Enterprise & Strategic Account Executive – UAE / Qatar

As an Enterprise & Strategic Account Executive at OffSec, your primary responsibilities include developing and executing a territory strategy focused on enterprise clients in UAE and Qatar, managing the complete sales cycle, and engaging with C-level executives to foster partnerships. You'll be expected to meet and exceed Annual Recurring Revenue (ARR) targets and provide a top-notch customer experience while also leading compelling product demonstrations and maintaining an accurate sales forecast.

To qualify for the Enterprise & Strategic Account Executive position at OffSec, candidates should possess over 7 years of experience in enterprise sales, particularly in B2B SaaS or cybersecurity training solutions. Experience selling in UAE and Qatar is crucial, alongside a proven track record of exceeding sales targets. Strong communication and negotiation skills, along with proficiency in platforms like Salesforce and LinkedIn Sales Navigator, are also essential.

The sales cycle for an Enterprise & Strategic Account Executive at OffSec encompasses several key phases: starting from prospecting potential clients and initiating discussions, to product demonstrations and presentations, concluding with closing sales deals, and managing account expansions. Throughout the cycle, building relationships and acting as a trusted advisor to clients to address their cybersecurity training needs is pivotal.

Success in the role of Enterprise & Strategic Account Executive at OffSec hinges on several crucial skills. These include a self-starter mentality, strong negotiation and communication abilities, a consultative sales approach, and experience in solution selling methodologies. Adaptability, resilience in a fast-paced environment, and potent pipeline generation skills are also vital attributes for thriving in this role.

OffSec champions a remote-first culture, providing its Enterprise & Strategic Account Executives with the flexibility to work from home while remaining connected with a global team. The company emphasizes work-life balance alongside essential resources for productivity and collaboration, ensuring you have the support needed to excel in your role and experience career growth opportunities.

When developing a territory strategy for the UAE and Qatar, I conduct thorough market research to identify industry trends and key prospects. Understanding the unique cybersecurity challenges these regions face allows me to tailor our offerings effectively. I prioritize building relationships with local partners and leveraging alliances to enhance our reach and credibility within the market.

I have extensive experience with various solution selling methodologies like MEDDPICC and CoM. I use these frameworks to dissect client needs thoroughly and present tailored solutions that align with their business goals. This approach has consistently helped me exceed sales targets and foster deeper client relationships.

When facing objections from potential clients, my approach is to listen actively to their concerns and validate their feelings. I then provide well-researched responses that address their specific concerns, illustrating how OffSec's solutions can relieve those pain points. This dialogue not only builds trust but also positions us as partners in their journey.

For effective pipeline management, I rely on a mix of systematic tracking using tools like Salesforce and maintaining regular check-ins with my leads. I prioritize prospects based on their potential value and urgency while ensuring that I'm following up timely and nurturing relationships to keep opportunities moving forward.

In my previous role, I closed a six-figure deal by approaching a large enterprise with a customized presentation highlighting the ROI on our cybersecurity training solutions. Thorough collaboration with internal teams and a clear understanding of the client's objectives were crucial in addressing their specific requirements and guiding them to the final decision.

I find platforms like Salesforce for CRM management, LinkedIn Sales Navigator for lead generation, and Gong for call intelligence to be essential in my sales process. These tools not only streamline my efforts but offer insights into customer interactions that are invaluable for refining my approach.

Building relationships with C-level executives requires a strategic approach focused on understanding their goals and challenges. I initiate conversations that identify their pain points and then present tailored solutions that offer substantial value, while also maintaining regular follow-ups to further cement the relationship.

Success in my sales role is measured through multiple metrics such as ARR growth, the number of closed deals, and customer satisfaction ratings. Additionally, I believe continuous learning from feedback and adapting my strategies are key to long-term success.

OffSec's commitment to practical, hands-on learning and our unique training solutions truly set us apart in the cybersecurity market. Our legacy of innovation, coupled with the real-world expertise of our team, enables us to deliver unparalleled value that directly addresses the industry's workforce challenges.

To stay informed about industry trends in cybersecurity, I regularly attend conferences, participate in webinars, and read relevant publications from leading cybersecurity experts. Engaging with industry peers on platforms like LinkedIn also allows me to gather diverse insights that I can apply in my sales strategies.