Technical Sales Executive

Company not disclosed

Dubai, United Arab Emirates
Salary not specified
Posted
Full-time
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Job Description

Location: Dubai, UAE Territory: United Arab Emirates Department: Sales Reporting To: Sales Manager Employment Type: Full-Time Enterprise Sales Executive – HR Technology 1. Position Purpose CTS is seeking an experienced, presentable and relationship-driven Enterprise Sales Executive to develop and grow the UAE market for and HR related solution. The successful candidate will be responsible for generating new business primarily within medium and large enterprises related to Human Resources and other corporate functions. This is not intended to be an entry-level or purely lead-generation position. CTS is specifically seeking a candidate who already understands the enterprise HR market in the UAE, has successfully sold software or services into these departments, and can bring an established network of relevant corporate relationships. 2. Target Market The primary target market is: • Large enterprises • Medium-sized enterprises • Large corporate groups • Organizations with structured HR, Training or Learning & Development departments The territory will initially cover the United Arab Emirates, with primary focus on Dubai and Abu Dhabi enterprise accounts. 3. Key Responsibilities The Sales Executive will be responsible for: • Developing and executing the UAE sales plan • Identifying and qualifying medium and large enterprise prospects. • Leveraging existing relationships within HR, Training and Learning & Development departments to secure meetings and create opportunities. • Proactively developing new relationships within target accounts. • Presenting and positioning Software Solutions according to the customer's business requirements. • Understanding customer training-management processes, challenges and requirements. • Conducting discovery meetings and coordinating product demonstrations. • Translating customer requirements into appropriate commercial proposals. • Managing the complete sales cycle from prospecting through qualification, demonstration, proposal, negotiation and closure. • Developing relationships with multiple stakeholders within each target organization. • Preparing commercial proposals, quotations and tender responses. • Maintaining accurate opportunity and account information in the company's CRM or sales-management system. • Building and maintaining a qualified sales pipeline sufficient to achieve agreed revenue targets. • Forecasting sales accurately and reporting activity, opportunities, risks and expected closures to management. • Coordinating with CTS technical, implementation and management teams during the sales process. • Maintaining relationships with customers following the sale to support account development, references, renewals and additional opportunities. • Monitoring competitor offerings and market developments within HR Technology, Training Management and Learning solutions. 4. Mandatory Candidate Profile The preferred candidate should have: • Proven B2B sales experience in the UAE. • Previous successful experience selling software, SaaS, technology solutions or professional services to HR, Training, Learning & Development or related departments. • Demonstrable experience dealing with medium and large enterprise customers. • A proven record of independently developing and closing enterprise opportunities. • Established relationships with relevant decision-makers and influencers in the UAE corporate market. • An existing active network covering at least 50 medium and large enterprise customers in the UAE. • Relationships within these accounts that are relevant to HR, Training, Learning & Development, Talent Management or associated functions. • Evidence that the candidate has previously transacted business with a meaningful portion of these organizations rather than merely possessing contact names. • Strong presentation, communication and interpersonal skills. • Professional appearance and the ability to represent CTS confidently in executive-level customer meetings. • Strong commercial negotiation skills. • Ability to communicate business value rather than relying solely on product features. • Ability to independently manage an enterprise sales cycle. 5. Account Relationship Requirement A critical element of candidate selection will be the strength of the candidate's existing enterprise network. Candidates should be capable of identifying at least 50 medium and large UAE organizations with which they presently maintain meaningful business relationships. For shortlisted candidates, CTS may request an account-relationship matrix showing: Company | Industry | Contact Function | Relationship Level | Product/Service Previously Sold | Approximate Transaction Date CTS recognizes that confidential personal contact information should not be disclosed during the initial recruitment stage. The objective is to verify the quality, relevance and commercial depth of the candidate's network, rather than simply collect contact information. 6. Personal Attributes The successful candidate should be: • Highly presentable and professional • Confident without being overly aggressive • Relationship-oriented • Self-motivated • Target-driven • Persistent and disciplined • Consultative in approach • Comfortable engaging senior executives • Capable of opening doors independently • Commercially astute • Organized and accountable • Able to work with limited supervision 7. Education A Bachelor's degree in one of the following or a related discipline is preferred: • Business Administration • Sales & Marketing • Human Resources • Information Technology • Management Equivalent strong professional experience may be considered. 8. Experience Level Preferred: Approximately 5+ years of relevant B2B enterprise sales experience, including substantial experience within the UAE market. The quality of the candidate's track record, customer network and previous transactions will carry greater weight than years of experience alone. 9. Key Performance Indicators Performance may be measured through: • Qualified pipeline generated • Number of target enterprise accounts engaged • Number of new customer meetings • Number of qualified opportunities • Value of active pipeline • Proposal value • Sales conversion rate • New customers acquired • Revenue and gross profit achieved • Sales target achievement • Accuracy of sales forecasts • Expansion of CTS relationships within strategic accounts 10. Critical Selection Criteria A candidate should not be considered a strong fit merely because they have generic sales experience. CTS should prioritize candidates who demonstrate all or most of the following: 1. UAE enterprise sales experience. 2. Software or services selling experience. 3. Direct experience selling to HR / Training / L&D buyers. 4. Existing relationships with at least 50 relevant medium and large organizations. 5. Evidence of previous commercial transactions with enterprise customers. 6. Strong presentation and executive communication capability. 7. Proven ability to independently originate and close business.

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