Director of Sales - Utilities (Middle East Market)

Job Description:

We are seeking a hardworking and dedicated Director of Sales with proven experience and a passion for selling Engineering and IT services and solutions within the Middle East Utilities sector, covering key areas such as Telecom, Broadband, CATV, Power, Water, Oil and Gas Distribution. Familiarity with the GIS market and region-specific regulations is a plus. The ideal candidate will bring a strategic approach to business development, a successful sales record, and strong client relationships within the Middle East Utilities landscape. This role focuses on acquiring new customers to achieve sustained growth through consistent sales accomplishments. Success will be measured through customer acquisition rates (new), meeting annual sales targets, maintaining high customer satisfaction, and contributing to overall revenue goals.

Key Responsibilities:

• Business Development and Strategy: Develop and implement a business development and sales strategy focused on securing large-scale projects within the Middle East Utilities sector to drive revenue, growth, and profitability.
• Market Expansion in Middle East Utilities: Identify new opportunities within the Middle East Utilities market, monitor emerging trends specific to the region, expand the customer base, and foster sustainable relationships across the Utilities industry, including key segments like Telecom, Broadband, CATV, Power, Water, Oil and Gas Distribution.
• Sales and Technical Presentations: Prepare and deliver high-impact presentations tailored to senior decision-makers in the Middle East Utilities sector, addressing relevant regional challenges and regulatory considerations.
• Senior Management Connects and Customer Relationships: Build and maintain robust client connections through direct engagement, networking, and participation in industry events within the Middle East Utilities market.
• Establish Key Contacts: Establish and coordinate key contacts with new prospects and the appropriate PIXEL team, serving as the principal client contact when necessary to ensure alignment with Middle East-specific client needs and expectations.
• Pipeline and Targets: Regularly engage with Middle East Utility customers to capture feedback, build a solid pipeline of opportunities, and meet or exceed sales targets.
• Collaboration with Operations: Work closely with delivery and operations teams to enhance client satisfaction, service standards, and quality through feedback and collaboration, addressing any region-specific service expectations.
• Goal Setting and Reporting: Create and advertise weekly, monthly, and quarterly sales goals, and keep company executives apprised of progress toward these goals.
• Sales Reporting: Prepare and review sales reports, ensuring accuracy before submitting them to leadership.
• Competitive Analysis: Assess the competitive landscape, making strategic adjustments to the sales program in response to competitors' actions within the Middle East Utilities market.
• Referral Network Development: Establish a referral network with local businesses and find ways to maximize value from these connections for enhanced sales opportunities.
• Key Performance Tracking: Track and regularly report to the Executive Director/Management on key performance indicators and trends within the Utilities verticals, providing insights to inform strategy and adjustments.
• Principal Client Contact: Act as the main point of contact for clients, coordinating with internal teams to ensure smooth project execution that aligns with Middle East industry standards and regulations.

Required Skills & Qualifications:

• Experience & Track Record: Minimum of 10 years in sales within the Middle East Utilities sector, with a proven history of success in managing relationships and achieving sales goals specific to Middle East-based Utility clients. Experience in the GIS sector and associated softwares is a plus.
• Educational Background: BS degree or equivalent, preferably with an engineering base.
• Industry Contacts & Relationship Building: Strong network of industry executives and decision-makers within the Middle East Utilities market; exceptional relationship-building skills. Connects with CXOs and Decision makers in the designated utilities sector is an absolute must.
• Understanding and Negotiation Skills: Work with customers to ensure the services and/or applications meet their system requirements, including sound negotiation and conflict resolution skills.
• Sales Leadership: Demonstrated ability to drive the sales process from strategy to close; adept at negotiation and conflict resolution, especially in complex, regulated markets like Middle East Utilities.
• Dynamic Leadership & Strategic Thinking: Entrepreneurial, self-motivated, and strategic with strong creative and decision-making abilities tailored to the Middle East Utilities sector.
• Market Insights: In-depth understanding of Middle East market trends, competitive landscape, and technological advancements within the Utilities industry, including regulatory considerations.
• Communication & Presentation Skills: Excellent verbal and written communication, with an ability to deliver impactful presentations that resonate with Middle East Utility stakeholders.
• Partner Connects and Partner Ecosystem : Having channel partner connects serving the utilities segment in the region is a definite advantage.
• Travel & Flexibility: Willingness to travel extensively within the Middle East to meet client and project needs.

This position is ideal for a proactive, results-driven leader who understands the nuances of the Middle East Utilities sector, possesses strong industry connections, and is committed to achieving significant revenue growth through impactful sales strategies, robust reporting, and exceptional client relationships. Middle East has significant Utilities Companies and success of this quota carrying role is heavily dependent on depth of relationships with decision makers and influencers in these companies.
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