Regional Director - Middle East

Sepura are a global leader in critical communications devices for Public Safety (Police, Ambulance, Fire, Gov) and verticals such as Mining, Utilities, Transport, Airports/Ports.

We are looking to recruit an enthusiastic, experienced, and highly motivated Business Development Director to join our Middle East Sales team, taking responsibility for the Middle East and parts of Africa.

In this role you will be responsible to drive forward opportunities to closure, managing our existing channel partners, and you will also recruit new channel partners to support our growth in the region. You will be responsible for developing new markets and verticals, and ensure existing market verticals are developed and expanded to new users.

Role

You will be using your senior experience gained either in the Telecommunications or wireless industry and using your network of contacts expand the addressable customer base for Sepura solutions. With a background in Business Development with Government customers, large regional Systems Integrators and channel partners you will be responsible for driving sales through direct sales and partners.

You will have a track record of meeting and exceeding sales targets in both Commercial and Government sectors. You will be a critical thinker looking at how to position Sepura into different verticals selling the value add of our products and services to end customers and partners alike.

Working closely with your peer Business Development colleagues, and partnering with Marketing, Product Strategy and our Pre Sales Engineering Team, you will develop strategies to address key clients across your assigned territory.

Day to Day

There Is No Such Thing As a Typical Day Here At Sepura. You Will Be Supported By Your Line Manager And The Wider Team, As Well As Collaborating With Other Departments Across The Business. The Business Development Manager Activities Will Include

• Develop and maintain a strong pipeline of opportunities in the Sepura CRM
• Ownership and execution of a sales strategy for Sepura business in Middle East.
• Develop a strong engagement with our end customers (and if appropriate Channel Partners) in the territory to position Sepura as the primary public safety brand for mission critical solutions whether this is TETRA, broadband or hybrid solutions, and other verticals.
• Be responsible for selling the Sepura portfolio to achieve or exceed sales targets delivering positive margin contributions in line with company goals.
• Establishing peer-to-peer relationships with senior decision makers in the customer organisations
• Ensure opportunities are forecasted to ensure financial targets are achieved.
• Engage with customers and partners users using value based selling tools.
• Establishing and maintaining a high level of customer satisfaction.
• To successfully prospect for new sales business and ensure that the optimal route to market is identified.
• Work with appropriate product manager in PSG to ensure customer requirements are identified and manage customer expectations.
• Support brand development in partnership with marketing
  
  

• Qualified to Degree level with relevant end customer experience.
  
  

• 10 years minimum sales/Business Development experience and a track record of sales success in communications equipment, technology, and PMR solutions.
• A demonstrably thorough understanding of the LTE, PMR market, Tetra, DMR and associated technologies.
• Familiarity of narrow band and broadband technologies.
• Experience of direct sales and managing channel partner sales with a ‘value based selling’ approach.
  
  

• Customer first, can do attitude and a passion for selling value.
• Self-motivated in challenging environments with ability to think laterally and to devise successful strategies to drive deals to closure.
• Understanding of tendering processes and in developing a win strategy.
• Competitive to win business whilst being a team player supporting colleagues to win.
• Consultative and creative approach to selling and problem solving.
• Ability to take ownership of tasks and work on own initiative and under pressure to meet customer and company deadlines.
• Able to organise and effectively manage customer meetings
• Clear communicator, persuasive and confident individual with good presentation skills.
• Good time management and planning skills.
• Ability to organise, direct and utilise virtual sales teams and resources
• Ability to present to high level management on sales strategies and initiatives
• Ability to present at industry and Sepura events, articulating Sepura strategy and vision.
• Fluent English speaking and writing.
  
  

• Additional language skills (e.g. Arabic)
• Experience of dealing with Distributor and Channel business
• CRM power user, ideally Microsoft CE
  
  

• Masters degree in commercial discipline
• Relevant training in how to sell Critical Communications
  
  

• Good understanding of the Public Safety market sector and the key operational requirements
• Familiarity of TETRA & LTE/broadband technologies