Lead, Sales/account Mgmt
Dubai, United Arab Emirates
Job Description
Description: Job Title – Lead, Sales/Account Mgmt., L5
Job Location –Dubai
: With a large customer presence in Europe, Middle East, and Africa (EMEA) – the Territory Account Manager provides sales and pipeline management for all opportunities and pursuits of L3Harris Public Safety and Professional Communications. The specific market focus will be Public Safety (Fire, Police, other first responders), Military (MoD, MoI, etc), hydro, utility, transportation, and municipal security or adjacent markets. The successful candidate will be accountable for the growth of top-line revenue, customer acquisition, and overall profitability for the territory. To accomplish this, the candidate will be responsible for actively seeking out and engaging new customer prospects as well as managing existing customer relationships by providing comprehensive and suitable solutions for every customer. Candidates will also need a firm understanding of how to execute a channel strategy and work with resellers and other force multipliers across a region. The overall objective for this role is growth of top-line revenue, customer acquisition, and profitability. To achieve this, the successful candidate will be responsible for:
Job Location –Dubai
: With a large customer presence in Europe, Middle East, and Africa (EMEA) – the Territory Account Manager provides sales and pipeline management for all opportunities and pursuits of L3Harris Public Safety and Professional Communications. The specific market focus will be Public Safety (Fire, Police, other first responders), Military (MoD, MoI, etc), hydro, utility, transportation, and municipal security or adjacent markets. The successful candidate will be accountable for the growth of top-line revenue, customer acquisition, and overall profitability for the territory. To accomplish this, the candidate will be responsible for actively seeking out and engaging new customer prospects as well as managing existing customer relationships by providing comprehensive and suitable solutions for every customer. Candidates will also need a firm understanding of how to execute a channel strategy and work with resellers and other force multipliers across a region. The overall objective for this role is growth of top-line revenue, customer acquisition, and profitability. To achieve this, the successful candidate will be responsible for:
- Achieving agreed-upon sales targets and outcomes
- Prospecting, qualifying, proposing, negotiating, and closing new deals
- Managing opportunities in all stages of the sales funnel, including performing cost-benefit and needs analyses of potential customers
- Establishing, developing, and maintaining positive business and customer relationships
- Influencing customer procurements to gain a competitive advantage
- Performing competitive assessments and identifying attractive solution positions
- Conducting sales presentations and leading marketing activities, including participation in tradeshows, conferences, and product demonstrations
- Providing updates to senior sales/operations staff of any concerns, financial statuses, or other matters as applicable
- Assisting customers and other sales channels to achieve business goals
- Ensuring that customer management tool updates are complete
- Ensuring that forecasting, sales plans, and sales activities are up-to-date,
- Attending sales meetings, submitting timely expense reports, and completing other administrative tasks as required
- Direct sales: growth and retention through account management of existing customers; prospecting new customers throughout territory
- Own customer relationship and manage dialogue between customer and technical team, field services, engineering, customer care, product demonstrations etc.
- Please be prepared to show examples of 5-year plan for customer retention and migration to P25 and LTE technologies
- At least 10 years’ experience in P25 technology sales and/or 10 years’ experience in Military, Public Safety, or IT sales
- EU citizenship and ability to obtain and maintain a security clearance
- Completely fluent in English (written and spoken); functional in Spanish, French, or Arabic a plus
- Proven experience in consultative selling – focusing on building and sustaining strategic relationships
- Proven experience in developing and executing robust sales plans and managing complex cross functional pursuits
- Proven experience selling to police, fire, Ministry of Defense, Ministry of Interior, Ministry of Home Affairs, federal agencies, utilities, oil & gas, and transportation (airports and rail)
- Existing relationships with executive-level (director and above) in policing and federal agencies
- Proven contacts within key markets
- Proven success in developing multi-million-dollar P25 deals; examples of how you influenced/developed the RFP spec
- Experience selling IoT, converged solutions, and whole communications ecosystem (radio, dispatch, towers, backhaul, accessories, CAD, RMS, in-building coverage solutions)
- Experience and relationships with two-way radio resellers, manufacturer’s reps, lobbyists, and LMR consultants; proven history in training and working along-side reseller sales staff and engineers in developing sales strategies, presentations, and close plans
- Experience in managing timelines and customer expectations
- Experiencing leading proposal efforts for large multi-million-dollar system sales
- Strong knowledge of market competitors and technology
- Demonstrated ability to optimize territory growth
- Strong negotiation skills
- Experience managing large complex deals with protracted procurement processes consisting of multiple decision makers, multiple competitors, and requiring multiple levels of approval
- Experience managing the dealer experience, from both a sales and service delivery perspective
- Familiarity with Customer Relationship Management (CRM) tools to build productive business professional relationships
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Job Detail
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Job IdJD1432522
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IndustryNot mentioned
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Total Positions1
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Job Type:Full Time
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Salary:Not mentioned
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Employment StatusPermanent
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Job LocationDubai, United Arab Emirates
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EducationNot mentioned