Major Account Manager – MEA

This is a fully remote position, open to applicants in United Arab Emirates (UAE).

📋 Description

• Identify and create new leads and opportunities within designated strategic customer accounts through upselling and cross-selling.

• Establish, oversee, and uphold customer requirements, which include conducting quarterly business reviews.

• Guide customers throughout their journey with SonarSource's commercial products.

• Cultivate relationships with key advocates within current customer accounts.

• Assess and provide quotes for customer software licensing needs.

• Negotiate and finalize upgrades to current implementations.

• Engage with customers via phone, email, video conferencing, and in-person meetings when required.

• Assist with account-based, customer-centric marketing initiatives.

• Develop, enhance, and disseminate best practices within the sales team.

• Document and report account and opportunity data in Salesforce.com (SFDC).

• Utilize Salesforce.com to set daily activities and accurately predict opportunity pipeline.

⛳️ Requirements

• Over 7 years of proven success in a B2B sales environment, preferably within SaaS or subscription-based models.

• Demonstrated experience in building and nurturing customer relationships.

• Proven track record of selling technical products to a technical audience.

• Experience in selling to the Middle East/MEA market.

• Proficient in account planning and prospecting using tools such as ZoomInfo, LinkedIn, calling, and networking.

• Expertise in navigating and expanding pipelines within existing customer accounts from lead qualification to closing deals.

• Experience in supporting and selling to large enterprise clients.

• Proven ability to manage and negotiate enterprise deals exceeding 100k USD.

• Capability to drive sales processes through phone, email, virtual meetings, and on-site engagements.

• Strong communication skills with executive-level contacts, delivering tailored value propositions.

• Proficient in using Salesforce.com.

• Customer-centric mindset.

• Professional-level proficiency in written and spoken English.

• Excellent communication and listening abilities, including objection handling and receptiveness to feedback and coaching.

• Team-oriented, self-motivated, and proactive attitude.

🏝️ Benefits

• A dynamic work environment that emphasizes respect, kindness, and the opportunity to fail and recover.

• Flexible work policy: 3 days in the office and 2 days working from home each week near office locations.

• Fully remote work options available in certain locations, including Dubai, India, Japan, and Australia.

• Continuous education and support for skill development.

• Regular meetings, updates on cascading messages, and organizational growth information.

• Equal opportunity employer.

• Support for accommodations available.

• Background checks and reference verification contingent upon employment offers.