Sales Engineer
Software AG
Total des années d'expérience :11 years, 2 Mois
i am responsible for managing the Software AG business in Kuwait.
Managing existing clients and landing new opportunities and potential growth of Software AG Technology in Kuwait.
Plan GTM strategy with partners and conduct required sales approaches with clients.
Conduct value proposition presentations with new clients and up-sell existing ones.
Building up digital security and digital transformation department in a well-known technology group.
Discover the market need and partner with global vendors to provide the market with those needs and trends.
Work closely with global security vendors and digital transformation vendors both sales and technical team to map local accounts.
Approach the accounts with consultative selling and solutions selling approach to secure the accounts and close the deals.
confidently approach C-level decision-makers, and discuss pain points and solutions added values.
Build the market plan to align with the group vision to be a recognized system integrator in the market.
Planning targets and achieve the targets within the department.
Cross-sell and upsell existing accounts.
Plan and progress complex sales.
conduct introduction meting with the customer
gather customers requirements and analyze the need
qualify the customers in the pipeline
analyze the customer statues based on BANT (budget, authority, need and
time) methodology
follow the selling process in the organization
approach new customer with solution selling methodology
approach existing customers with up-selling opportunity.
build and document fully comprehensive solution .
writing RFP, and analyze and response for tender.
communicate with vendors and partners to build and plan strategic partnership .
increase selling in enterprise information management technology with 10%
increasing the up selling with existing customers with 15%.
contracted full solution selling projects with new customers with budget +
$800.000
implement solutions in customers premises .
following implementation documents.
fixing technical issue in the implemented solutions .
preparing technical documents .
communicate with customer in both IT and management level .
implemented more than 5 full solutions in both banking and governmental
sector .
building the project document and plans following PMI methodology .
initiate projects, plan projects, control, execute and close successful projects .
building teams for outsourced projects based on daily production .
delivering successful project with $1 milion budget in both banking and
industrial and governmental sectors .