Enterprise Sales Account Manager (KSA)
- Saudi Arabia
- Permanent
- Full-time
- Lead the full sales cycle for Infor ERP and SaaS solutions.
- Take responsibility for pipeline development, forecasting, and deal progression using Salesforce and MEDDPICC methodologies.
- Drive accountability for achieving and exceeding revenue targets.
- Build strong relationships with key stakeholders, including executives in family conglomerates and large enterprises within Saudi Arabia.
- Effectively articulate the business value of Infor solutions, aligning them with customer challenges and goals.
- Conduct high-impact customer presentations and facilitate solution workshops.
- Solutions Consulting: Collaborate to tailor demonstrations and proof-of-concept activities.
- Solution Delivery: Align expectations for seamless implementations.
- Marketing: Develop and execute account-specific campaigns.
- BDRs (Business Development Representatives): Ensure consistent lead generation and qualification.
- Engage with and leverage channel partners for extended reach in accounts, ensuring alignment with Infor's go-to-market strategy.
- Maintain ownership of the sales process, even when partners are involved.
- Focus exclusively on selling SaaS solutions, driving subscriptions and renewals.
- Stay updated on cloud and SaaS trends, incorporating them into customer conversations.
- Adhere to Infor's structured sales methodologies, including MEDDPICC, for effective opportunity qualification and progression.
- Utilize Salesforce and other tools for pipeline management and reporting with high accuracy and diligence.
- Experience in SaaS sales is mandatory; exposure to AI, RPA, Data Analytics, or Process Automation is highly desirable.
- Familiarity with working with family conglomerates in the Saudi Arabian market is an advantage.
- Technical Knowledge:
- Understanding of ERP ecosystems, cloud technologies, and business process automation.
- Ability to grasp complex solutions and translate technical capabilities into business benefits.
- Methodology: Expertise in MEDDPICC or similar sales methodologies is preferred.
- Customer Focus: Exceptional ability to understand customer needs and drive conversations that emphasize business value.
- Collaboration: Skilled in working cross-functionally and fostering partnerships with both internal teams and external partners.
- Accountability: Strong ownership mindset, ensuring consistent follow-through and delivery.
- Communication: Excellent presentation, negotiation, and interpersonal skills.
- Adaptability: Ability to navigate complex sales cycles within culturally diverse environments, particularly in the Saudi Arabian market.
- Language: Fluency in English is required; Arabic proficiency is a strong advantage.
- Travel: Willingness to travel extensively within Saudi Arabia for client and partner meetings.
- Tools: Proficient in Salesforce and other CRM/sales tools.