Descripción de la oferta
Our client is...A growing, independent technology company specialized in helping large organizations address complex challenges around sustainability, ESG, reporting and corporate transformation.With an established commercial presence in Qatar and ambitious plans for the Middle Eastern market, the company is looking for a senior Key Account Manager to take ownership of business development across the region and build long-term relationships with enterprise clients.MissionTo build and grow the company's business across the Middle East through high-level consultative selling, combining strong market knowledge, cultural intelligence and the ability to mobilize the right internal resources to win complex opportunities.You will own the full commercial cycle — from identifying and creating opportunities through to negotiation and contract signature — while becoming a trusted partner for senior decision-makers across the region.This is not a transactional sales role. The objective is to understand the client's business, uncover the real challenge, identify where the company can create value and build a compelling, viable solution together with internal experts.Key responsibilities• Build and develop a strong enterprise pipeline across the Middle East/GCC, targeting new logos and strategic opportunities.• Combine proactive hunting with leads generated by SDRs and opportunities arising from local relationships and networks.• Develop trusted relationships with senior decision-makers and influencers, adapting the commercial approach to local business and cultural dynamics.• Conduct deep discovery conversations to understand business needs, priorities, budget, governance, decision-making processes and the consequences of inaction.• Define account and opportunity strategies and lead complex sales processes from initial contact through to close.• Coordinate pre-sales, consulting, implementation, product, technology and security teams to develop viable solutions.• Ensure proposals accurately reflect the client's context, the value proposition, risks and commercial commitments.• Lead commercial negotiations and contract closure.What we're looking for• 10+ years of B2B consultative sales experience, ideally selling to large enterprise accounts.• Proven international commercial experience, preferably in the Middle East/GCC or other markets where relationship-building and cultural awareness are critical to success.• Experience selling SaaS, technology, consulting, professional services or complex projects involving multiple stakeholders.• A strong hunting track record and the ability to build a market from a relatively limited starting point.• Demonstrated ability to develop relationships with senior executives and navigate complex buying processes.• Near-bilingual English with the confidence to operate in senior-level business environments.• Willingness and availability to travel across the Middle East.Cultural fit• Ownership and a strong bias towards solving problems.• Proactivity backed by concrete ideas and execution.• Humility to listen, learn and ask for support when needed.• Ambition, energy and comfort in a demanding environment.• An entrepreneurial mindset and willingness to learn from mistakes.What the company offers• The opportunity to help build a strategic international market from an existing commercial base in Qatar.• Direct exposure to senior stakeholders across major organizations and sustainability/transformation functions.• A purpose-driven technology environment with significant room for autonomy and impact.• The opportunity to shape the commercial strategy and value proposition as the Middle Eastern market develops.• A genuinely entrepreneurial environment where your ability to open doors, build relationships and win business will have a visible impact.
