Sales Manager

Sales Dubai, United Arab Emirates

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About Liferay
Liferay, Inc. is a uniquely profitable B2B enterprise software company with 1,200+ fiery-eyed employees all across Europe, the Americas, the Middle East, Asia, and Africa. As a renowned provider of enterprise open source technologies, we have been recognized by Gartner for empowering businesses around the world to solve complex digital challenges.  Liferay Experience Cloud is an all-in-one solution that unites our Liferay DXP and cloud platform capabilities with built-in analytics and B2B commerce functionality, reducing the time to market and allowing for accelerated innovation - serving notable customers across the globe such as Airbus, US Bank, Honda, and Desjardins. 
But we don’t just make awesome software, we are also fueled by a greater-than-profit vision. By building a vibrant business, making technology useful, and investing in communities, we make it possible for people to reach their full potential to serve others. We give our employees five days off to volunteer at charities they’re excited about, and Liferay donates 10% of our profits to charities around the world. Oh, we’re also self-funded which gives us the freedom to work on whatever we think brings the most value to customers and communities in the long run!
About You and this Role
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
Your Benefits
  • A dynamic, multicultural and friendly workplace
  • Opportunity to help continue to build a premier, leading organization in open source
  • A salary package according to qualification and experience
  • Opportunities to take responsibility and grow professionally
  • Work-Life-Balance
  • Other social benefits
Equal Opportunities Employer - Statement
Liferay is committed to the equal treatment of all candidates, customers and employees and to fostering a culture of dignity at work. Our operating procedure provides for equal opportunities in recruitment and employment with the aim to eliminate discrimination against any job applicant or employee on the basis of race, age, sexual orientation, gender, religion or beliefs, marital or civil partnerships status, family or dependency status, disability, pregnancy and maternity or membership of a traveling community.

 

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