and keep close follow-up until the contract is won by EES. Update the account plan periodically on CRM and inform your management accordingly.
• Your focus should be on growing and developing existing clients, together with generating new business.
• Responsible for the continued growth of client relationships, ensuring customer satisfaction at all times.
• Responsible for promoting and cementing EES's professional reputation with all parties at all times.

• Graduate in Management or Computer Science.
• 8-10 years of experience in selling solutions like Cloud, Software, Applications, SAP, Oracle, etc., within the region.
• Solid Account Management experience with well-established C-Level connections in large enterprises within the region.
• Results-oriented with a drive to ensure deal closures and the will to overachieve.
• Excellent communication and presentation skills.
• Confident, assertive, with a professional appearance.
• Team player with the desire and willingness to work with others to achieve objectives.
• Problem Solving: Considers all options, weighs up the advantages and disadvantages; approaches problem-solving in a logical manner.

Tasks

• Identify and pursue new business opportunities in the IT solutions market focusing on AI products and staff augmentation services.
• Develop and maintain strong relationships with potential and existing clients to understand their business needs and provide tailored solutions.
• Collaborate with internal teams to design and present compelling proposals and presentations that highlight the companys capabilities and offerings.
• Negotiate contracts and close deals ensuring alignment with company goals and client satisfaction.
• Stay updated on industry trends competitor activities and market changes to inform sales strategies and identify potential growth areas.

• Bachelors degree in Business Marketing or a related field; an MBA is a plus.
• Proven track record in IT solution sales or business development preferably within the software development industry.
• Strong understanding of artificial intelligence products and the ability to articulate their value proposition to potential clients.
• Excellent communication and negotiation skills with the ability to build and maintain strong client relationships.
• Ability to work independently and as part of a team with a proactive approach to achieving sales targets and business objectives.

Our Company

We're Hitachi Vantara, a global infrastructure business. Our people are the force of meaningful progress. We enable the incredible with data – from taking theme park fans on magical rides, conserving natural resources, protecting rainforests to saving lives. We empower businesses to automate, optimize and advance innovation. Together, we create a sustainable future for all. Imagine the sheer breadth of talent it takes to inspire the future.

The Role

In today's competitive landscape, enterprises are constantly seeking ways to optimize operations, gain deeper customer insights, and stay ahead of the curve. Artificial intelligence (AI), and the High Performance Data Platforms supporting AI use cases, have emerged as game-changers, offering powerful solutions to Enterprises. Based on our heritage, market position and solutions, we believe that Hitachi Vantara is uniquely positioned to help Enterprises on their AI journey.

As a Solution Sales Specialist, your core responsibility will be growing Hitachi Vantara's AI & High Performance Data Platforms infrastructure business in the Middle East whilst collaborating with colleagues across other EMEA & Global Markets.

As well as a successful track record in Solution Sales, you will be able to demonstrate a good working knowledge of the current trends & developments in AI and the key infrastructure solutions (GPU Computing, High Performance Data Platforms, Data Pipelines, Object Storage, etc.) & services required to ensure successful deployments.

Whilst the reporting line for this role is to the Global Sales Leader – AI & High Performance Data Platforms, the successful candidate will work very closely with the Middle East Sales, Presales & Partner teams on a daily basis.

Success will be measured through development of solution pipeline, strategic wins and overall revenue target attainment.

This is a regional role that will require a degree of travel within & outside of the Middle East region.

Core Responsibilities

• Overall responsibility for ensuring AI & High Performance Data Platform opportunities in the Middle East market are well supported, managed and executed.
• Attainment of the revenue objectives & other agreed KPIs, including but not limited to:
• Pipeline Generation
• Internal & external awareness & enablement activities
• Partner engagement & cultivation
• Ensuring the Middle East market requirements are communicated & understood at the global level.
• Be an active member of the global team by sharing and learning from experiences & best practices.

What You´ll Bring

• A minimum of 10 years' experience in Product / Solution Sales in a High Value solution-oriented company.
• Good Sales knowledge in one of the following areas: High Performance Data Platforms, High-Performance Computing, GPU platforms, Object Storage Solutions. Prior experience of AI Infrastructure sales highly desirable.
• Exceptional communication and presentation skills, able to adapt to the target audience (internal, external & seniority levels).
• Demonstrated ability to manage multiple engagements – prioritization, planning, task delegation & attention to detail.
• Self-motivated, tenacious & comfortable working in a virtual, global team structure.
• Ability to quickly learn, understand and work with new and emerging technologies, methodologies, solutions and partners.
• Degree level qualification in a relevant subject area, e.g. Computer Science / Engineering, desirable.

About Us

We're a global team of innovators. Together, we harness engineering excellence and passion for insight to co-create meaningful solutions to complex challenges. We turn organizations into data-driven leaders that can make a positive impact on their industries and society. If you believe that innovation can inspire the future, this is the place to fulfil your purpose and achieve your potential.

Championing diversity, equity, and inclusion

Diversity, equity, and inclusion (DEI) are integral to our culture and identity. Diverse thinking, a commitment to allyship, and a culture of empowerment help us achieve powerful results. We want you to be you, with all the ideas, lived experience, and fresh perspective that brings. We support your uniqueness and encourage people from all backgrounds to apply and realize their full potential as part of our team.

How We Look After You

We help take care of your today and tomorrow with industry-leading benefits, support, and services that look after your holistic health and wellbeing. We're also champions of life balance and offer flexible arrangements that work for you (role and location dependent). We're always looking for new ways of working that bring out our best, which leads to unexpected ideas. So here, you'll experience a sense of belonging, and discover autonomy, freedom, and ownership as you work alongside talented people you enjoy sharing knowledge with.

We're proud to say we're an equal opportunity employer and welcome all applicants for employment without attention to race, colour, religion, sex, sexual orientation, gender identity, national origin, veteran, age, disability status or any other protected characteristic. Should you need reasonable accommodations during the recruitment process, please let us know so that we can do our best to set you up for success.

Tasks

• Identify and target new business opportunities in the IT industry.
• Develop and implement strategic sales plans to achieve revenue targets.
• Build and maintain strong relationships with potential and existing clients.
• Collaborate with internal teams to ensure the delivery of high-quality IT solutions and services.
• Conduct market research to stay informed about industry trends and competitor activities.
• Present compelling sales pitches and negotiate deals with clients.
• Provide regular sales reports and forecasts to management.

Requirements

• Bachelor's degree in Business, IT, Marketing, or a related field.
• 3-5 years of experience in IT sales or business development.
• Proven track record of achieving sales targets.
• Strong knowledge of IT products and services.
• Excellent communication, negotiation, and interpersonal skills.
• Ability to work independently and as part of a team.

Tasks

• Identify and pursue new business opportunities in the IT solutions market focusing on AI products and staff augmentation services.
• Develop and maintain strong relationships with potential and existing clients to understand their business needs and provide tailored solutions.
• Collaborate with internal teams to design and present compelling proposals and presentations that highlight the companys capabilities and offerings.
• Negotiate contracts and close deals ensuring alignment with company goals and client satisfaction.
• Stay updated on industry trends competitor activities and market changes to inform sales strategies and identify potential growth areas.

• Bachelors degree in Business Marketing or a related field; an MBA is a plus.
• Proven track record in IT solution sales or business development preferably within the software development industry.
• Strong understanding of artificial intelligence products and the ability to articulate their value proposition to potential clients.
• Excellent communication and negotiation skills with the ability to build and maintain strong client relationships.
• Ability to work independently and as part of a team with a proactive approach to achieving sales targets and business objectives.

We help businesses excel by delivering tailored solutions.

Our goal is to empower organizations to achieve their full potential.

To do this, we focus on collaboration and a shared passion for innovative problem-solving.

Our team environment is highly collaborative, with a strong emphasis on learning and development. We offer recognition for individual contributions and various benefit options to suit your needs.

Key Responsibilities:

• Identify opportunities, manage the sales pipeline, and close deals.
• Develop compelling solution value propositions for each opportunity.
• Analyze growth opportunities using White Space analysis.
• Collaborate with account teams on sales campaigns.
• Nurture customer relationships at the solution area/buying center level.
• Progress opportunities for cloud adoption or expanding existing accounts.
• Maintain in-depth knowledge of business models, strategies, and end-to-end business processes.
• Stay informed about industry trends and competitors.
• Utilize SAP's comprehensive team of experts and industry knowledge to address customer needs effectively.
• Collaborate with presales, delivery alliances, and marketing teams.
• Foster customer participation in relevant SAP communities, programs, and events.
• Facilitate partnerships with the partner ecosystem.

Drive SAP Customer Experience growth in Saudi Arabia by leading sales of Commerce, Sales, Service, Marketing, and Customer Data Cloud solutions to large enterprises and government entities.

Required Skills and Qualifications:

• Proven track record in business application software sales with overachievement of quota
• 5 years of experience in sales of business software/IT solutions
• In-depth understanding of the solution and its innovations
• Broad knowledge of the SAP solution portfolio and the business processes it enables to drive customer value conversations
• Established relationships with account teams, Customer Business Office (CBO) teams, and relevant geo unit leaders
• Alignment with product/solution management teams and marketing organizations (a plus)
• Demonstrated success with large transactions and challenging sales pursuits
• Proven contractual and negotiation skills
• Experience driving renewals, expansions, and up-sells of subscription or perpetual license-based solutions
• Knowledge of financial competitive regulatory environment

Benefits:

• Excellent verbal and non-verbal communication skills
• Strategic thinker with high degree of creativity and innovation
• Strong executive presence
• Results-driven approach
• Commercial/deal support skills, especially for subscription-based solutions

Other Requirements:

• Learning Agility
• Collaboration
• Complex Problem Solving
• Creative Thinking
• Effective Communication
• Agile Methodology
• Process Improvement
• SaaS
• Cyber Security
• KPIs
• SAP Cloud Suite Portfolio
• RISE and GROW with SAP
• Net New Sales
• Competitive Positioning
• CX Engagement
• Demand Generation
• CVP
• Demonstration Skills
• Industry Knowledge
• Negotiation
• Overcoming Objections
• Relationship Building

Keyword: CustomerSuccess