Senior B2B Sales Manager

Date Posted: 2024-03-06
Job Title: Senior B2B Sales Manager
Job Location: Saudi Arabia
Skills Required: Software Sales, Success Driven
Company: HTC VIVE
Company Size: 501-1,000 employees

Situated in Saudi Arabia, the Senior B2B Sales Manager will oversee the sales of HTC Vive solutions within Enterprise channels across the MEA Region, with a specific focus on KSA and various industry sectors. The objective is to establish widespread awareness and accessibility of Vive propositions among enterprises, catering to both large corporations and SMEs. The aim is to foster the adoption of VR and Viverse (spatial computing) in workplaces across diverse applications. Additionally, the role involves identifying, onboarding, and expanding a robust system integrator and Independent Software Vendor (ISV) base, ultimately creating a sustainable business model for HTC.


  • Establish and enhance the enterprise and end customer pipeline, facilitating channel partners to successfully conclude deals for significant corporate tenders in sectors such as AEC, Healthcare, Education, Oil & Gas, LBE, Government, Aviation, and Military & Defense.
  • Cultivate and strengthen sales connections with local distributors having extensive coverage among IT enterprise resellers. Construct a network of core VARs (Value Added Resellers) across key market verticals.
  • Foster robust relationships with customers, addressing their challenges and needs through a comprehensive understanding of XR technology and industry software, creatively tailoring solutions to meet specific customer requirements.
  • Identify potential new customers and markets, uncovering business opportunities by refining and following the sales process to secure successful deals.
  • Engage in negotiations regarding prices and volumes with customers, collaborating with product marketing and headquarters.
  • Develop a detailed rolling 3-6 months Sales Plan supported by a robust sales forecasting process, demonstrating how the Business Plan will be executed.
  • Provide support in formulating the 12-month Sales Strategy for the country, contributing to the VR Business Planning process by pinpointing key areas of growth/decline and potential opportunities.
  • Maintain effective internal communication to ensure that all internal stakeholders stay informed about Account performance, highlighting any arising issues or opportunities.
  • Proactively update and follow up on customer status regularly.

Person Specification

  • Possess 7-10 years of direct sales expertise specializing in the sale of enterprise software/hardware to mid-size to large enterprises, particularly within the Middle East, with a preference for experience in the Kingdom of Saudi Arabia (KSA).
  • Demonstrated proficiency in “software-driven” hardware sales, with a preference for experience collaborating with Value Added Resellers.
  • Extensive background in selling to the KSA Industrial market and government sector, showcasing a proven track record of successfully engaging with Enterprise clients through a high-touch sales approach.
  • Exhibit a self-driven and self-learning mindset, collaborating seamlessly with team members and fostering effective communication across various functional groups.
  • Embrace an entrepreneurial, hands-on sales approach, displaying accountability for all facets of sales growth. Recent experience as an individual contributor, without team management, is essential.
  • Proven ability to establish and maintain senior or “C”-level relationships beyond one’s own level, leveraging these connections for business advantage.
  • Familiarity with the KSA channel partner ecosystem is advantageous, coupled with experience in a “start-up” company culture and a “greenfield” role.
  • Possess a determined, flexible, and creative personality, showcasing assertiveness and adaptability in sales endeavors.
  • Proficiency in the Arabic language is preferred.

Community Engagement

  • Act as HTC Vive “Ambassador” for professional VR within countries/sectors of responsibility
  • Develop relationship with key VR software solutions and their top resellers.
  • Attend industry events & shows, participate in forums and work with relevant Enterprise VR communities, deliver demo training as required.
  • Work with European and Global Community to leverage potential opportunities.

Any Other Relevant Information

  • Willingness to travel across MEA
  • Attractive base salary + OTE
  • Remote working available for candidates residing in the KSA region.

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