Account Executive

The Day-to-Day Activities

The essential functions and responsibilities for this position include, but are not limited to, the following. Other duties may be assigned as needed.

• Achieve Annual and Quarterly Sales Key Performance Indicators, Objectives, and Bookings Goals for the Middle East territory
• Respond to assigned inbound inquiries from Middle East prospects and existing customers
• Vet and determine end-user business objectives - elevate the conversation beyond technical requirements to strategic business outcomes
• Produce and deliver quotes to book opportunities and meet territorial sales goals
• Actively generate sufficient pipeline to achieve new business sales booking goals and KPIs across diverse Middle East markets
• Manage up to a maximum of 5 strategic accounts with a goal of providing outstanding customer service and expanding within organizations to find additional business opportunities
• Demonstrate a winning track record when competing against Fortune 100 tech companies in complex Middle East procurement environments
• Maintain deep understanding of the iXsystems value proposition and product offering, with particular focus on how TrueNAS addresses regional needs around data sovereignty, cost optimization, and infrastructure scalability
• Effectively communicate and present the iXsystems company vision, value proposition, and go-to-market strategy to prospects, existing customers, and channel partners across cultural and business contexts
• Maintain high-level understanding of the competitive landscape, including regional players and global vendors active in Middle East markets
• Engage with customer and prospect technology teams to effectively communicate and educate end users and decision-makers about our Open Source storage solutions
• Collaborate with Sales Engineer and Sales Management to secure bookings and navigate complex Middle East sales cycles
• Collaborate with Sales Engineer for customer/prospect configurations, particularly around compliance and regulatory requirements
• Collaborate with Channel Manager on development of Qualified Opportunities (Deal Registrations) generated by approved regional partners
• Qualify and Approve Deal Registrations that have been vetted by the Channel Manager
• Handle end-to-end complex and technical sales processes from sales accepted lead through contract execution
• Document sales activities within Salesforce CRM system
• Travel extensively within the Middle East region to build relationships and close business (35-50% travel expected)
  
  
  

Education and Experience

We have identified the following programs, experience, and knowledge that have helped others find success in this role at iXsystems. We understand though that knowledge comes from many forms of learning and experiences. Above all, we consider a person’s potential impact in the role and value their unique path to this point in their career.

Required:

• 3+ years of outside sales with focus on new customer acquisition or business development in Middle East or similar emerging markets; consistently delivering $3M+ bookings per year
• Previously sold highly technical solutions (enterprise IT, data storage, cloud infrastructure, or open source technology) to Middle East enterprise customers
• Proven track record working with Middle East channel partners, system integrators, and reseller networks
• Experience navigating complex Middle East sales cycles including government, banking, oil & gas, or telecommunications sectors

Preferred:

• Training in one or more sales methodologies: Challenger Sale, Gap Selling, Force Management, MEDDPICC
• Experience with Open Source business models and enterprise software sales
• Background in data storage, virtualization, or cloud infrastructure technologies
• Previous experience building territories in emerging or high-growth markets
• Multilingual capabilities beyond Arabic and English
• Comfortable working across diverse customer sizes and industries - from government entities to multinational corporations - would consider yourself a swiss army knife of AEs capable of adapting to various Middle East business environments
• Consistent track record of exceeding quota while maintaining customer loyalty and required product sales, preferably in Middle East or emerging markets