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Client Executive Middle East E&M M/F

Imagine new horizons

Dassault Systèmes, the 3DEXPERIENCE Company, provides businesses and people with virtual universes to imagine sustainable innovations. Serving over 200,000 customers in 12 industries, from high-tech to life sciences, fashion to transportation, we help businesses and people around the world to create sustainable innovations for today and tomorrow. At Dassault Systèmes, we empower people with passion to change the world. Let’s open new horizons together with the power of 3DEXPERIENCE virtual universes!

What will your role be?

Responsible for implementing business transformation with list of assigned accounts to increase 3DS penetration and revenue growth on a mid and long-term basis, with a clear focus on Oil and Gas accounts (ADNOC, QATAR PETROLEUM, SAUDI ARAMCO).
Deliver revenue plan by executing an overall sales strategy, involving 3DS Ecosystem in line with decision validated once VALUE ENGAGEMENT deployed
Lead Customer Executive relationship and global ecosystem to support enterprise business transformation
Be accountable to engage by value systematically (VALUE ENGAGEMENT framework), positioning and selling 3DS Business Consulting missions to support client’s business transformation
(Please consider this Role description can be applied for both Direct & Indirect Channels based on GTM Strategy)

The challenges ahead

Drive 3DS team endorsement and customer commitment on account strategy once VALUE ENGAGEMENT deployed
Build and develop trusted relationships at executive level and within all layers of client organization to ensure sustainable business for 3DS
Involve 3DS teams and/or C&SI as appropriate to maintain a high-end 3DS consulting presence at customer and to create new growth opportunities
Perform full sales engagements consistent with the LEVERAGE process and VALUE ENGAGEMENT framework to overachieve revenue plan
Provide an accurate forecast on 5 (BT channel) or 4 (VS channel) rolling quarters and FY creating the appropriate pipeline to reach business objectives
Manage negotiation with the customer by complying with all 3DS engagement processes (SBO, IOC, CLOSA, Revenue recognition), government and local regulations, DS policies and ethical standards
Identify best practices based on Lessons Learned (including RCA, Analytics, Loss reviews)
Manage 3DS and Client ecosystems all along the customer experience to ensure global satisfaction

Your key success factors

10+ years’ experience in a Sales position;
Strong Sales and Account Management experience for large accounts (at least 3+ years), with a proven experience working with major Oil and Gas players in the Middle East (SAUDI ARAMCO, ADNOC);
In depth knowledge of the Energy and Materials industry and Middle-East market dynamics;
Proven experience in Consultative Selling;
Exposure in software selling is preferred;
English and Arabic-speaking.
Change Management
Effective communication and negotiation
Manage Ecosystem
Maximize Sales Value
Sales Process & Tools
Setting Customer Value Roadmap / account planning