Middle East Strategic Account Manager M/F | Dubai, UAE

Middle East Strategic Account Manager M/F

Role description & Responsibilities

The primary responsibilities of the Strategic Account Manager for Indirect Sales are to achieve the revenue and growth targets for their territory across a strategic list of accounts. They manage end-to-end client engagements, from opening to closing deals with our partners across the Middle East region, currently - United Arab Emirates, Saudi Arabia, Qatar, Kuwait, Bahrain, Oman, Egypt and Pakistan:

• Execute indirect sales strategy in an assigned territory, utilizing a specific partner as part of a Strategic Account or New Named Account list (NNAs) across a given target Industry.
• Working with the Middle East CPE Leader and Managing Director in defining a medium and long-term revenue growth strategy across the Middle East region within assigned accounts (NNAs).
• Be responsible for engaging exclusively on value with a Business Consulting approach, through the DASSAULT SYSTEMES Value Engagement model.
• Be responsible for implementing customer transformation programs to increase 3DEXPERIENCE platform penetration and revenue growth in the medium to long-term.
• Working with existing strategic customers on expansion of the current DASSAULT SYSTEMES footprint and diversification across the solution portfolio.
• Deliver a revenue plan by executing with partners, the overall sales strategy, involving the extended DASSAULT SYSTEMES team, to ensure customer satisfaction in accordance with a value-based roadmap.
• Lead the relationship with the general management (CxO) of our clients/prospects as well as the global ecosystem to support client transformation.
• Ensure relationships of trust within our partner network.
• Develop the knowledge and know-how of partners to become autonomous in the sale of value.
• Supporting the CPE Leader with identifying potential new partners across the Middle East region.

Reporting to the Middle East CPE Leader, you will be responsible for:

• Defining the customer value roadmap for assigned accounts to generate over €1.5 million in incremental revenue per year within the assigned territory (list of accounts).
• Managing Leads and Opportunities throughout the sales lifecycle, ensuring all CRM data is updated in a real-time and accurate.
• Building and developing trusted relationships at management level and throughout all levels of the customer/prospect organization to ensure sustainable business for DASSAULT SYSTEMES.
• Identifying and converting prospects into opportunities.
• Engaging in key opportunities with the partner, involving process experts and industry consultants with joint partner engagement. This includes defining account plans.
• Expanding DASSAULT SYSTEMES footprint with industrial process experience engagements.
• Monitoring partner engagement projects through regular meetings.
• Support partners throughout the LEVERAGE cycle, to achieve the revenue plan, from demand creation, defining the value experience roadmap to closing, and enable them to deliver CVM, CVR and be able to replicate the processes.

Qualifications

Master's degree in Engineering or equivalent. You will have at least 7 years of experience in selling complex solutions (ERP, PLM, etc.), ideally with a software publisher.

You are comfortable working in a multidisciplinary environment and are able to train and coach partners on technical and commercial topics.

Self-driven, you know how to build your internal network and work effectively within an extended team.

You have strong interpersonal and managerial skills.

You are sales and results-oriented.

This role includes extensive travel across the Middle East region as well as visits to Head Office - Paris, France when supporting customer or prospect activities.

Languages: English (fluent), Arabic (advantageous)

Inclusion statement

As a game-changer in sustainable technology and innovation, Dassault Systèmes is striving to build more inclusive and diverse teams across the globe. We believe that our people are our number one asset and we want all employees to feel empowered to bring their whole selves to work every day. It is our goal that our people feel a sense of pride and a passion for belonging.

As a company leading change, it's our responsibility to foster opportunities for all people to participate in a harmonized Workforce of the Future.