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Salary: AED 400,000 - 447,000 / annual
Ookla (an Accenture company), a global leader in connectivity intelligence, is seeking an experienced Sales Manager to manage and grow a portfolio of telecommunications operators and regulatory customers across the Middle East and Africa. This role offers commercial ownership of an established account base with primary responsibility for renewal performance, customer retention, account development, and systematic cross-sell and upsell opportunities.
Key Responsibilities:
Account Management & Customer Growth: Own the commercial relationship and development of assigned telecommunications operator and regulatory customer accounts. Develop and execute strategic account plans aligned with regional growth strategy and each customer's business priorities. Build relationships across multiple organizational levels, from operational and technical stakeholders to senior executives. Identify account whitespace and systematically develop cross-sell and upsell opportunities across Ookla's portfolio of connectivity intelligence, analytics, assurance, and professional services solutions.
Renewals & Revenue Protection: Own commercial renewal planning and execution across the assigned portfolio. Establish renewal strategies well ahead of contract expiration, identifying retention risks early. Monitor customer adoption, stakeholder engagement, satisfaction, and competitive activity. Develop mitigation plans for at-risk renewals and protect pricing and commercial value during customer procurement and negotiation processes.
Account Expansion & Solution Selling: Identify customer challenges and strategic priorities addressable through Ookla's data, analytics, network intelligence, and service assurance capabilities. Lead consultative discovery to translate customer requirements into relevant use cases and commercial opportunities. Develop opportunities across network planning, competitive intelligence, customer experience, service assurance, and regulatory intelligence. Lead opportunities from qualification through solution development, commercial negotiation, contracting, and closure.
Pipeline & Forecast Management: Build and maintain a healthy expansion pipeline across the assigned portfolio. Maintain accurate opportunity and account information within CRM systems. Provide disciplined, evidence-based revenue forecasts with clear visibility of risks and dependencies. Participate in regional sales forecast reviews and business planning processes.
Strategic Account Planning: Develop clear understanding of each customer's strategic priorities, organizational structure, investment programs, and decision-making processes. Map key stakeholders and economic buyers. Identify opportunities to replicate successful use cases across operator groups. Provide customer and market intelligence to support regional commercial and product strategy.
Internal Collaboration: Work closely with the VP Sales MEA and Sales Directors to align account priorities with regional growth strategy. Coordinate with Customer Success Managers, product teams, and professional services throughout the customer lifecycle. Support Sales Directors on strategic opportunities and executive-level customer engagements.
Performance will be measured on gross and net revenue retention, renewal performance, existing-account revenue growth, cross-sell and upsell bookings, qualified expansion pipeline, strategic account penetration, forecast accuracy, and customer relationship strength.
Requirements:
Education: Bachelor's degree in Business, Telecommunications, Engineering, Information Technology, Computer Science, or related discipline. MBA or advanced business qualification is advantageous.
Experience: 7–12 years of B2B sales, presales, or strategic account management experience, preferably within telecommunications, network intelligence, analytics, SaaS, network assurance, or related technology markets. Proven experience managing and expanding major telecommunications operator accounts. Demonstrated track record of successfully managing complex renewals and protecting recurring revenue. Strong evidence of growing existing customers through cross-sell, upsell, and development of new use cases. Experience managing complex enterprise sales cycles involving technical, commercial, procurement, legal, and executive stakeholders. Strong understanding of telecommunications operators, their organizational structures, network priorities, customer experience challenges, and investment cycles. Experience working across multiple Middle Eastern markets is strongly preferred.
Skills & Competencies: Strategic and key-account management capabilities. Consultative and value-based selling skills. Ability to translate technical capabilities into customer business outcomes. Strong commercial negotiation and contract-management skills. Ability to identify account whitespace and convert customer priorities into qualified opportunities. Strong renewal and revenue-retention discipline. Executive stakeholder management and relationship-building skills. Accurate pipeline management and forecasting discipline. Ability to manage a broad account portfolio while maintaining focus on highest-value opportunities and risks. Strong collaboration skills across sales, technical, customer success, product, and consulting teams. Excellent written and verbal communication skills in English; Arabic or other regional languages are advantageous.
