Westcon-Comstor -
Company: Westcon-Comstor –
WebSite: Riyadh, Saudi Arabia
Job Description:**Account Executive – Network Infrastructure**
Westcon-Comstor seeks a highly motivated Account Executive to spearhead end-user engagement and capitalize on untapped opportunities within the Nokia Network Infrastructure (NI) portfolio. This role is responsible for cultivating demand within designated segments/verticals, ensuring Nokia NI solutions are strategically considered in digital transformation initiatives, and collaborating closely with Nokia, resellers, system integrators, and service providers to accelerate pipeline development and revenue generation.
**Responsibilities:**
* **End-User Engagement & Business Development:** Identify, target, and engage prospective end-user accounts within the region to unlock new business opportunities for Nokia NI solutions. Cultivate direct relationships with C-level executives, IT leaders, and network architects to position Nokia as a strategic technology partner. Develop and implement account penetration strategies to enhance the visibility and relevance of Nokia NI within key verticals (e.g., Power utilities, ISPs, Higher education, Financial services, Hospitality).
* **Channel & Ecosystem Alignment:** Collaborate with Nokia resellers, system integrators, and managed service providers to generate demand and cultivate qualified opportunities. Educate end-users on the value proposition of Nokia NI and ensure alignment with their go-to-market strategies. Support enablement initiatives, including training programs, workshops, and executive briefings, to enhance channel capabilities in driving end-user business.
* **Sales & Business Growth:** Achieve sales targets for the Nokia NI portfolio by effectively managing the sales pipeline and progressing opportunities from initial engagement through to closure. Develop comprehensive proposals, business cases, and ROI models tailored to specific customer environments and transformation priorities. Provide accurate forecasting, account planning, and reporting on business performance. Maintain a thorough understanding of the Nokia Portfolio and its relevance to appropriate customer segments.
* **Cross-Functional Collaboration:** Collaborate with Nokia and internal Westcon-Comstor teams, including pre-sales, marketing, finance, and logistics, to ensure a seamless customer and partner experience. Provide market intelligence, including competitive insights, pricing trends, and customer needs, to inform business strategy and vendor alignment. Drive joint marketing campaigns to generate leads and elevate Nokia NI brand visibility within the region.
**Qualifications:**
* Bachelor’s degree required.
* Minimum of five (5) years of experience in a vendor or system integrator environment, with a focus on enterprise networking, infrastructure, or telecommunications solutions.
* Demonstrated success in end-user sales engagement and channel sales models within the Middle East & Africa region.
* Comprehensive understanding of networking technologies, including IP networking, optical transport, SDN, private wireless, and data center networking.
* Exceptional communication, negotiation, and presentation skills, with the ability to effectively engage with C-level executives.
**Key Competencies:**
* Proactive hunter mentality with a proven ability to acquire new accounts and expand business opportunities.
* Strong commercial acumen with the ability to effectively translate technology benefits into demonstrable business value.
* Proficiency in navigating complex channel ecosystems and establishing trust-based relationships with partners.
* Self-directed, resilient, and adaptable, with the ability to thrive in a fast-paced, high-growth environment.
* Results-oriented with a strong passion for technology-led transformation.
**Knowledge:**
* Thorough knowledge of assigned product and service offerings.
* Understanding of product positioning and competitive landscape.
* Comprehensive understanding of the sales cycle.
* Knowledge of sales and marketing strategies, techniques, and principles.
* Understanding of customer service and support processes.
**Desired Skills, Abilities & Attributes:**
* Demonstrated business acumen.
* Proficiency in competitive analysis and management.
* Aptitude for working with technology.
* Commitment to execution excellence.
* Exceptional listening, verbal, and written communication skills.
* Meticulous attention to detail and accuracy.
* Strong interpersonal and relationship-building skills.
* Advanced negotiation skills.
* Compelling presentation skills.
* Ability to effectively manage multiple tasks concurrently.
* Ability to handle confidential financial and personal information with discretion.
* Ability to effectively manage stressful and challenging situations.
* Strong problem-solving capabilities.
* Ability to accurately capture partner information.
* Willingness to be flexible and adaptable.
* Ability to work effectively under pressure.
* Proficiency in Microsoft Office Suite.
**Values:** Demonstrate our company values: Integrity, Partnership, Ambition and Accountability
**About Westcon-Comstor:**
Westcon-Comstor is a leading IT distributor with a global revenue of US$5.45 billion. We connect technology vendors with our distribution partners, who resell software and solutions to businesses and other customers. We have recently been certified as a Great Place to Work in 27 countries. This is an exciting time to join our expanding European operation, which serves the EMEA region. We have ambitious plans and huge future potential – you will be ideally placed to grow your career in a dynamic yet supportive culture.
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