One of the Leading IT Firms are looking for Senior Sales Engineer
Requirement - ARAB's Only
Please note: We are looking for Senior Sales Engineer members with experience Sales of Software, Business solutions, coming from a systems integrator or solutions provider background,with focus on Document Management or Content Management lines.
Brief Description
The Senior Sales Engineer is responsible for identifying leads, engaging proactively in business development, analyzing RFI/RFP, managing the bidding process, developing quotations and responses to RFI/RFP, negotiating proposals and contract terms, and closing deals with the ultimate purpose of increasing sales volume and meeting sales targets.
The ideal candidate would come from a Systems Integrator background, and have worked in various capacities encompassing sales, presales, and business analysis, and having a proven track record of exceeding sales targets and a strong network of connections within relevant industries in the GCC region, especially UAE.
Main Functions and Responsibilities
Responsible for achieving the assigned sales target and enhancing general sales capacity within the country / region / sector.
Responsible for collecting information on market and industry trends, tenders, incumbents, technology, and price sensitivity for prioritized industries and identifying potential leads.
Identify, build and maintain strong relationships with entities within prioritized industries.
Maintain relationship with existing customers and identify opportunities to upsell/expand portfolio.
Work proactively with customers whenever possible on issuing the RFP to ensure high match between the technical specifications of the provided solutions to the tender technical requirements to maintain high degree of competitiveness.
Maintain complete knowledge and understanding of any tender or bidding requests from customer / partner and recommend approach to tender (bidding structure) accordingly.
Responsible for tender evaluation and bid management processes. Lead the preparation of RFI/RFP response in collaboration with Product Management, Software, Operations, Legal and Finance teams.
Negotiate proposals and contract terms to close deals while minimizing risks and ensuring profitability.
Liaise with Operations division to hand over awarded contracts along with all project details.
Educate clients and channel partners about relevant products and technologies through presentations, marketing materials, site visits, etc.
Responsible for managing the sales pipeline, entering any required information in the CRM system, and ensuring that accurate documentation is presented at all times.
Maintain presence in relevant trade shows.
Background and Experience
Degree in Business Administration or Computer Engineering / Science; MBA is a plus.
Experience of 5+ years within similar role.
Proven expertise in sales, account management, business development, creation and identification of opportunities, thus ensuring deals are materialized.
Proven track record of exceeding sales targets.
Strong network of connections within relevant industries in the GCC region, especially UAE.
Demonstrated expertise in managing and developing technical and financial proposals.
Effective selling and negotiation skills.
Excellent writing, communication, and presentation skills.
Good understanding of finance and accounting principles, especially budgeting.
Having thorough knowledge in at least two of the following domains, with a good level of familiarity within the others:
Physical Security Systems (Access Control, Time Attendance, Surveillance, ANPR, etc.)
Homeland Security / Law Enforcement Systems
Keys and Devices Management Systems (intelligent key cabinets, locker systems)
Enterprise Business Applications (ECM, BPM, Case Management, e-Correspondence, etc.)
Electronic / Smart Government (e/m-Services, ESB/GSB, etc.)
Electronic Payment (EBPP, Prepaid Systems, etc.)
UAE