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Enterprise Sales Manager EMEA & MEA

Ookla

Dubai, UAE

Full Time

Manager

AED 404,000/month / month

2 weeks ago

Enterprise SalesSaaS SalesConsultative SellingAccount ManagementPipeline ManagementNegotiation

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Key skills for this role

Enterprise SalesSaaS SalesConsultative Selling

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About the Role

Ookla seeks an Enterprise Sales Manager to lead expansion across the Middle East and Africa, selling enterprise solutions like Speedtest and Downdetector. You will manage strategic accounts, drive new business, and collaborate with internal teams.

Key Skills for This Role

Enterprise SalesSaaS SalesConsultative SellingAccount ManagementPipeline ManagementNegotiation

Responsibilities

Develop and execute a territory and account growth strategy aligned with MEA strategic objectives.
Identify, qualify, and close new enterprise opportunities across targeted industries.
Build and maintain a robust sales pipeline to achieve and exceed revenue targets.
Engage executive stakeholders including CIOs, CTOs, Digital Transformation Leaders, Customer Experience Leaders, IT Directors, and Operations Executives.
Lead the full sales cycle from prospecting and discovery through proposal development, negotiation, and contract closure.
Develop compelling value propositions and business cases that demonstrate measurable customer outcomes.
Manage a portfolio of existing enterprise customers and strategic accounts.
Drive customer retention, renewals, upsell, and cross sell opportunities.
Establish trusted advisor relationships with key stakeholders.
Collaborate with Customer Solutions and Success teams to ensure customer satisfaction and long term value realization.
Develop relationships with system integrators, managed service providers, technology partners, consultants, and industry influencers.
Support strategic initiatives focused on expanding Ookla's presence in adjacent industries beyond telecommunications.

Requirements

Bachelor's degree in Information Technology, Telecommunications, Engineering, Computer Science, or a related discipline
7–12 years of enterprise technology sales experience with a proven track record of exceeding quota
Experience selling SaaS, analytics, networking, telecommunications, customer experience, cloud, managed services, or enterprise software solutions
Strong experience managing strategic accounts while developing new business opportunities
Strong consultative and solution selling capabilities
Excellent executive communication and presentation skills
Ability to translate technical capabilities into business value and outcomes
Strong commercial negotiation and contract management skills
Strategic account planning and opportunity management expertise
Strong analytical and problem solving capabilities
Self motivated, entrepreneurial mindset with the ability to work independently
Strong collaboration and stakeholder management skills

Full Job Posting

The Opportunity

We are seeking a highly motivated and commercially driven Enterprise Sales Manager to lead the expansion of Ookla's enterprise business across the Middle East and Africa while managing and growing a portfolio of existing strategic accounts.
The successful candidate will be responsible for identifying, developing, and closing new business opportunities across enterprise sectors including hospitality, real estate, transportation, smart cities, government, education, healthcare, retail, and large venues.
The role will focus on positioning and selling Ookla's enterprise solutions portfolio, including: Enterprise Experience Assurance powered by Ekahau and Speedtest Certified; Speedtest Pulse; Customer Experience and Outage Intelligence solutions powered by Downdetector; Speedtest Insights and Advanced Analytics services.
The Enterprise Sales Manager will work closely with the VP Sales MEA, Sales Directors, Customer Success Managers, Product Specialists, and Professional Services teams to execute regional growth strategies and deliver measurable business outcomes for customers.

Expectations For Success

Develop and execute a territory and account growth strategy aligned with MEA strategic objectives.
Identify, qualify, and close new enterprise opportunities across targeted industries.
Build and maintain a robust sales pipeline to achieve and exceed revenue targets.
Engage executive stakeholders including CIOs, CTOs, Digital Transformation Leaders, Customer Experience Leaders, IT Directors, and Operations Executives.
Lead the full sales cycle from prospecting and discovery through proposal development, negotiation, and contract closure.
Develop compelling value propositions and business cases that demonstrate measurable customer outcomes.
Manage a portfolio of existing enterprise customers and strategic accounts.
Drive customer retention, renewals, upsell, and cross sell opportunities.
Establish trusted advisor relationships with key stakeholders.
Collaborate with Customer Solutions and Success teams to ensure customer satisfaction and long term value realization.
Develop relationships with system integrators, managed service providers, technology partners, consultants, and industry influencers.
Support strategic initiatives focused on expanding Ookla's presence in adjacent industries beyond telecommunications.

Requirements

Bachelor's degree in Information Technology, Telecommunications, Engineering, Computer Science, or a related discipline.
MBA or advanced business qualification is advantageous.
7–12 years of enterprise technology sales experience with a proven track record of exceeding quota.
Experience selling SaaS, analytics, networking, telecommunications, customer experience, cloud, managed services, or enterprise software solutions.
Strong experience managing strategic accounts while developing new business opportunities.
Familiarity with enterprise networking, Wi Fi technologies, customer experience management, digital transformation, or connectivity related solutions is highly desirable.
Experience operating across multiple countries within the Middle East and Africa is preferred.
Strong consultative and solution selling capabilities.
Excellent executive communication and presentation skills.
Ability to translate technical capabilities into business value and outcomes.
Strong commercial negotiation and contract management skills.
Strategic account planning and opportunity management expertise.

Key Performance Indicators

New business revenue generation
Enterprise pipeline growth
Customer retention and renewal performance
Upsell and cross sell success
Forecast accuracy

About Ookla

Ookla, an Accenture company, is a global leader in connectivity intelligence that brings together the trusted expertise of Speedtest®, Downdetector®, Ekahau®, and RootMetrics® to deliver unmatched network and connectivity insights.
By combining multi source data with industry leading expertise, we transform network performance metrics into strategic, actionable insights.
Our solutions empower service providers, enterprises, and governments with the critical data and insights needed to optimize networks, enhance digital experiences, and help close the digital divide.
At the same time, we amplify the real world experiences of individuals and businesses that rely on connectivity to work, learn, and communicate.
From measuring and analyzing connectivity to driving industry innovation, Ookla helps the world stay connected.

Our Benefits

Ookla offers competitive salaries in addition to robust, health and wellness focused benefits.
We are committed to work life balance with paid time off when you need it.
At Ookla, we remain dedicated to creating an environment where everyone feels valued, respected, and empowered to succeed.
We offer Employee Resource Groups, company sponsored events, and regular opportunities for professional growth through educational support, mentorship programs, and career development resources.
Our employees are recognized and celebrated through employee engagement programs and recognition awards.

Compensation Range

Ookla provides a range for the base pay. Factors that may be used to determine your actual pay may include your specific job related knowledge, skills, experience, and geographic location.
The salary compensation for this role is AED404,000 AED441,000 Individual pay within the compensation range for this business unit specific role is determined based on a variety of factors including experience, scope of the role, capabilities to perform the role, education and training, as well as business and company performance.

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