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regional account executive

Proofpoint

<div><div>About Us:<br>
We are the leader in human-centric cybersecurity. Half a million customers, including 87 of the Fortune 100, rely on Proofpoint to protect their organizations. We&rsquo;re driven by a mission to stay ahead of bad actors and safeguard the digital world. Join us in our pursuit to defend data and protect people.</div><div><br>
How We Work:<br>
At Proofpoint, you&rsquo;ll be part of a global team that breaks barriers to redefine cybersecurity, guided by our BRAVE core values: Bold in how we dream and innovate, Responsive to feedback, challenges, and opportunities, Accountable for results and best-in-class outcomes, Visionary in future-focused problem-solving, Exceptional in execution and impact.</div><div>
The Role</div><div><br>
We are seeking a proactive, creative and inspirational Sales Manager to lead a team of Regional Account Managers focused on the Middle East region. Responsible for the regional GTM strategy, you will have dotted line leadership responsibility for SE, Channel and Marketing resources aligned to region.</div><div>
You will be responsible for driving customer satisfaction, portfolio awareness and ultimately net new revenue growth. When required, the individual will provide executive customer facing support, driving deals alongside the team. The individual will be experienced in mobilising channel partners to accelerate scale and growth.</div><div></div><div>
Your day-to-day</div><ul><li>
Lead and motivate a multi-country team of Account Managers, targeting new business and existing customers in the range of 750-2,500 users.</li></ul><ul><li>
Build and implement a strategic plan to deliver growth across the region.</li></ul><ul><li>
Drive regional growth through strategic relationships with channel partners who can introduce Proofpoint to their prospects and customers through regular in person channel activities like account mapping, events and call out days.</li></ul><ul><li>
Partner with channel, marketing and sales engineering leadership in region to drive channel enablement and sales strategy.</li></ul><ul><li>
Create situational playbooks and sales plays to drive revenue growth targeting both net new and opportunities within existing accounts.</li></ul><ul><li>
Be an active member of the EMEA Leadership Team.</li></ul><ul><li>
Work closely with Sales Engineering, Business Development, Field Marketing, Professional Services, and Channel Management to ensure target quotas as achieved and exceeded</li></ul><ul><li>
Develop and optimise onboarding for new hires, accelerating ramp time to productivity, and ensure your team has deep domain knowledge of the Proofpoint portfolio and competitive landscape</li></ul><ul><li>
In partnership with Sales Enablement, provide opportunities for training and ongoing coaching and development to Account Managers</li></ul><ul><li>
Connect Account Managers to key resources and clear roadblocks, enabling them to achieve and/or exceed their revenue goals</li></ul><ul><li>
Maintain a positive culture that inspires performance and achievement</li></ul><ul><li>
Develop and execute a thorough business plan, including planning for both current and future quarter success</li></ul><ul><li>
Prepare and present team forecast to executive management</li></ul><div></div><div>
What you bring to the team</div><ul><li>
Demonstrable experience leading a high performing Field Sales team, ideally within SME and Mid Enterprise market segments</li></ul><ul><li>
Growth mindset, you will have a focus on personal development, coaching and driving high levels of engagement and motivation</li></ul><ul><li>
Prior individual quota carrying sales experience negotiating $100k+ deals with complex terms, conditions, price pressures and considerations</li></ul><ul><li>
Self-starter who takes initiative, works with limited direction, and has experience with companies pursuing and undergoing rapid growth</li></ul><ul><li>
Expert knowledge of the full sales cycle, from prospecting, cold calling through to negotiation and closing</li></ul><ul><li>
Process oriented and data driven approach to managing forecasts in tools like Salesforce while scaling repeatable sales processes like MEDDIC Command of the Message</li></ul><ul><li>
Experience of partnering with a channel eco-system, and creating win-win scenarios for all parties</li></ul><ul><li>
Data-driven, highly analytical, you have the ability to lead through influence</li></ul><ul><li>
Bachelor's Degree or equivalent experience required</li></ul><ul><li>
Fluent Arabic &amp; English language is essential. Any additional languages are desirable.</li></ul><div></div><div>
Why Proofpoint? At Proofpoint, we believe that an exceptional career experience includes a comprehensive compensation and benefits package. Here are just a few reasons you&rsquo;ll love working with us:</div><div></div><ul><li>Competitive compensation</li><li>Comprehensive benefits</li><li>Learning &amp; Development: We are committed to the growth and development of our team members, offering a range of programs including leadership and professional development workshops, stretch project assignments, and mentoring opportunities to help employees reach their full potential.</li><li>Flexible work environment: [Remote options, hybrid schedules, flexible hours, etc.].</li><li>Annual wellness and community outreach days</li><li>Always on recognition for your contributions</li><li>Global collaboration and networking opportunities</li></ul><div></div><div>
Our Culture:</div><div>
Our culture is rooted in values that inspire belonging, empower purpose and drive success-every day, for everyone. We encourage applications from individuals of all backgrounds, experiences, and perspectives. If you need accommodation during the application or interview process, please reach out to <div>accessibility@proofpoint.com</div>. How to Apply Interested? Submit your application here <div>https://www.proofpoint.com/us/company/careers</div>. We can&rsquo;t wait to hear from you!</div></div><div></div>

Sr. Manager, Regional Account Sales, Middle East

Workday

<div><div>Your work days are brighter here.</div><div></div><div>
We&rsquo;re obsessed with making hard work pay off, for our people, our customers, and the world around us. As a Fortune 500 company and a leading AI platform for managing people, money, and agents, we&rsquo;re shaping the future of work so teams can reach their potential and focus on what matters most. The minute you join, you&rsquo;ll feel it. Not just in the products we build, but in how we show up for each other. Our culture is rooted in integrity, empathy, and shared enthusiasm. We&rsquo;re in this together, tackling big challenges with bold ideas and genuine care. We look for curious minds and courageous collaborators who bring sun-drenched optimism and drive. Whether you're building smarter solutions, supporting customers, or creating a space where everyone belongs, you&rsquo;ll do meaningful work with Workmates who&rsquo;ve got your back. In return, we&rsquo;ll give you the trust to take risks, the tools to grow, the skills to develop and the support of a company invested in you for the long haul. So, if you want to inspire a brighter work day for everyone, including yourself, you&rsquo;ve found a match in Workday, and we hope to be a match for you too.</div><div></div><div>
About the Team</div>
This is a career-defining opportunity to be one of the first Account Executives for Workday in Dubai, where we are opening a new office. You will report to the new Country Manager, playing a foundational role in establishing our market presence. You will be instrumental in selling with integrity, defining the initial customer base, and driving Workday's growth in this strategic market.<br>
<br>
Workmates pride themselves on winning as a team and holding themselves accountable for results. This launch team is no different. We inspire a brighter work day by ensuring our people have the environment to bring their best selves to work, pushing themselves and their colleagues to get better every day.<br>
<br>
The Field Sales team helps Workday grow by balancing integrity and innovation. This role is about achieving ground-breaking deals and earning the payoffs that match your dedication to excellence.<br>
<br>
Note, this role is based in KSA and preference will be given to those already based there.<div></div><div>
About the Role</div><div></div><div>
Our Account Executives are key players in Field Sales, serving as the fuel for Workday&rsquo;s new customer growth. You will guide our first Middle East customers, helping them transition from legacy platforms to the enterprise AI platform for people, money and agents.</div><div></div><div>
This role requires a blend of groundbreaking spirit, strategic selling and market insight. We believe in partnering with our customers to craft solutions that deliver long-term value and ensure their lasting satisfaction.</div><div></div><div>
In this new team, you will:</div><ul><li><div>
Establish and implement the sales strategy for prioritizing, targeting, and closing key opportunities in the assigned Middle East territory.</div></li><li><div>
Perform account planning for assigned accounts, coordinating with pre-sales and other resources to ensure strategic alignment and a successful regional launch.</div></li><li><div>
Initiate and support sales of Workday solutions within Large Enterprise prospects, acting as a Workday ambassador in the region.</div></li><li><div>
Develop relationships with net new customers, focusing on deal management and connecting customers with Workday solutions, including core financials.</div></li><li><div>
Negotiate deals with C-Suite Executives to close opportunities.</div></li><li><div>
Maintain accurate pipeline, and service forecast data.</div></li></ul><div></div><div>
About You</div><div></div><div>
The ideal candidate will thrive in a dynamic, high-growth environment and have a validated ability to build a pipeline and close deals in an emerging market.</div><div></div><div>
Basic Qualifications</div><ul><li><div>
5+ years of experience selling SaaS/Cloud based ERP / HCM / Financial / Planning / or Analytics solutions to C-levels in a field sales capacity.</div></li><li><div>
5+ years experience collaborating with internal teams (pre-sales, value, inside sales) to achieve quota and run multiple deals concurrently.</div></li><li><div>
5+ years experience leading longer deal cycles, including prospecting for a portion of opportunities.</div></li><li><div>
Strong preference for candidates with significant sales experience in the Middle East, particularly the KSA region.</div></li></ul><div></div><div>
Other Qualifications</div><ul><li><div>
Experience understanding the competitive landscape of the industry, staying current with trends and customer needs to effectively position Workday solutions.</div></li><li><div>
Able to establish trust with key customers and executive leadership.</div></li><li><div>
Experience partnering with team members on account strategies for prospecting and territory management.</div></li><li><div>
Excellent verbal and written communication skills; proficiency in Arabic is a strong asset.</div></li></ul><div></div><div>
Pursuant to applicable Fair Chance law, Workday will consider for employment qualified applicants with arrest and conviction records.</div><div></div><div>
Workday is an Equal Opportunity Employer including individuals with disabilities and protected veterans.</div><div></div><div>
Are you being referred to one of our roles? If so, ask your connection at Workday about our Employee Referral process!</div></div>

Large Enterprise Account Executive - Net New - Middle East (Riyadh, KSA)

Paradox

<div><p><b>Your work days are brighter here.
</b></p><p></p><p>We&rsquo;re obsessed with making hard work pay off, for our people, our customers, and the world around us. As a Fortune 500 company and a leading AI platform for managing people, money, and agents, we&rsquo;re shaping the future of work so teams can reach their potential and focus on what matters most. The minute you join, you&rsquo;ll feel it. Not just in the products we build, but in how we show up for each other. Our culture is rooted in integrity, empathy, and shared enthusiasm. We&rsquo;re in this together, tackling big challenges with bold ideas and genuine care. We look for curious minds and courageous collaborators who bring sun-drenched optimism and drive. Whether you're building smarter solutions, supporting customers, or creating a space where everyone belongs, you&rsquo;ll do meaningful work with Workmates who&rsquo;ve got your back. In return, we&rsquo;ll give you the trust to take risks, the tools to grow, the skills to develop and the support of a company invested in you for the long haul. So, if you want to inspire a brighter work day for everyone, including yourself, you&rsquo;ve found a match in Workday, and we hope to be a match for you too.
</p><p></p><p><b>About the Team
</b></p>This is a career-defining opportunity to be one of the first Account Executives for Workday in Dubai, where we are opening a new office. You will report to the new Country Manager, playing a foundational role in establishing our market presence. You will be instrumental in selling with integrity, defining the initial customer base, and driving Workday's growth in this strategic market.
<br>
<br>
Workmates pride themselves on winning as a team and holding themselves accountable for results. This launch team is no different. We inspire a brighter work day by ensuring our people have the environment to bring their best selves to work, pushing themselves and their colleagues to get better every day.
<br>
<br>
The Field Sales team helps Workday grow by balancing integrity and innovation. This role is about achieving ground-breaking deals and earning the payoffs that match your dedication to excellence.
<br>
<br>
Note, this role is based in KSA and preference will be given to those already based there.
<p></p><p><b>About the Role
</b></p><p></p><p>Our Account Executives are key players in Field Sales, serving as the fuel for Workday&rsquo;s new customer growth. You will guide our first Middle East customers, helping them transition from legacy platforms to the enterprise AI platform for people, money and agents.
</p><p></p><p>This role requires a blend of groundbreaking spirit, strategic selling and market insight. We believe in partnering with our customers to craft solutions that deliver long-term value and ensure their lasting satisfaction.
</p><p></p><p><b>In this new team, you will:
</b></p><ul><li><p><b>Establish and implement </b>the sales strategy for prioritizing, targeting, and closing key opportunities in the assigned Middle East territory.
</p></li><li><p>Perform account planning for assigned accounts, coordinating with pre-sales and other resources to ensure strategic alignment and a successful regional launch.
</p></li><li><p>Initiate and support sales of Workday solutions within Large Enterprise prospects, acting as a <b>Workday ambassador </b>in the region.
</p></li><li><p>Develop relationships with net new customers, focusing on deal management and connecting customers with Workday solutions, including core financials.
</p></li><li><p>Negotiate deals with C-Suite Executives to close opportunities.
</p></li><li><p>Maintain accurate pipeline, and service forecast data.
</p></li></ul><p></p><p><b>About You
</b></p><p></p><p>The ideal candidate will thrive in a dynamic, high-growth environment and have a validated ability to build a pipeline and close deals in an emerging market.
</p><p></p><p><b>Basic Qualifications
</b></p><ul><li><p><b>5+ years of experience selling SaaS/Cloud based ERP / HCM / Financial / Planning / or Analytics solutions to C-levels in a field sales capacity.
</b></p></li><li><p>5+ years experience collaborating with internal teams (pre-sales, value, inside sales) to achieve quota and run multiple deals concurrently.
</p></li><li><p>5+ years experience leading longer deal cycles, including prospecting for a portion of opportunities.
</p></li><li><p><b>Strong preference for candidates with significant sales experience in the Middle East, particularly the KSA region.
</b></p></li></ul><p></p><p><b>Other Qualifications
</b></p><ul><li><p>Experience understanding the competitive landscape of the industry, staying current with trends and customer needs to effectively position Workday solutions.
</p></li><li><p>Able to establish trust with key customers and executive leadership.
</p></li><li><p>Experience partnering with team members on account strategies for prospecting and territory management.
</p></li><li><p>Excellent verbal and written communication skills; <b>proficiency in </b><b>Arabic is a strong asset </b><b>.
</b></p></li></ul><p></p><p>Pursuant to applicable Fair Chance law, Workday will consider for employment qualified applicants with arrest and conviction records.
</p><p></p><p>Workday is an Equal Opportunity Employer including individuals with disabilities and protected veterans.
</p><p></p><p><b>Are you being referred to one of our roles? If so, ask your connection at Workday about our Employee Referral process!</b></p></div>

Swissport

<div>
 <p>
  <strong>
   About Swissport
  </strong>
 </p>
 <p>
  <br/>
 </p>
 <p>
  We are a global leader in sustainable and responsible airport services provision, renowned for our unwavering commitment to safety, operational excellence, and exceptional service, shaping a future where air travel thrives on reliability, efficiency, and experience.
 </p>
 <p>
  <br/>
 </p>
 <p>
  In 2023, with the support of more than 60,000 colleagues, Swissport provided best-in-class airport ground services for some 232 million airline passengers and handled roughly 4.7 million tons of air freight at 115 cargo centres. Across a global network that is unparalleled in the industry, Swissport served airlines at 286 airports in 44 countries across six continents.
 </p>
 <p>
  <br/>
 </p>
 <p>
  The culture of Swissport is shaped by our corporate values, which guide our actions and decision-making processes. These values are at the core of our culture, shaping our business and underpinning our commitment to measuring our impact. They capture the essence of who we are at Swissport and help us deliver value across the entire company.
 </p>
 <p>
  <br/>
 </p>
 <p>
  <strong>
   "Show You Care"
  </strong>
  underlines that our actions are perceived and valued from the perspective of the people around us. So, whatever we do, we do it purposefully and consciously, taking in the perspective of our colleagues, customers, and passengers.
 </p>
 <p>
  <br/>
 </p>
 <p>
  <strong>
   &ldquo;Doing the right things&rdquo;
  </strong>
  means that we do the things that are valuable to our colleagues, customers, and passengers. We are trained to do this safely and trusted to do the right thing in any given situation.
 </p>
 <p>
  <br/>
 </p>
 <p>
  <strong>
   "Win as a Team"
  </strong>
  highlights the importance of teamwork. Either we win as a team, or we fall as individuals. Together, we can surpass ourselves and handle any situation.
 </p>
 <p>
  <br/>
 </p>
 <p>
  These values capture the essence of who we are and our unwavering commitment to excellence, and give actionable guidance for individual behaviour of employees, leaders, and executives, serving as a compass for how to act and deliver.
 </p>
 <p>
  <br/>
 </p>
 <p>
  <strong>
   Job Summary
  </strong>
 </p>
 <p>
  <br/>
 </p>
 <p>
  We are looking for a talented and skilled
  <strong>
   Global Key Account Manager
  </strong>
  to lead the development and execution of the commercial strategy for one or several the company&rsquo;s largest and most important customers.
 </p>
 <p>
  You will focus on the successful implementation and delivery of agreed customer programs and projects globally, by ensuring that the execution of such services fulfil the customer promise at a country and cluster (region) levels, in line with the established plan.
 </p>
 <p>
  Additionally, you will identify, mature and gain new revenue opportunities within your assigned customer(s), define the &ldquo;Win-plan&rdquo; for each proposal, serve as the overall proposal champion and negotiate the required contractual terms and conditions, according to company guidelines and stakeholder approvals; you will manage all contract renewal processes.
 </p>
 <p>
  <br/>
 </p>
 <p>
  The ideal candidate should be comfortable developing and maintaining long-term relationships with high-ranking and key staff within the customer&rsquo;s organization and have the ability to translate their business requirements into an actionable service roadmap for Swissport.
 </p>
 <p>
  The goal is to contribute towards sustaining all existing business and accelerating our new business growth to achieve long-term success.
 </p>
 <p>
  <br/>
 </p>
 <p>
  <strong>
   Job Responsibilities
  </strong>
 </p>
 <p>
  <br/>
 </p>
 <ul>
  <li>
   Lead the CEMEA regional commercial strategy process for a defined Chinese customer(s) by aligning the customer requirements with Swissport&rsquo;s regional capabilities and service offering
  </li>
  <li>
   Serve as the &ldquo;voice of the customer&rdquo; to bring together the appropriate internal stakeholders to support retaining existing business and to accelerate revenue growth
  </li>
  <li>
   Act as customer (airline) key account central point of contact (PoC) across the region and business lines
  </li>
  <li>
   Organize, prepare and lead client meetings (regular and ad-hoc) and interactions
  </li>
  <li>
   Organize, provide input and prepare meetings of Swissport leadership with the airlines
  </li>
  <li>
   Manage together with the country commercial managers the tender processes for the Chinese carriers and support the contract negotiations.
  </li>
  <li>
   Represent Swissport at conferences and events in the region for the Chinese customers.
  </li>
  <li>
   Support the Marketing and Communication teams with announcements and posts in Chinese in the relevant Chinese platforms.
  </li>
  <li>
   Closely liaise with China cargo office on potential new customers via regular exchange
  </li>
 </ul>
 <p>
  <br/>
 </p>
 <p>
  <strong>
   Qualifications and Competencies
  </strong>
 </p>
 <p>
  <br/>
 </p>
 <ul>
  <li>
   University degree, with post-graduate degree a plus.
  </li>
  <li>
   In-depth industry know-how, preferably in aviation (airline, ground handling, cargo or logistics)
  </li>
  <li>
   Min. 7 to 10 years of proven experience as Key Account Manager or Commercial Manager (or in a similar role) in an international and matrix organisation
  </li>
  <li>
   Familiarity with CRM tools (e.g. Salesforce) would be a plus
  </li>
  <li>
   Strong relationship-building capabilities to all internal and external key decision makers and influencers
  </li>
  <li>
   Ability to become a brand ambassador and excels in working in a dynamic, fast paced and evolving commercial environment
  </li>
  <li>
   Highly goal oriented, assertive and a hands-on problem solver
  </li>
  <li>
   Strong communication and interpersonal skills
  </li>
  <li>
   Ability to manage several accounts simultaneously
  </li>
  <li>
   Strong command of English as the corporate language (written and verbal),
  </li>
  <li>
   <strong>
    Mandarin language is required
   </strong>
  </li>
  <li>
   Willingness to travel 30%.
  </li>
 </ul>
</div>


Regional Account Manager, Chinese Customers

<div><div>About Us:<br>
We are the leader in human-centric cybersecurity. Half a million customers, including 87 of the Fortune 100, rely on Proofpoint to protect their organizations. We&rsquo;re driven by a mission to stay ahead of bad actors and safeguard the digital world. Join us in our pursuit to defend data and protect people.</div><div><br>
How We Work:<br>
At Proofpoint, you&rsquo;ll be part of a global team that breaks barriers to redefine cybersecurity, guided by our BRAVE core values: Bold in how we dream and innovate, Responsive to feedback, challenges, and opportunities, Accountable for results and best-in-class outcomes, Visionary in future-focused problem-solving, Exceptional in execution and impact.</div><div></div><div>
The Role</div><div>
We are seeking a highly motivated Middle Enterprise Account Manager based in Dubai to further develop the Middle East territory.<br>
<br>
You will be tasked with converting prospects into sales by differentiating from the competition and working with channel partners to build and grow a joint Proofpoint business. The role will demand interaction with small and medium sized enterprises up to CISO level, as well as with technical staff within the security and IT organisation.<br>
<br>
This individual will also work closely with the Sales Engineer team, as well as with partners and leverage the power of corporate resources within their account base.<br>
<br>
The successful candidate will be results oriented and possess excellent business acumen. Additionally, this person should have proven ability to build business pipeline, accurately forecast and close business with interpersonal and presentational skills.<br>
<br>
Your day-to-day</div><ul><li><div>
Focus on hunting and developing New Logo Accounts (cross vertical) in between 751 and 2,500 users.</div></li><li>
In this role you will focus on increasing market share of Proofpoint products through outbound telephone prospecting to commercial accounts within an assigned region.</li><li>
You will be responsible for planning, coordinating, and delivering web based and onsite product demos.</li><li>
Work with Sales Engineers to prepare account strategies and plans.</li><li>
Partner with the channel to drive incremental revenue.</li><li>
Focus on hunting and developing new Proofpoint accounts in the market.</li></ul><div><br>
What You Bring To The Team</div><br>
<ul><li>
This person should have proven ability to build business pipeline, accurately forecast and close business with interpersonal and presentational skills.</li><li>
Outstanding written and verbal communication skills and be able to clearly and effectively articulate Proofpoint&rsquo;s value.</li><li>
Must be organized, detail and process oriented.</li><li>
Ability to coordinate Proofpoint resources to execute a complex sales strategy.</li><li>
Experience of using Salesforce (or similar CRM tools) is a plus</li><li>
Successful inside sales experience in related field.</li><li>
Experience selling to IT departments and IT management is preferred.</li><li>
Existing channel relationships and ideally have an understanding of a 2-tier channel</li><li>
Self-starter with the ability to work in a hybrid work environment.</li><li>
Fluent Arabic and English language skills required.</li></ul><div></div><div>
Why Proofpoint? At Proofpoint, we believe that an exceptional career experience includes a comprehensive compensation and benefits package. Here are just a few reasons you&rsquo;ll love working with us:</div><div></div><ul><li>Competitive compensation</li><li>Comprehensive benefits</li><li>Learning &amp; Development: We are committed to the growth and development of our team members, offering a range of programs including leadership and professional development workshops, stretch project assignments, and mentoring opportunities to help employees reach their full potential.</li><li>Flexible work environment: [Remote options, hybrid schedules, flexible hours, etc.].</li><li>Annual wellness and community outreach days</li><li>Always on recognition for your contributions</li><li>Global collaboration and networking opportunities</li></ul><div></div><div>
Our Culture:</div><div>
Our culture is rooted in values that inspire belonging, empower purpose and drive success-every day, for everyone. We encourage applications from individuals of all backgrounds, experiences, and perspectives. If you need accommodation during the application or interview process, please reach out to <div>accessibility@proofpoint.com</div>. How to Apply Interested? Submit your application here <div>https://www.proofpoint.com/us/company/careers</div>. We can&rsquo;t wait to hear from you!</div></div><div></div>

Regional Account Manager, Middle East

Accor

<div><div>Company Description</div><p><br>
Join the Accor Group, an ecosystem of over 5,500 hotels,10,000 restaurants, and lifestyle destinations in 110 countries.</p><p>
As one of our 5,000+ Corporate Heartists&reg;, come pursue your passion to the vibrant rhythm of the hospitality industry.</p><p>
With us, your personality is valued, your opportunities for growth know no boundaries. Every action you take can have a positive and memorable impact on the experience of our customers, your colleagues, and also, on the planet, contributing to pioneering the art of responsible hospitality.</p><p>
Become a Heartist&reg;, and let your heart guide you into a world where life pulses with passion.</p><div><br>
Job Description</div><p><br>
This role is responsible for driving strategic global revenue growth across a portfolio of high-value multinational Corporate and MICE accounts. The Global Account Lead translates Accor&rsquo;s commercial priorities across Business Travel and Meetings &amp; Events into clear, measurable actions across hotels, regions and global stakeholders. As the global integrator, the role shapes account strategy, strengthens commercial discipline and orchestrates multi-market execution to grow share, revenue and total account value growth.</p><p><b>
Strategic Global Account Leadership</b></p><ul><li>
Own global strategy, performance and growth for assigned multinational Corporate &amp; MICE accounts.</li><li>
Develop account plans with clear revenue targets, share-shift priorities, market penetration strategies and stakeholder frameworks.</li><li>
Act as the global integrator to ensure consistent execution across regions and brands.</li><li>
Influence regional teams through structured insights, forecasts and prioritisation based on client potential and market dynamics.</li></ul><p><b>
Annual RFI / RFP Leadership</b></p><ul><li>
Lead the global RFI/RFP cycle end-to-end, ensuring alignment with pricing, distribution, sustainability and loyalty frameworks.</li><li>
Shape bid strategy with regions to improve win rates and defend share.</li><li>
Govern all submissions, ensuring accuracy of LRA, dynamic pricing, content and availability.</li><li>
Deliver post-RFP analytics covering win/loss drivers, pricing gaps, competitive benchmarks and forward opportunities.</li></ul><p><b>
Global MICE &amp; Meetings Strategy</b></p><ul><li>
Drive global commercial strategy for MICE accounts including RFP consolidation, lead management and contracting.</li><li>
Build relationships with global agencies and event owners to secure group blocks and repeat event pipelines.</li><li>
Partner with regional MICE hubs to ensure operational consistency, compliance and turnaround times.</li></ul><p><b>
Cross-Regional Execution &amp; Integration</b></p><ul><li>
Translate global strategy into concrete actions across MEA/APAC, Europe and the Americas.</li><li>
Lead Global Business Reviews (QBRs) with internal stakeholders and clients.</li><li>
Ensure hotels execute with precision on rates, availability, contracting, loyalty delivery and service standards.</li><li>
Provide regional guidance on pricing integrity, contract compliance and market nuances.</li></ul><p><b>
Stakeholder Management &amp; Strategic Communication</b></p><ul><li>
Deliver clear, data-driven performance updates to DOS, SVP Global Sales and regional leadership.</li><li>
Prepare executive-level performance summaries, strategic briefs and commercial insights.</li><li>
Coordinate cross-regional alignment and maintain consistent communication with client stakeholders.</li></ul><p><b>
Change Leadership, Account Development &amp; Innovation</b></p><ul><li>
Identify opportunities to modernise Corporate &amp; MICE engagement through tools, data, digital workflows and commercial levers.</li><li>
Introduce initiatives to increase loyalty contribution, accelerate direct booking behaviour and enhance client experience.</li><li>
Support client-aligned sustainability and ESG initiatives across Corporate and MICE programmes.</li></ul><div><br>
Qualifications</div><br>
<p></p><ul><li>
5&ndash;10 years commercial experience in hospitality, travel or related industries with strong understanding of hotel operations, sales, marketing and distribution.</li><li>
Proven experience managing multinational corporate portfolios across hospitality, MICE, airlines or travel procurement.</li><li>
Demonstrated success growing complex global accounts and driving multi-market revenue and share shift.</li><li>
Deep knowledge of global RFI/RFP processes, LRA &amp; dynamic pricing, distribution, MICE contracting and TMC/agency workflows.</li><li>
Strong influencing skills across regions, brands and senior client stakeholders.</li><li>
Experienced in building multi-year global account strategies and driving disciplined regional execution across sales, revenue, distribution and loyalty.</li></ul><div><br>
Additional Information</div><p><i><br>
Our commitment to Diversity &amp; Inclusion:</i><br>
We are an inclusive company and our ambition is to attract, recruit and promote diverse talent.</p><p><b>
Why Join Us?</b></p><ul><li>
Be part of a global hospitality leader committed to innovation and excellence.</li><li>
Drive impactful projects that shape customer experiences</li><li>
Work in a dynamic, multicultural environment with opportunities for growth.</li></ul></div>

Global Key Account Manager

Avanceon

<div><p><b>Role Purpose</b></p>
<p>The Senior Digital Sales Manager will lead and scale Octopus Digital's industrial digital transformation and enterprise software sales across the UAE and wider Middle East. The role focuses on driving high-value solution sales in <b>Industrial Digitalization (Industry 4.0), IoT, Asset Performance Management, Digital Factory, Energy Optimization and associated digital transformation solutions</b> selling while building long-term strategic relationships with C-level stakeholders across key industries.</p>
<p>This role combines <b>strategic account leadership, consultative selling, and regional market development</b>, positioning Octopus Digital as a trusted digital transformation partner.</p>
<p><b>Key Responsibilities</b></p>
<p><b>Strategic Sales &amp; Business Growth</b></p>
<ul><li>Define and execute the regional digital sales strategy aligned with Octopus Digital's growth objectives across UAE and GCC.</li>
<li>Drive revenue growth through <b>enterprise digital transformation programs</b>, multi-year contracts, and solution-based selling.</li>
<li>Own and manage <b>end-to-end sales cycles</b> for large-scale digital, automation, and software-driven projects.</li>
<li>Build and maintain a robust pipeline of <b>high-value opportunities</b> across industrial and infrastructure sectors.</li>
</ul><p><b>Enterprise &amp; C-Level Engagement</b></p>
<ul><li>Act as a trusted advisor to<b> Digital Leaders, Plant Heads, and Government stakeholders</b>, aligning technology roadmaps with business, sustainability, and efficiency goals.</li>
<li>Lead digital maturity assessments, value discovery workshops, and executive presentations.</li>
<li>Position Octopus Digital's solutions as enablers of <b>Industry 4.0, operational excellence, and data-driven decision-making</b>.</li>
</ul><p><b>Digital Solutions &amp; Portfolio Leadership</b></p>
<ul><li>Lead of sales:</li>
<li><ul><li>Industrial Digital Platforms (IoT and Analytics)</li>
<li>Asset Performance Management (APM) &amp; Predictive Analytics</li>
<li>Manufacturing Execution Systems (MES)</li>
<li>Energy Management &amp; Sustainability Solutions</li>
<li>Digital Twin, Cloud &amp; Edge Solutions</li>
</ul></li><li>Translate complex technical solutions into <b>clear business value propositions</b>.</li>
</ul><p><b>Account &amp; Partner Management</b></p>
<ul><li>Develop and manage strategic key accounts across:</li>
<li><ul><li>Energy, Utilities &amp; Water</li>
<li>Oil &amp; Gas &amp; Chemicals</li>
<li>Manufacturing, Metals, Cement &amp; Mining</li>
<li>Food &amp; Beverage &amp; Life Sciences</li>
<li>Infrastructure, Smart Cities &amp; Data Centers</li>
</ul></li><li>Build and manage relationships with <b>system integrators, EPCs, technology partners, and hyperscalers</b>.</li>
<li>Drive joint go-to-market initiatives and ecosystem-led growth.</li>
</ul><p><b>Cross-functional Leadership</b></p>
<ul><li>Collaborate closely with <b>solution architects, engineering, delivery, and marketing teams</b> to ensure successful project execution.</li>
<li>Support proposal development, commercial negotiations, and contract closure.</li>
<li>Ensure customer success, reference creation, and long-term account expansion.</li>
</ul><p><b>Key Performance Indicators (KPIs)</b></p>
<ul><li>Annual digital sales revenue and growth targets</li>
<li>Pipeline value, conversion rate, and deal size</li>
<li>Strategic account penetration and retention</li>
<li>Partner-driven revenue contribution</li>
<li>Customer satisfaction and long-term contract renewals</li>
</ul><p><b>Required Qualifications &amp; Experience</b></p>
<ul><li><b>10+ years of experience</b> in B2B sales within <b>industrial digital transformation, enterprise software, or automation</b></li>
<li>Proven success selling<b> industrial software, IoT, or analytics platforms</b></li>
<li>Strong experience across <b>Middle East markets</b>, preferably UAE &amp; KSA</li>
<li>Demonstrated ability to manage <b>multi-million-dollar digital transformation programs</b></li>
<li>Strong background in <b>consultative, solution-led enterprise selling</b></li>
<li>Experience working with <b>government entities, utilities, and large industrial enterprises</b></li>
<li>Bachelor's degree in engineering (Electrical / Automation / Computer or related)</li>
<li>MBA or executive leadership education is a strong advantage</li></ul></div>

Senior Digital Sales Manager

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