Sales Executive Data Centers

About the Role

JCA Associates is seeking a Sales Executive Data Centers to join our team in Riyadh, Saudi Arabia. This is a full-time, quota-bearing sales position focused on data center technology solutions. The role involves acting as a subject matter expert, converting qualified leads, and identifying new opportunities within existing accounts.

Role Purpose and Responsibilities

The primary purpose of this role is to land and convert qualified leads identified by the Client Management team. The Sales Executive will work with architects to identify new opportunities, present data center solutions, and articulate value propositions, partner configurations, cost structures, and revenue models to meet client needs. This position requires direct engagement with clients at various levels and collaboration with internal subject matter experts.

• Maintain domain and industry subject matter expertise in data center technology and solutions.
• Support the closure of data center sales based on technology domain knowledge and address conceptual challenges during the sales process.
• Maintain a high level of relevant product and service knowledge for meaningful client conversations.
• Monitor the competitive landscape, market pricing, and strategy to penetrate new markets.
• Work with technology vendors to understand their solutions and integrate them into our offerings.
• Engage with clients to understand business goals and articulate required solutions and deliverables.
• Prepare and conduct client workshops and presentations, establish relationships with multiple client stakeholders, and secure deals to achieve assigned sales quotas.
• Personalize recommended solutions based on client business understanding and technology-specific knowledge.
• Identify and act on new sales opportunities within accounts, collaborating with sales teams to drive closure.
• Pursue and land qualified leads from client managers and other lead generation sources.
• Execute on the sales strategy and support the wider territory sales plan, defining a personal plan to achieve sales targets.
• Develop and maintain clear account plans for appropriate clients and targets.
• Identify, assess, and highlight client risks that could be detrimental to the client’s organization.
• Partner with internal teams to ensure scope of work and proposals are tracked and managed.
• Utilize sales methodologies and tools, such as opportunity and account plans, to drive the sales process.
• Develop and implement an opportunity plan, including regular check-ins with the primary point of contact and a process for stakeholder buy-in.

Required Experience and Qualifications

Candidates should possess 5-10 years of experience and a proven track record in sales within the IT consultancy or Systems Integrator sector.

• Demonstrated success in achieving and exceeding sales and financial goals.
• Experience in developing and fostering customer relationships up to senior leadership levels.
• Proficiency in delivering engaging sales presentations and utilizing a team selling approach.
• Knowledge of competitors and the ability to apply successful competing sales strategies.
• Ability to define sales strategy coupled with sales solution capabilities.
• Client-centric approach with the ability to understand customer problems and identify best-fit solutions.
• Flexibility to adapt quickly to new missions or urgent deadlines.
• Strong negotiation abilities to craft solutions beneficial to customers, partners, and the organization.
• Close attention to maintaining up-to-date, accurate sales forecasts and close plans.
• Experience in solution-based selling with a proven track record of sales over-achievement.
• Experience in selling complex data center technology solutions and services to senior-level clients.
• Experience in resolving a wide range of issues creatively to meet targets and objectives.
• Experience in networking with senior internal and external people in the specialist area of expertise.

Work Environment

This full-time position is based in Riyadh, Saudi Arabia, and requires an individual who can thrive in a dynamic, client-focused environment.