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Trimble Inc.

<div>
 
 Your Title:
 
 Key &amp; Major Accounts Manager, Trimble Construction Software
 
 
 
 Your Location
 
 : Dubai, UAE
 
 
 
 Your division:
 
 AECO - Architects, Engineers, Construction &amp; Owners
 
 
 
 If your vision is about transforming the construction industry landscape using innovative technology solutions then you can be the one we are looking for.
 
 
 
 We are seeking a dynamic and results-driven Enterprise Accounts Manager for our Construction division at Trimble in Dubai. In this role, you will directly report to the Regional Sales Director.
 
 
 
 What You Will Do
 
 
 
 As an Enterprise Accounts Manager, you will be pivotal in nurturing and growing strategic relationships with our Enterprise-market clients. in the construction sector, and also identify, engage, and win new potential enterprise customers in the region.
 
 
 
 Your Key Responsibilities
 
 
 
 
 Client Relationship Management:
 
 
 
 <ul>
 <li>
 Develop and maintain strong relationships with construction industry clients.
 </li>
 <li>
 Understand clients' business objectives, challenges, and pain points to provide tailored solutions and sell the Trimble Connected Construction workflow.
 
 
 </li>
 </ul>
 
 Strategic Account Planning
 
 
 
 <ul>
 <li>
 Create and execute strategic account plans to maximize revenue growth.
 </li>
 <li>
 Identify opportunities for upselling and cross-selling Trimble's products and services, and be able to create a good footprint at the customer organization with Trimble products.
 
 
 </li>
 </ul>
 
 Product Knowledge
 
 
 
 <ul>
 <li>
 Having knowledge of Trimble's construction technology products and their applications. Demonstrate the ability to effectively communicate the value of our construction cloud platform solutions (Tekla suite of products, Viewpoint, Trimble Connect, Quadri, Stabicad,etc) to clients.
 
 
 </li>
 </ul>
 
 Sales And Revenue Growth
 
 
 
 <ul>
 <li>
 Achieve and exceed sales targets for assigned accounts to identify new business opportunities within existing accounts and work towards closing deals.
 </li>
 <li>
 Looking for adoption and expansion with new clients as well.
 
 
 </li>
 </ul>
 
 Market Analysis
 
 
 
 <ul>
 <li>
 Stay updated on industry trends, market conditions, and competitors' offerings.
 </li>
 <li>
 Provide feedback to product development teams to enhance Trimble's offerings.
 
 
 </li>
 </ul>
 
 Reporting And Documentation
 
 
 
 <ul>
 <li>
 Maintain accurate records of client interactions, sales activities, and account information in Salesforce.
 </li>
 <li>
 Prepare regular reports on account performance and revenue forecasts.
 
 
 </li>
 </ul>
 
 What Skills And Experience You Should Bring
 
 
 
 <ul>
 <li>
 Bachelor's degree in Business, Engineering, or a related field
 </li>
 <li>
 Minimum 10 years of Experience in B2B software/SaaS sales with not less than 5 years in Large Account/ Key Account Management, precisely in the construction domain
 </li>
 <li>
 Deep knowledge of the construction industry and utilization of the construction software solutions preferred.
 </li>
 <li>
 Strong understanding of technology and software solutions, and software Subscription model.
 </li>
 <li>
 Strong background in Construction technology trends, and available solutions in the market
 </li>
 <li>
 Excellent communication, listening, negotiation, and presentation skills in Arabic and English.
 </li>
 <li>
 Exceptional problem-solving and analytical skills.
 </li>
 <li>
 Ability to travel as needed to meet with clients.
 </li>
 <li>
 Exceptional negotiation skills with hands-on enterprise-level agreements and complex deals.
 </li>
 <li>
 Proficiency in Salesforce and Microsoft Office Suite.
 </li>
 <li>
 Exceptional presentation skills for small/large crowds
 </li>
 <li>
 Ability Develop and foster solid relationships with C-Level personas and key stakeholders to influence Trimble&rsquo;s growth.
 
 
 </li>
 </ul>
 
 About Your Location:
 
 
 
 Your location will be preferable at our Dubai office.
 
 
 
 About Trimble Construction
 
 
 
 Trimble is developing technology, software and services that drive the digital transformation of construction with solutions that span the entire architecture, engineering and construction (AEC) industry. Empowering teams across the construction lifecycle, Trimble's innovative approach improves coordination and collaboration between stakeholders, teams, phases and processes. Trimble's Connected Construction strategy gives users control of their operations with best-in-class solutions and a common data environment. By automating work and transforming workflows, Trimble is enabling construction professionals to improve productivity, quality, transparency, safety, sustainability and deliver each project with confidence.
 
 
 
 
 How to Apply:
 
 
 Please submit an online application for this position by clicking on the &lsquo;Apply Now&rsquo; button located in this posting.
 
 
 
 
 Join a Values-Driven Team: Belong, Grow, Innovate.
 
 
 
 
 At Trimble, our core values of Belong, Grow, and Innovate aren't just words&mdash;they're the foundation of our culture. We foster an environment where you are seen, heard, and valued (Belong); where you have an opportunity to build a career and drive our collective growth (Grow); and where your innovative ideas shape the future (Innovate). We believe in empowering local teams to create impactful strategies, ensuring our global vision resonates with every individual. Become part of a team where your contributions truly matter.
 
 
 Trimble&rsquo;s Privacy Policy
 
 
 If you need assistance or would like to request an accommodation in connection with the application process, please contact AskPX@px.trimble.com.
</div>

Enterprise Account Manager

EPAM Systems

<div>We're looking for a Business Development Manager to join our hybrid team in Dubai.
In this role, you will drive growth in Adobe Experience Cloud and ServiceNow solutions across the UAE and Middle East region. You will focus on generating new business, developing strategic partnerships with Adobe and ServiceNow, and expanding EPAM&rsquo;s presence in enterprise accounts. This is an opportunity to influence large-scale digital transformation initiatives for market-leading organisations and deliver impactful technology solutions.
Responsibilities<ul><li>
Drive new client acquisition focused on Adobe Experience Cloud and ServiceNow services across the UAE and Middle East
</li><li>Hunt for greenfield opportunities while expanding relationships within enterprise organisations through consultative engagement
</li><li>Build and maintain strategic partnerships with Adobe, ServiceNow and their regional ecosystems to create joint go-to-market opportunities
</li><li>Collaborate with EPAM and vendor solution teams to develop proposals, RFP responses and market strategies
</li><li>Manage the entire sales cycle including discovery sessions, solution alignment and commercial negotiations with legal and delivery support
</li><li>Support marketing initiatives and alliance-driven campaigns to strengthen EPAM&rsquo;s positioning within Adobe and ServiceNow ecosystems
</li><li>Represent EPAM at industry events and vendor partner summits to promote thought leadership and regional visibility
</li><li>Maintain accurate sales pipeline information, forecasts and track progress against growth objectives
</li></ul>Requirements<ul><li>
Minimum 7 years of experience in technology or business development with a strong track record in enterprise account acquisition
</li><li>Solid understanding of Adobe Experience Cloud products and ServiceNow platforms
</li><li>Established relationships with Adobe and/or ServiceNow sales and alliance teams across the Middle East
</li><li>Bachelor&rsquo;s degree in business, marketing or a related discipline
</li><li>Experience managing full end-to-end sales cycles including solution design coordination and contract negotiation
</li><li>Excellent communication and presentation skills with strong relationship-building capabilities in English
</li><li>Ability to work independently and manage multiple stakeholders in a fast-paced environment
</li><li>Knowledge of digital transformation initiatives, workflow automation and customer experience platforms
</li></ul>Nice to have<ul><li>
Previous experience within Adobe or ServiceNow partner ecosystems
</li><li>Awareness of cloud platforms, enterprise application integration and CRM tools
</li><li>Arabic language proficiency</li></ul>
We offer<ul><li>
End of service gratuity</li><li>
Private healthcare and life insurance</li><li>
Employee assistance program</li><li>
Wellness program</li><li>
Annual air travel allowance for expatriates</li><li>
Regular performance feedback and salary reviews</li><li>
Global travel medical and accident insurance</li><li>
Referral bonuses</li><li>
Learning and development opportunities including in-house training and coaching, professional certifications, over 22,000 courses on LinkedIn Learning Solutions and much more</li></ul></div>

Business Development Manager - Adobe/ServiceNow

Tuum

<div>
 
 Tuum is a next-generation banking platform. We enable fintech and banks to rapidly offer seamless and tailored financial services to their customers. Our core banking platform is revolutionising the financial services industry. The platform is API-based, consisting of flexible and independent modules covering all retail and business banking capabilities for quick and easy integration.
 
 
 Launched in 2019, Tuum is headquartered in Tallinn and is backed by investors including Citibank, BlackFin Capital Partners, Karma Ventures, Portage Ventures, SpeedInvest, and CommerzVentures.
 
 
 
 
 
 We are looking for a strong
 
 Account Executive
 
 to join our fast growing Global Commercial team and contribute to Tuum&rsquo;s growth strategy. As an Account Executive, you will be the face of Tuum to some of the most prominent banks, digital challengers, fintechs and non-banking financial institutions. If you have a track record of serving as a trusted client advisor while driving substantial revenue growth - this role is for you.
 
 
 
 
 
 
 What You'll Be Doing
 
 
 
 
 
 <ul>
 <li>
 Challenge traditional customer perceptions, provide insights, and drive constructive tension to ultimately influence and reshape buying decisions
 </li>
 <li>
 Drive and deliver significant quarter-over-quarter and year-over-year revenue growth
 </li>
 <li>
 Manage all aspects of key accounts, including account expansion, client retention, and client experience, by identifying and pursuing opportunities to increase revenue and improve client outcomes.
 </li>
 <li>
 Drive sustainable and profitable growth to exceed revenue targets.
 </li>
 <li>
 Engage in ongoing dialogue with clients to uncover their most pressing business challenges and match them to our evolving product enhancements, while also anticipating their future needs and recommending strategic solutions.
 </li>
 <li>
 Generate demand by co-developing strategies and solutions to improve client business performance and achieve their strategic objectives, bringing new ideas and industry best practices to client conversations.
 </li>
 <li>
 Manage and lead RFPs, negotiate, and deliver on-site pitches to existing and prospective clients.
 </li>
 <li>
 Build and nurture deep, long-term, mutually beneficial relationships with key client decision-makers by consistently providing valuable advice and becoming a trusted resource in their decision-making process.
 </li>
 <li>
 Network extensively, both externally and internally, building relationships with influential client stakeholders and internal partners.
 </li>
 </ul>
 
 
 
 
 
 Our expectations
 
 
 
 
 
 <ul>
 <li>
 5-10 years of experience managing enterprise accounts and driving new business in financial technology, banking, or related fields.
 </li>
 <li>
 Proven experience selling complex software or services to banks/financial institutions, with a clear ability to explain and quantify the business value of what you're selling, beyond just its features.
 </li>
 <li>
 History of exceeding significant revenue targets by successfully finding, developing, and closing complex, high-value deals.
 </li>
 <li>
 Experience in developing and presenting transformative solutions to clients, including large-scale core banking modernisations or digital change programmes, based on a thorough analysis of their business needs.
 </li>
 <li>
 Strong understanding of business principles and a desire to learn &ndash; you can explain complex industry trends, translate them into specific challenges for clients, and clearly position Tuum as the unique solution.
 </li>
 <li>
 Skilled in leading and negotiating SaaS and non-SaaS service agreements and closing deals while keeping the client's best interest in mind.
 </li>
 <li>
 Proven ability to challenge clients' existing ideas constructively, build long-term, beneficial client relationships through a problem-solving approach, and influence C-level executives by offering new insights.
 </li>
 <li>
 Solid working knowledge within one or more of the following areas: digital transformation, core banking systems, cloud-native software, enterprise architecture, payments, lending, or deposits.
 </li>
 </ul>
 
 
 
 
 
 What We Offer
 
 
 
 
 
 <ul>
 <li>
 Competitive salary
 </li>
 <li>
 Tuum stock options
 </li>
 <li>
 Hybrid-working (3 days a week in the office)
 </li>
 <li>
 4 day work week during the summer months (June, July, August)
 </li>
 <li>
 Private health insurance
 </li>
 <li>
 Career opportunities to grow both professionally and personally as we scale
 </li>
 <li>
 Bright and warm-hearted team of professionals delivering great things together
 </li>
 <li>
 All-hands-on-deck-approach (meaning that everyone delivers value regardless of responsibilities)
 </li>
 </ul>
 
 
 
 
 We are an equal opportunity employer and value diversity at our company. We actively hire for cultural growth and welcome people of all ages, backgrounds and value people who take a journey unique to them. Equality, diversity and inclusion are our priority and we are committed to ensuring all job applicants are treated equally. All applicants will be treated fairly and will be considered for employment without discrimination because of ethnicity, race, religion or belief, gender, sexual orientation, gender identity or gender reassignment, family or parental status, pregnancy or maternity, marital or civil partner status, national origin, age, veteran, neurodiversity status or disability status.
 
 
 We may use artificial intelligence (AI) tools to support parts of the hiring process, such as reviewing applications, analyzing resumes, or assessing responses. These tools assist our recruitment team but do not replace human judgment. Final hiring decisions are ultimately made by humans. If you would like more information about how your data is processed, please contact us.
 
</div>

Account Executive - Sales

<div><div>Tuum is a next-generation banking platform. We enable fintech and banks to rapidly offer seamless and tailored financial services to their customers. Our core banking platform is revolutionising the financial services industry. The platform is API-based, consisting of flexible and independent modules covering all retail and business banking capabilities for quick and easy integration.</div><div></div><div> 
Launched in 2019, Tuum is headquartered in Tallinn and is backed by investors including Citibank, BlackFin Capital Partners, Karma Ventures, Portage Ventures, SpeedInvest, and CommerzVentures.</div><div></div> 
We are looking for a strong Account Executive to join our fast growing Global Commercial team and contribute to Tuum&rsquo;s growth strategy. As an Account Executive, you will be the face of Tuum to some of the most prominent banks, digital challengers, fintechs and non-banking financial institutions. If you have a track record of serving as a trusted client advisor while driving substantial revenue growth - this role is for you.
<h3 class="jobSectionHeader">
What you'll be doing</h3><div>
<ul><li>Challenge traditional customer perceptions, provide insights, and drive constructive tension to ultimately influence and reshape buying decisions</li>
<li>Drive and deliver significant quarter-over-quarter and year-over-year revenue growth</li>
<li>Manage all aspects of key accounts, including account expansion, client retention, and client experience, by identifying and pursuing opportunities to increase revenue and improve client outcomes.</li>
<li>Drive sustainable and profitable growth to exceed revenue targets.</li>
<li>Engage in ongoing dialogue with clients to uncover their most pressing business challenges and match them to our evolving product enhancements, while also anticipating their future needs and recommending strategic solutions.</li>
<li>Generate demand by co-developing strategies and solutions to improve client business performance and achieve their strategic objectives, bringing new ideas and industry best practices to client conversations.</li>
<li>Manage and lead RFPs, negotiate, and deliver on-site pitches to existing and prospective clients.</li>
<li>Build and nurture deep, long-term, mutually beneficial relationships with key client decision-makers by consistently providing valuable advice and becoming a trusted resource in their decision-making process.</li>
<li>Network extensively, both externally and internally, building relationships with influential client stakeholders and internal partners.</li>
</ul></div><h3 class="jobSectionHeader">Our expectations</h3><div>
<ul><li>5-10 years of experience managing enterprise accounts and driving new business in financial technology, banking, or related fields.</li>
<li>Proven experience selling complex software or services to banks/financial institutions, with a clear ability to explain and quantify the business value of what you're selling, beyond just its features.</li>
<li>History of exceeding significant revenue targets by successfully finding, developing, and closing complex, high-value deals.</li>
<li>Experience in developing and presenting transformative solutions to clients, including large-scale core banking modernisations or digital change programmes, based on a thorough analysis of their business needs.</li>
<li>Strong understanding of business principles and a desire to learn &ndash; you can explain complex industry trends, translate them into specific challenges for clients, and clearly position Tuum as the unique solution.</li>
<li>Skilled in leading and negotiating SaaS and non-SaaS service agreements and closing deals while keeping the client's best interest in mind.</li>
<li>Proven ability to challenge clients' existing ideas constructively, build long-term, beneficial client relationships through a problem-solving approach, and influence C-level executives by offering new insights.</li>
<li>Solid working knowledge within one or more of the following areas: digital transformation, core banking systems, cloud-native software, enterprise architecture, payments, lending, or deposits.</li>
</ul></div><h3 class="jobSectionHeader">What we offer</h3><div>
<ul><li>Competitive salary</li>
<li>Tuum stock options</li>
<li>Hybrid-working (3 days a week in the office)</li>
<li>4 day work week during the summer months (June, July, August)</li>
<li>Private health insurance</li>
<li>Career opportunities to grow both professionally and personally as we scale</li>
<li>Bright and warm-hearted team of professionals delivering great things together</li>
<li>All-hands-on-deck-approach (meaning that everyone delivers value regardless of responsibilities)</li>
</ul></div><div>We are an equal opportunity employer and value diversity at our company. We actively hire for cultural growth and welcome people of all ages, backgrounds and value people who take a journey unique to them. Equality, diversity and inclusion are our priority and we are committed to ensuring all job applicants are treated equally. All applicants will be treated fairly and will be considered for employment without discrimination because of ethnicity, race, religion or belief, gender, sexual orientation, gender identity or gender reassignment, family or parental status, pregnancy or maternity, marital or civil partner status, national origin, age, veteran, neurodiversity status or disability status.</div>

We may use artificial intelligence (AI) tools to support parts of the hiring process, such as reviewing applications, analyzing resumes, or assessing responses. These tools assist our recruitment team but do not replace human judgment. Final hiring decisions are ultimately made by humans. If you would like more information about how your data is processed, please contact us.</div>

Nozomi Networks

<div><div>Now is an amazing time to join Nozomi Networks as we build the future of OT and IoT cybersecurity.

We defend some of the world's largest organizations and critical infrastructure in more than 68 countries and we're just getting started. Our AI-powered cybersecurity platform secures operational technology (OT) and Internet of Things (IoT) infrastructures for enterprises and government entities across energy, manufacturing, transportation, resources, and critical infrastructure.</div>
As we expand our product portfolio and global presence, our Sales department is hiring an Account Manager. Whether our clients need fast product enhancements, onsite engineering support, or rapid deployment across continents, we deliver. We accelerate digital transformation by providing exceptional network visibility, threat detection and operational insight for OT and IoT environments.

As the Account Manager, you will be entrusted with building and owning strong relationships with partners, prospects and customers in the region whilst evangelizing our value proposition with various stakeholders. Ultimately, you will be responsible for building high growth and repeatable business in your territory.

This is an amazing opportunity for an up and coming sales professional who has a history of taking complete command of their territory and their responsibilities and whom want to make an impact on building the next great company. Leveraging partners to drive growth, you will also work with a Regional Sales Director, Systems Engineering, Customer Success, Product Management, Professional Services, Support, and Finance teams to open and close your deals.

We are looking for someone with solid proven experience in Cybersecurity Sales, who has high energy. Someone who is comfortable multitasking from prospecting through the Customer Lifecycle and generates a high volume of transactions on a monthly/quarterly basis. If this sounds like you, read on.

In this role, you will:
<ul>
<li>Embody the Nozomi Networks Cultural Pillars and our mission to protect what matters most with transparency and trust</li>
<li>Focus on new logo and new business development leveraging your network and qualifying leads for companies across multiple vertical markets in the territory to which you are assigned.</li>
<li>Deliver successfully on quota targets.</li>
<li>Build a strong pipeline of opportunities in your region from both new logo and expansion within the existing customer base.</li>
<li>Provide accurate forecasting of quarterly bookings and business plan.</li>
<li>Develop relationships with key stakeholders, evangelize value proposition and win renewable business.</li>
<li>Offer a white-glove experience to customers. Be a trusted advisor for prospects and customers about the problem areas we solve. Develop expert-level knowledge of our value proposition.</li>
<li>Meticulously orchestrate all customer activities and engagements, involving the Channel, Systems Engineering, Product Management, Customer Support, and Finance.</li>
<li>Promptly share all customer information with internal teams using our CRM tools (SalesForce)</li>
<li>Collaborate with Marketing for events.</li>
<li>Secure key reference accounts in relevant verticals.</li>
</ul>
To be successful in this opportunity, you will have:
<ul>
<li>2+ years of proven experience within a vendor environment</li>
<li>Hunter-mindset, with the ability to self-prospect and a go-getter personality</li>
<li>Proven record of consistent, quarterly over-achievement</li>
<li>Experience in selling Network Security products, and comfortable working in early-stage growth companies</li>
<li>Understanding of selling SaaS in a subscription model with ACV targets</li>
<li>Direct Sales experience, ideally selling to industrial automation, industrial controls, and/or industrial security customers</li>
<li>Knowledge of information security principles and networking technologies</li>
<li>A background in OT/IoT with an industrial focus (Oil &amp; Gas, Utility, Manufacturing, etc.) is a plus</li>
<li>Ability to navigate a customer, contacts and their decision-making processes</li>
<li>Experience establishing and fostering strong Channel Partner relationships.</li>
<li>High integrity and adept at the consultative approach of winning customer trust and selling value.</li>
<li>Sales savvy with good communication, presentation, problem solving and persuasion skills</li>
<li>Fluent in written and spoken English and Arabic</li>
<li>A valid passport is required for travel</li>
</ul>
Core Competencies
<ul>
<li>Active Listening &amp; Communication</li>
<li>Consultative Selling &amp; Needs Discovery</li>
<li>Drive for Results</li>
<li>Emotional Intelligence &amp; Empathy</li>
<li>Objection Handling, Influencing &amp; Negotiation</li>
<li>Planning &amp; Organizing</li>
<li>Prospecting &amp; Lead Generation</li>
<li>Sales Process &amp; Pipeline Management</li>
<li>Teamwork, Collaboration &amp; Cultural Alignment</li>
</ul>
#LI-Remote

#LI-AF1<div>
Who we are and what we stand for:

Nozomi Networks is the leader in OT and IoT Cybersecurity. We protect the world's critical infrastructure, industrial and government organizations from cyber threats by providing exceptional network visibility, threat detection and operational insight. We're always innovating and we hire the best at what they do to ensure our customers always have access to fast product enhancements, exceptional engineering support and rapid deployment across continents. If you like a challenge, and value integrity and customer success, we invite you to help Nozomi Networks build the future of OT and IoT cybersecurity.

Diversity, Inclusion and Belonging are part of our core beliefs, at Nozomi Networks. Diversity of thought, background and culture broadens our knowledge of the world and helps us learn, grow, and gain new perspectives. What makes us all different is what makes us powerful.

Our Global Benefits

All of our benefits are customized to the country you are based in, naturally we want to get the best out of our Nozomiers, so we provide the best benefits packages, such as:
<ul>
<li>Health &amp; Wellness</li>
<li>Financial</li>
<li>Work-Life Balance</li>
<li>Unparalleled Flexible Time-Off</li>
</ul>
Need to know information

Successful candidates will be subjected to background verification checks.

Be cautious of unsolicited messages, fake email addresses, requests for money and unclear job descriptions. Report suspicious activity to authorities. Our open job opportunities and descriptions are posted on Nozomi Networks' career page. If in any doubt please apply for opportunities on our careers website here.

If you would like to know more about our Privacy Policy, please click here. Any questions about how we process personal information, or if you would like help exercising your privacy rights please contact us using the email provided within the Privacy Policy.</div></div>

Account Manager, UAE

BBGC

<div>
 We are a global technology consultancy firm with offices in Middle East, Asia, Europe and USA. We deliver business benefits through innovation. We leverage cutting-edge technology led solutions delivered by a team of skilled professionals, from sustainable software development to cloud services and operational excellence strategy. We have extensive expertise in Capital Markets and in particular Trading and Risk Management functions.
 
 
 We are currently looking for a senior BD manager to join our team in any of our office locations.
 
 
 
 Requirements
 
 
 
 We are seeking a commercially driven Business Development Lead with experience selling into commodity trading organisations.
 
 
 The ideal candidate understands:
 
 
 <ul>
 <li>
 Front-office trading environments
 </li>
 <li>
 CTRM ecosystems (Murex, OrbicTrade, Fusion, Aspect, Allegro, SAP, etc.)
 </li>
 <li>
 Enterprise sales cycles
 </li>
 <li>
 Multi-stakeholder deal processes
 </li>
 <li>
 The dynamics of selling to Heads of Trading, COOs, and CIOs
 
 
 </li>
 </ul>
 This is a strategic role with significant autonomy and growth potential as our firm further scales.
 
 
 
 Key Responsibilities
 
 
 
 
 Enterprise Sales &amp; Pipeline Development
 
 
 
 <ul>
 <li>
 Identify and engage commodity trading firms globally
 </li>
 <li>
 Develop relationships with front-office, operations, and technology stakeholders
 </li>
 <li>
 Drive end-to-end sales cycle from prospecting to closing
 </li>
 <li>
 Build structured pipeline aligned with commercial targets
 
 
 </li>
 </ul>
 
 Strategic Account Development
 
 
 
 <ul>
 <li>
 Engage senior decision-makers (Head of Trading, COO, CIO)
 </li>
 <li>
 Position OrbicTrade as strategic infrastructure &mdash; not a tool
 </li>
 <li>
 Navigate multi-layered enterprise approval processes
 
 
 </li>
 </ul>
 
 Market Intelligence &amp; Positioning
 
 
 
 <ul>
 <li>
 Provide feedback on buyer objections and competitive landscape
 </li>
 <li>
 Refine messaging based on market response
 </li>
 <li>
 Contribute to go-to-market strategy development
 
 
 </li>
 </ul>
 
 Revenue Ownership
 
 
 
 <ul>
 <li>
 Own revenue targets
 </li>
 <li>
 Build forecast visibility
 </li>
 <li>
 Drive early pilot engagements and enterprise expansions
 </li>
 </ul>
</div>

Business Development Lead - Commodity Trading Technology

<div><div>We help the world run better 
At SAP, we keep it simple: you bring your best to us, and we'll bring out the best in you. We're builders touching over 20 industries and 80% of global commerce, and we need your unique talents to help shape what's next. The work is challenging &ndash; but it matters. You'll find a place where you can be yourself, prioritize your wellbeing, and truly belong. What's in it for you? Constant learning, skill growth, great benefits, and a team that wants you to grow and succeed.</div> 
CSM Role Overview
The Customer Success Manager engages with SAP&rsquo;s customers to drive and accelerate their value realization and to ensure business outcomes are achieved through the consumption of purchased solutions and success service entitlements. 
The Customer Success Manager is responsible for the orchestration of resources and execution of activities for a designated set of customer accounts across the lifecycle. This includes post-sales account management strategy development, success plan definition and execution (adoption &amp; consumption), relationship management, issue mitigation, escalation handling, and identification of expansion opportunities. 
The role drives mutual success for both the customer and SAP across the full lifecycle. 
Core Responsibilities<ul><li>
Develop and implement account strategies and consumption plans that drive measurable customer outcomes and support subscription renewals</li><li>
Build trusted customer relationships to enable value-based consumption and adoption activities</li><li>
Monitor SLA performance and maintain high levels of customer satisfaction</li><li>
Engage with Global Customer Success Centers to leverage expertise throughout the customer lifecycle</li><li>
Use data and tools to manage adoption and consumption activities, including Relationship Assessments and Outcome Success Plans</li><li>
Act as the primary escalation point for assigned customer accounts</li><li>
Contribute to success methodologies, playbooks, and best practices</li><li>
Identify opportunities to expand the SAP footprint through additional licenses or services</li></ul> 
Leadership Responsibilities (Manager Role)
The CSM Manager plays a critical leadership role, responsible for building, leading, and developing a high-performing CSM team while driving business growth and operational excellence.
Key leadership accountabilities include:<ul><li>
Lead, coach, and mentor a team of Customer Success Managers, ensuring continuous development, performance improvement, and career growth</li><li>
Establish a high-performance culture focused on accountability, customer outcomes, and collaboration</li><li>
Drive key business KPIs, including:</li></ul><ul><li>Revenue growth</li><li>dACV</li><li>Customer retention and renewals</li><li>Go-lives and adoption milestones</li><li>Customer references</li><li>Lead generation and expansion pipeline</li></ul><ul><li>
Provide strategic direction and operational oversight across customer engagement and supply chain transformation initiatives</li><li>
Scale customer success operations across regions or industries to drive consistent and sustainable outcomes</li><li>
Lead organizational development initiatives, improving processes, efficiency, and team effectiveness</li><li>
region or industry to scale business operations and drive sustainable customer outcomes.</li></ul> 
Key Job Attributes<ul><li>
Strong track record of leading teams and driving revenue growth in enterprise environments</li><li>
Deep expertise in Supply Chain Management (SCM), enabling strategic advisory and transformation leadership</li><li>
Ability to connect supply chain solutions with customer business value and ROI</li><li>
Proven success in improving customer retention, satisfaction, and referenceability</li><li>
Recognized as a key leader in customer engagement strategy and execution</li><li>
Drives profitable growth through both customer success and supply chain optimization</li><li>
Provides executive-level insights on market trends, customer needs, and product direction</li><li>
Leads account governance, renewals, and expansion strategies with strong commercial acumen</li><li>
Provides feedback to SAP leadership on market conditions and product needs</li><li>
Leads organizational development and performance improvement initiatives</li><li>
Manages and develops direct reports</li></ul> 
Experience &amp; Qualifications
Leadership &amp; Management Experience<ul><li>
11+ years of experience in Customer Success, Account Management, or related fields</li><li>
Proven leadership experience managing and developing teams in complex, matrixed organizations</li><li>
Demonstrated ability to drive team performance, engagement, and business outcomes</li><li>
Experience leading cross-functional initiatives and large-scale transformation programs</li></ul> 
Supply Chain Expertise<ul><li>
Strong domain expertise in Supply Chain Management (SCM) (planning, logistics, operations, digital supply chain)</li><li>
Experience driving supply chain transformation and optimization initiatives</li><li>
Ability to translate supply chain capabilities into measurable business value</li></ul> 
Customer Success &amp; Commercial Experience<ul><li>
Proven success in renewals, expansion, and upsell strategies within subscription models</li><li>
Strong understanding of SAP&rsquo;s Land, Adopt, Consume, Expand framework</li><li>
Experience managing complex enterprise customers and executive stakeholders</li></ul> 
Core Competencies<ul><li>
Executive leadership and stakeholder management</li><li>
Strong people management and team development</li><li>
Strategic thinking and business alignment</li><li>
Supply chain transformation expertise</li><li>
Program and project management excellence</li><li>
Commercial mindset with growth focus</li><li>
Risk management and escalation handling</li></ul><div> 
Bring out your best 
SAP innovations help more than four hundred thousand customers worldwide work together more efficiently and use business insight more effectively. Originally known for leadership in enterprise resource planning (ERP) software, SAP has evolved to become a market leader in end-to-end business application software and related services for database, analytics, intelligent technologies, and experience management. As a cloud company with two hundred million users and more than one hundred thousand employees worldwide, we are purpose-driven and future-focused, with a highly collaborative team ethic and commitment to personal development. Whether connecting global industries, people, or platforms, we help ensure every challenge gets the solution it deserves. At SAP, you can bring out your best.
 
 
We win with inclusion 
SAP&rsquo;s culture of inclusion, focus on health and well-being, and flexible working models help ensure that everyone &ndash; regardless of background &ndash; feels included and can run at their best. At SAP, we believe we are made stronger by the unique capabilities and qualities that each person brings to our company, and we invest in our employees to inspire confidence and help everyone realize their full potential. We ultimately believe in unleashing all talent and creating a better world. 
 
SAP is committed to the values of Equal Employment Opportunity and provides accessibility accommodations to applicants with physical and/or mental disabilities. If you are interested in applying for employment with SAP and are in need of accommodation or special assistance to navigate our website or to complete your application, please send an e-mail with your request to Recruiting Operations Team: Careers@sap.com. 
 
For SAP employees: Only permanent roles are eligible for the SAP Employee Referral Program, according to the eligibility rules set in the SAP Referral Policy. Specific conditions may apply for roles in Vocational Training. 
 
Qualified applicants will receive consideration for employment without regard to their age, race, religion, national origin, ethnicity, gender (including pregnancy, childbirth, et al), sexual orientation, gender identity or expression, protected veteran status, or disability, in compliance with applicable federal, state, and local legal requirements. 
 
Successful candidates might be required to undergo a background verification with an external vendor.</div><div></div><div> 
AI Usage in the Recruitment Process</div><div>
For information on the responsible use of AI in our recruitment process, please refer to our Guidelines for Ethical Usage of AI in the Recruiting Process.
</div>Please note that any violation of these guidelines may result in disqualification from the hiring process. 
 
Requisition ID: 451342 | Work Area: Consulting and Professional Services | Expected Travel: 0 - 10% | Career Status: Management | Employment Type: Regular Full Time | Additional Locations: #LI-Hybrid</div>

Supply Chain Management Customer Success Partner Manager

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