Job Description

Overview:
JAGGAER provides an intelligent Source-to-Pay and Supplier Collaboration Platform that empowers organizations to manage and automate complex processes while enabling a highly resilient, responsible, and integrated supplier base. With 30 years of expertise, we specialize in solving complex procurement and supply chain challenges across various industries.
Our 1,200+ global employees are obsessed with ensuring customers get full value from our products - ultimately enhancing and transforming their businesses. For more information, visit www.jaggaer.com
The successful candidate will be an accomplished sales professional, with a working knowledge of enterprise software. Supply Chain Management experience is desired. However, the most critical criteria is a tenacious approach to net new sales in targeted accounts. A consistent proven track record of performance is required. True comprehension and ability to navigate and penetrate complex sales environments is required. Track record in supply-chain and/or past software sales experience in the following areas including Sourcing, Procurement, Finance, Contracts and Supplier Performance.
The ideal candidate can prospect, identify solution gaps and/or sales opportunities, and articulate those gaps in a confident "Challenger Sales" approach to prospective customers. In doing so, candidates will utilize Salesforce to manage their day-to-day operations. Day to day operations include prospecting, opportunity management, forecasting, and proposal generation. This individual must be an independent, autonomous and creative performer with a passion for customer outcomes as a result of utilizing JAGGAER solutions. They must also be a team player who can successfully partner with the others in the JAGGAER organization. This position is for focused individuals who thrive in an environment of change and who have demonstrated a highly successful sales track record. Principal Responsibilities:
Sales Management

• Focus on net new customers with a disciplined approach to territory and account management
• Owning the full Sales Cycle (prosper to close). Must be effective in identifying, prospecting, qualifying and tracking opportunities
• Understanding the challenger sales model
• Identification of prospect "White Space"
• Articulate desired prospect business outcomes
• Making timely decisions about which opportunities JAGGAER will pursue.
• Establishing an annual territory plan (within assigned vertical) and articulating discrete actions required to win new business. He/ She will manage and coordinate every aspect of specific sales opportunities, from prospecting to contract signature.
• Must be capable of driving and closing a sale, writing proposals, and negotiating contracts with people at all levels.
• Provide input to internal teams on market trends, competitive products, prospect/client feedback, market needs/requirements, and other areas as requested

Business Volumes - Pipeline/Quota

• The Sales Manager is required to prospect and generate a solid pipeline and to sell within the prescribed vertical to net new customers
• He/ She should utilize JAGGAER prospecting tools in their day-to-day activity
• He/ She should document pipeline building activity

Opportunity Tracking / SFDC

• The Sales Manager is required to enter all sales activity into Salesforce.com (SFDC):

o Whitespace
o Contacts
o Quotes
o Call and Meeting Notes
o Calendar events
o Org Charts
o Forecast
o Prospect activity

• As JAGGAER qualifies an opportunity and pursues it through its lifecycle, the Sales Manager must systematically create updates to the opportunity record and reflect current information regarding sales stage, key dates, deal size, and so on.

Solution Development

• He/She will contribute to the development of solutions being proposed for prospects.
• Assist in identification of the customer Return on Investment
• Assist in gathering information for services Statement of Work
• White board solution maps for customers
• Land and expand solutions
• As JAGGAER develops the solution for a Sales Manager account, He/ She must be able to articulate the questions that explain the value proposition, pricing, and competition in the sale.
• Strategically position JAGGAER solutions relative to the competition and clearly differentiate JAGGAER's unique offerings.

Position Requirements:

• A Bachelor of Administration/ Science is required
• Prior greenfield experience selling into named accounts in Mid-market & corporate accounts
• A minimum of 5 years of demonstrable success selling complex software solutions, preferably SaaS
• Experience/track record in meeting/exceeding quota selling procurement solutions
• Active in seeking new sales opportunities through prospecting
• Strong understanding of ERP offerings and procurement solutions and technology
• Proficiency in the sales processes and account/territory planning
• Proficiency in solution selling running complex results driven sales cycles
• Ability to take ownership of all facets of the sales process. Personal ambition to close
• Proven ability to build and deliver credible business value prop at all of the multiple levels (examples: CFO, VP of Supply Chain)
• Strong presentation and writing skills
• Must be proficient in Arabic and English languages
• Must be based in Abu Dhabi, UAE
• Ability to travel (up to 50+%), predominantly within UAE.

What We Offer:
At JAGGAER you'll find great benefits, empowering culture, flexible work environment, much more!
Apply now and be part of our success!
Our Values:
At JAGGAER, our values shape everything we do--from supporting customers and collaborating with teammates to building products and fostering our culture.
Be Collaborative: Promote mutual respect, work productively with others, and share responsibility for success.
Be Accountable: Own your actions, learn from challenges, and stay proactive to achieve results.
Be Adaptable: Embrace change, encourage innovation, and stay effective through significant transitions.