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Director, Business Development & Sales – Middle East

By March 11, 2021 No Comments

About Xage

Xage is the first and only zero trust real-world security company. Powered by the Xage Fabric, the company’s Identity & Access Management (IAM), remote access and dynamic data security solutions allow customers to secure, manage and transform operations. With its distributed, scalable and easy-to-operate Fabric, Xage solves the complex digitization challenges of the real-world operations we rely on. Xage customers include leaders in manufacturing, energy O&G, utilities, Space, logistics and transportation.

About the role

Xage is looking for a Director Business Development and Sales to lead our business in the Middle East. The responsibilities of this role are to work with the industrial partners, operators, and system integrators across the territory and specifically within the markets such as Oil & Gas, Transportation, Manufacturing, Utilities, Wind Energy and Solar Energy to build strategic partnerships and capture sales opportunities. Your focus will be on developing & managing partners and driving specific end customer opportunities and revenue through partners.

  • Partner Business Development:
    • Define industry GTM plan including target customers, partners, and channels
    • Recruit & manage partners as a part of overall partner business development
    • Build Go-To-Market and OEM relationships with partners
    • Drive pricing and commercial terms with partners
    • Technology enablement for partners with the help of the Xage product management and customer success teams
    • Strategy & execution of joint marketing events and activities with partners
  • Customer Business Development:
    • Develop a pipeline of customer accounts in collaboration with GTM partners
    • Acquisition of customer accounts in specific industry verticals
    • Build success stories utilizing a consultative approach, leading to reference-able wins
    • Of note, the largest oil and gas operator in the region is already a customer of and investor in Xage

About you

The successful candidate would have a proven track record of building revenue-generating partnerships for ICS, IIoT, security and/or operations software products through partners and directly with customers:

  • Ability to build strong and actionable relationships in complex situations with multiple stakeholders
  • Strong deal-making and negotiating skills
  • Familiarity with and understanding of the industrial ecosystem across the territory
  • Entrepreneurial and high energy
  • Ability to work collaboratively with functional peers including Product Management, Customer Success and Marketing
  • Experience as a business development lead with a track record of meeting and exceeding assigned quotas in multiple contiguous years
  • Ability to comprehend and convey technical details
  • Cybersecurity technology sales and business development experience is a plus
  • Hands on’ technology experience to assist customers and partners with technical matters is a plus
  • Experience managing global customers is a plus
  • Experience in a start-up or entrepreneurial environment is a plus
  • Based in Saudi Arabia is a plus
  • 8+ years of relevant business development and sales experience
  • Willingness to travel up to 50% of the time
  • Excellent English written and verbal communications skills, Arabic is a plus

 

Please send your resume to jobs@xage.com

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The current model of enterprise security is incapable of protecting Industry 4.0 with its intermittently connected, heterogeneous devices and applications, distributed across organizations and geographies. Today’s centralized IT security paradigm needs to be replaced by cybersecurity that is distributed, flexible and adaptive.