Strategic Account Manager

Role description & responsibilities

The primary responsibilities of the Strategic Account Manager for Indirect Sales are to achieve the revenue and growth targets for their territory across a strategic list of accounts. They manage end-to-end client engagements, from opening to closing deals with our partners across the Middle East region, currently - United Arab Emirates, Saudi Arabia, Qatar, Kuwait, Bahrain, Oman, Egypt and Pakistan:

• Execute indirect sales strategy in an assigned territory, utilizing a specific partner as part of a Strategic Account or New Named Account list (NNAs) across a given target industry.
• Work with the Middle East CPE Leader and Managing Director in defining a medium and long-term revenue growth strategy across the Middle East region within assigned accounts (NNAs).
• Be responsible for engaging exclusively on value with a Business Consulting approach, through the Dassault Systèmes Value Engagement model.
• Be responsible for implementing customer transformation programs to increase 3DEXPERIENCE platform penetration and revenue growth in the medium to long-term.
• Work with existing strategic customers on expansion of the current Dassault Systèmes footprint and diversification across the solution portfolio.
• Deliver a revenue plan by executing with partners, the overall sales strategy, involving the extended Dassault Systèmes team, to ensure customer satisfaction in accordance with a value-based roadmap.
• Lead the relationship with the general management (CxO) of our clients and prospects as well as the global ecosystem to support client transformation.
• Ensure relationships of trust within our partner network.
• Develop the knowledge and know-how of partners to become autonomous in the sale of value.
• Support the CPE Leader with identifying potential new partners across the Middle East region.

Reporting to the Middle East CPE Leader, you will be responsible for:

• Defining the customer value roadmap for assigned accounts to generate over €1.5 million in incremental revenue per year within the assigned territory (list of accounts).
• Managing leads and opportunities throughout the sales lifecycle, ensuring all CRM data is updated in real-time and accurately.
• Building and developing trusted relationships at management level and throughout all levels of the customer and prospect organization to ensure sustainable business for Dassault Systèmes.
• Identifying and converting prospects into opportunities.
• Engaging in key opportunities with the partner, involving process experts and industry consultants with joint partner engagement. This includes defining account plans.
• Expanding Dassault Systèmes footprint with industrial process experience engagements.
• Monitoring partner engagement projects through regular meetings.
• Supporting partners throughout the LEVERAGE cycle, to achieve the revenue plan, from demand creation, defining the value experience roadmap to closing, and enabling them to deliver CVM, CVR and be able to replicate the processes.

Qualifications

• Master's degree in Engineering or equivalent.
• At least 7 years of experience in selling complex solutions (ERP, PLM, etc.), ideally with a software publisher.
• Comfortable working in a multidisciplinary environment and able to train and coach partners on technical and commercial topics.
• Self-driven, able to build your internal network and work effectively within an extended team.
• Strong interpersonal and managerial skills.
• Sales and results-oriented.
• This role includes extensive travel across the Middle East region as well as visits to Head Office in Paris, France when supporting customer or prospect activities.
• Languages: English (fluent), Arabic (advantageous).

Inclusion statement

As a game-changer in sustainable technology and innovation, Dassault Systèmes is striving to build more inclusive and diverse teams across the globe. We believe that our people are our number one asset and we want all employees to feel empowered to bring their whole selves to work every day. It is our goal that our people feel a sense of pride and a passion for belonging. As a company leading change, it's our responsibility to foster opportunities for all people to participate in a harmonized workforce of the future.