Sales Manager Full Time

Liferay is seeking a Sales Manager in the Middle East to drive Liferay sales, cultivate strategic partnerships, and lead a high-performing team. The ideal candidate will excel at both individual sales and team development, ensuring efficient sales processes while maintaining a thought leadership position in the market.

Key Objectives

Overall Revenue and Growth

• Team and Individual Revenue Goals: Achieve and exceed New and Growth Annual Recurring Revenue (ARR) targets for both the team and individual contributions.
• Strategic Sales Planning: Develop and execute comprehensive sales strategies for the team, aligning with company goals and market trends.
• Sales Pipeline Management: Oversee and optimize the team’s sales pipeline, ensuring consistent lead flow and deal progression.
• Accurate Forecasting: Provide accurate and timely sales forecasts, collaborating with team members to predict revenue with confidence.

Leadership and Team Development

• Coach and Mentor: Provide ongoing coaching and mentorship to direct reports, empowering them to achieve their full potential.
• Performance Management: Set clear performance expectations, conduct regular reviews, and provide constructive feedback to drive continuous improvement.
• Skill Development: Identify skill gaps and provide training or resources to enhance the team’s sales capabilities.
• Team Collaboration: Foster a collaborative and supportive team environment, encouraging knowledge sharing and best practices.

Customer Engagement and Acquisition

• Strategic Account Management: Oversee key account relationships, ensuring customer satisfaction and identifying expansion opportunities.
• Customer-Centric Approach: Guide the team in understanding customer needs and tailoring solutions to deliver maximum value.
• Cross-Functional Collaboration: Facilitate effective collaboration with technical, product, and marketing teams to meet customer requirements.
• Channel and Partner Engagement: Cultivate strategic relationships with channel and partner companies, enabling full solution delivery.

Strategic Market Presence

• Market Intelligence: Stay informed about industry trends, competitor activities, and customer pain points to guide sales strategies.
• Thought Leadership: Position the team as thought leaders in the industry through content creation, speaking engagements, and networking.
• Brand Advocacy: Promote a positive company image and brand reputation in the marketplace through conduct and online presence.

Your Profile

• 10-15 years of experience in the enterprise software industry and commercial open source software
• Experience in leading a sales team
• Hands on attitude
• Track record in (over)achieving indirect sales targets
• Experience in working with channel partners to sell enterprise software
• Strong customer relationship and presentation skills, building relationships and networks
• Solid understanding of building and executing partner programs
• Experience in creating partner business plans
• Experience in managing existing partners and recruiting new partners
• Relationships with decision makers at leading companies in the Middle East and African regions
• Technical knowledge, especially with portals, collaboration, and content management software
• Knowledge of emerging technologies in social and collaboration software
• Knowledge of the sales and delivery cycle of consulting projects
• Team player
• Arabic and English are compulsory