Job Description

Purpose of the position The Regional Sales Manager is responsible for supporting and actively driving end user engagement in line with the strategic GTM market plan for the region. Establishing robust end user relationships to influence the pipeline across EDU & ENT market segments. Creating and nurturing strong business relationships with key reseller partners in the channel ecosystem and key end users across the region. Meeting and exceeding monthly, quarterly, and annual sales targets and working closely with the wider local team to deliver success. Leveraging marketing and sales programs and other SMART resources to support business objectives. You will drive the end customer activities that will enable the growth of SMART sales within the MENA regional market segments. Responsibilities and accountabilities Spearheading the end customer engagement motions and set the standards of supporting and managing the SMART new and existing end user relationships and develop trusted advisor with key accounts. Co-ordinating and leveraging the end customer internal BUY resources in MENA to influence customer buying decisions and drive SMART brand preference and SMART value. Maximizing customer impact whilst collaborating with other internal UCE enabling teams/resources within SMART. Being proactive in taking actions to support the annual FY plans, with the local team, with cross functional and enabling inputs. Working appropriately with the teams to ensure the go-to-market and channel plan supports the levels of end user engagement required aligned to the business objectives and pipeline. Working with the local team recruiting, onboarding new channel partners across the region, as required to support scalable growth with end customer engagement across all segments. Maintaining rigor and accountability with partners and working with the local teams to drive deeper level of end customer engagement in managing the sales motions aligned to objectives. Establishing and maintaining strong business relationships through proactive account management, including regular face-to-face meetings and communication at the Distributor, reseller, and end user levels Evaluating the effectiveness of our reseller channel regularly to maximize coverage of all markets including, but not limited to, education, corporate and other targeted segments, aligned to the channel partner program. Build robust and accredited, knowledgeable channel partners, with the necessary training and onboarding aligned to the accreditation criteria of the SMART channel partner program to scale our direct touch into the market. Building and maintaining strong relationships with key end user accounts and channel partners at all levels and be a tactical thinker to overcome any barriers to closing sales and delivering success to the business goals. Working across the regional channel network to grow robust sales pipeline and managing the internal CRM to contribute to the business outlook, forecast and commit discussions. Making sure the direct touch influences the pipeline to create increased probabilities to secure increased win ratio. Planning and executing strategies for maximizing sales across all business segments while minimizing potential channel conflicts. Meeting and exceeding sales quotas with new and assigned SMART resellers and specific end users. Distributing leads and sales enquiries to resellers based on their product knowledge, allegiance to SMART and return on investment to build up the sales funnel and pipeline. Resolving customer and reseller issues using ethical, practical, and fair methods, maintaining integrity, and adopting the company values Supporting resellers and end-users at local trade shows, seminars, conferences, and customer events together with rest of the local team Support resellers in their efforts to sell SMART products to their customers by ensuring their capabilities, capacities, interests, and commitment, and by regularly evaluating their marketing strategies and practices. Supporting the channel with end user demonstrations articulating the SMART value proposition. Ensuring that resellers and end users are adequately informed and trained on SMART's full range of programs and products and with new product launches. Working with SMART education consultants to ensure that their efforts are aligned to territory and account objectives. Engage and maintain influential C-Level relationships with Government key decision makers to influence large scale tenders/projects. Monitoring market and competitor activities and providing relevant reports and information with regular market updates. Provide product development teams with customer feedback to help identify new features or products. Work with customer success, service and support teams to report on product and services performance and customer satisfaction. Providing high-quality territory reports showing knowledge of a specific territory and suggesting plans for required improvements, as required. Responsible for inputting into the territorial forecast, outlooks, and other internal reporting, such as salesforce, and pipeline together rest of the team. Taking proactive action in the salesforce reporting to update pipeline for the region. Traveling approximately 50-70 percent of the time throughout your territory (as needed) Education and work experience Degree in business, marketing, or a related field At least 8 years' experience in sales, business development, channel management with a successful, fast-paced, technology-driven business in this region Proven aptitude for developing relationships with key decision makers. Presentation and demonstration skills. Strategic business thinking and planning skills. Excellent written and verbal communication skills Strong presentation skills and ability to navigate sensitive or often challenging conversations. Demonstrated analytical, reasoning, and problem-solving abilities. A high level of self-motivation Strong time-management, record-keeping, and planning skills Strong track record of delivering success and business growth. Experience in managing multi-markets within the AV tech space. Bi-lingual is advantage (English+Arabic) A valid passport, or no impediment to obtaining one.

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