This role is responsible for driving the growth of our data center solutions (focusing on Liquid Cooling Components) across the Middle East and Africa (MEA) region. The ideal candidate will possess a proven track record of strategic selling into hyperscale cloud providers, colocation operators, EPC contractors, and OEMs within the data center industry. This role requires a deep technical understanding of data center critical infrastructure and the ability to build strong, lasting relationships with key decision-makers.
RESPONSIBILITIES AND DUTIES:
Strategic Business Development: Identify, qualify, and prioritize new sales opportunities within the MEA data center market to build a robust sales pipeline.
Key Account Management: Develop and execute account plans to nurture and expand relationships with major hyperscalers (e.g., AWS, Microsoft Azure, Google Cloud), colocation providers (e.g., STC, Khazna, Gulf Data Hub, Equinix), EPC firms (e.g., ALEC, Nesma), and OEMs (e.g., Vertiv, Schneider Electric, STULZ).
Solution Selling: Articulate the technical value proposition of our products, effectively integrating them into the customer's broader data center cooling and infrastructure designs.
Channel Management: Recruit, develop, and manage a network of strategic distributors and representatives to maximize market coverage and penetration.
Market Intelligence: Serve as the market expert, providing feedback on competitive landscape, pricing trends, and new product opportunities to internal teams including Marketing and Product Development.
Negotiation & Closure: Lead complex contract negotiations, ensuring profitable and sustainable agreements.
Revenue Accountability: Achieve and exceed assigned annual sales targets for the region.
Industry Presence: Represent the company at key regional industry events (e.g., Datacenter Dynamics, GITEX) to enhance brand visibility and generate leads.
EDUCATION
and EXPERIENCE:
Bachelor’s degree in Engineering (Mechanical, Electrical, Industrial), Business Administration, Marketing, or a related field.
A minimum of
5 years
of B2B sales experience & specifically selling technical products or solutions
into the data center industry
.
Mandatory
documented experience and established relationships with key players in the MEA data center ecosystem (e.g., Hyperscalers, Colocation Providers, EPCs, or OEMs).
Proven experience in managing long sales cycles and complex, high-value deals.
Demonstrated success in achieving and exceeding sales quotas in a competitive market.
Experience in channel management and working with in-country distributors is highly desirable.
MANAGEMENT:
Individual Contributor
QUALIFICATIONS:
Technical Acumen:
Strong understanding of data center critical infrastructure, especially precision cooling systems (CRAC/CRAH), liquid cooling technologies, and their components. Ability to engage effectively with technical teams and engineers.
Sales Proficiency:
Mastery of strategic selling methodologies (e.g., SPIN, Solution Selling) and contract negotiation.
Relationship Building:
Exceptional interpersonal and communication skills with the ability to build trust and rapport at all levels, from technical engineers to C-level executives.
Cultural Fluency:
Deep understanding of business cultures and practices across the MEA region, particularly in Saudi Arabia and the UAE.
Language Skills:
Fluency in English is essential. Proficiency in Arabic is a significant advantage.
Driven & Autonomous:
A self-starter with a results-oriented mindset, capable of working independently and managing time effectively in a remote setting.
Travel:
Willingness and ability to travel extensively (up to 50%) within the MEA region.