Sales Lead

Alnafitha IT is a leading independent provider of IT services and solutions in Saudi Arabia founded in 1993.

As a fully Saudi-owned company we have established ourselves from a startup business to a market leader offering a comprehensive range of IT solutions tailored to meet the unique requirements of our clients.

Our expertise spans across various domains including Microsoft AWS ManageEngine and Zoho Solutions ensuring that we deliver strategic IT solutions that drive digital transformation and operational excellence to our clients.

With over 30 years of experience Alnafitha IT has successfully completed more than 4000 projects serving over 3000 satisfied customers and collaborating with 65 partners.

Our commitment to excellence is evident in our customer-centric approach which emphasizes engagement collaboration and a relentless pursuit of quality in every interaction

Our vision is to be the Kingdoms most customer-centric provider for digital transformation and consultation fostering innovation and excellence in all our solutions. We are dedicated to optimizing operational efficiency and ensuring effective resource utilization to enhance customer satisfaction and profitability

At Alnafitha IT we believe in empowering our employees and nurturing their growth which is essential for driving leadership in technology and customer satisfaction. As we continue to expand our presence in the IT landscape we remain committed to delivering cutting-edge solutions that not only meet but exceed our clients expectations

Job Summary/Objective: The Sales lead is responsible for leading & execution and driving the sales strategy to achieve revenue targets and market growth. This role involves managing a team of sales specialists across the regions. The Sales Lead plays a critical role in aligning the sales team with business objectives identifying new business opportunities on Microsoft solutions including cloud and optimizing sales processes to deliver exceptional customer value and business performance.

Key Responsibilities/Duties:

1. Sales Strategy Ownership.

- Align closely with Business Development Dep to identify opportunities and build joint strategies for selling Microsoft technologies and solutions.

- Develop and execute the sales strategy for IT solutions across cloud infrastructure and Microsoft technologies.

- Align go-to-market plans with business goals and ensure consistent pipeline generation and revenue growth.

2. Client Engagement Leadership.

- Act as the primary face to key enterprise clients.

- Build strong trust-based relationships by deeply understanding business objectives and aligning them with the right mix of technology and services.

1. Cross-Unit Alignment.
   

- Bridge Sales Pre-Sales and Technical Delivery teams to ensure seamless execution.

- Ensure solution design value messaging and implementation timelines are aligned from opportunity to closure.

- Identify business opportunities with new clients by alignment with stakeholders (Presales team BDM).

1. Market Intelligence & Positioning.
   

- Monitor market dynamics competitor moves and industry shifts

- Foster effective collaboration among team members encouraging open communication and knowledge sharing.

- Communicate opportunities status closing deals and challenges to stakeholders and sales management.

- Monitor market dynamics competitor moves and industry shifts.

1. Sales Forecasting & Reporting
   

- Lead coach and manage the Sales team covering various regions in Saudi Arabia.

- Own pipeline forecasting deal status reporting and revenue projections.

- Provide accurate timely insights to sales leadership and contribute to quarterly/ weekly business reviews and strategic planning sessions.

1. Account Planning & Expansion
   

- Lead strategic account planning to identify growth opportunities.

- up-sell/cross-sell potential and long-term client development strategies.

- Own key account success metrics and renewal forecasting.

1. Sales Process Optimization
   

- Improve and standardize sales workflows qualification criteria and opportunity governance.

- Ensure the team is adopting best practices in CRM usage documentation and sales enablement.

1. Team Leadership & Coaching
   

- Mentor and support team members in achieving individual targets.

- Drive a high-performance culture by promoting collaboration ownership and continuous learning within the team.

1. Executive Escalation Management
   

- Handle high-impact client escalations aligning internal resources and leadership to resolve issues swiftly and maintain client trust and retention.0

Requirements

• Bachelor s degree in Computer Science Business Administration equivalent.
  
• ITIL Foundation (preferred)
  
• Inbound Sales (must)
  
• Sales Enablement (must)
  

Qualifications/Requirements:

- Bachelor s degree in information technology Computer Science Engineering or Business Administration. MBA or relevant certifications.

- Strong verbal and written communication skills to effectively convey complex ideas to clients.

- Strong negotiating.

- Demonstrated ability to lead complex high-value solution sales cycles from discovery to closure.

- Track record of meeting or exceeding revenue targets and expanding existing accounts

- 3 years in a Leadership.

- Strong knowledge of Microsoft ecosystem (Azure M365 Licensing programs Security suite).

- Industry Knowledge: Experience in specific industries (e.g. finance healthcare Government) can be helpful as it allows for tailored advice based on industry standards and challenges.

Professional Experience:

• 8 years in IT sales with at least 3 years in a managerial or leadership role.
  
• Proven track record in selling B2B IT solutions to mid-sized and enterprise customers.
  
• Familiarity with selling cloud solutions (especially Microsoft Azure) modern workplace and security solutions (M365 Microsoft Defender Purview) collaboration tools (Teams Zoom) and enterprise support services (custom SLAs managed services).
  

Knowledge & Certifications:

• Strong knowledge of Microsoft ecosystem (Azure M365 Licensing programs Security suite).
  
• Understanding of cloud infrastructure and digital transformation projects.
  
• Good grasp of ITIL and ISO frameworks is beneficial especially for the Enterprise Support services area.
  
• Microsoft Certified: Azure Solutions Fundamentals / Associate
  
• Microsoft Certified: Modern Work Sales Specialist
  
• Certified Inside Sales Professional (CISP) or similar
  
• ITIL Foundation (optional but beneficial for support/service-oriented selling)
  

Key Competencies:

- Strategic thinking and ability to align IT solutions with customer business needs.

- Strong negotiation and closing skills.

- Ability to build and lead high-performing sales teams.

- Cross-functional collaboration with technical presales delivery and vendor management teams.

- Excellent verbal and written communication in both Arabic and English.

- Familiarity with CRM systems (e.g. Zoho CRM) and sales forecasting tools.

- Team leadership.

- Problem solving.

- Performance improvement.

Performance Expectations:

- Strategic Impact.

- Strong leadership qualities with the ability to coach team members influence stakeholders and align cross-functional efforts.

- Collaboration and Teamwork.

- Excellent presentation negotiation and written communication skills

- Capable of engaging confidently with both technical teams and C-level executives

Supervisory Responsibilities:

- Build and maintain strong relationships with clients understanding their needs and ensuring satisfaction with services provided.

- Act as the primary point of contact for clients during engagements facilitating communication and addressing concerns.

Collaboration:

Work Environment: Typically based in the technology department or software development environment.

Tools and Equipment: Utilizing software communication platforms and technology for team leadership.

Code of Conduct and Ethics: Upholds ethical standards in technical leadership practices promotes professionalism and integrity and fosters respectful and collaborative relationships within the technical team and the organization.

Language Requirements

• Especially in Saudi Arabia proficiency in Arabic and English may be expected but it s not listed.
  

Travel Requirements

• For a regional role especially in KSA travel frequency or expectations between regions or to clients is not noted.
  

Cultural/Regulatory Awareness

• Given the enterprise and government focus familiarity with local laws regulations and procurement processes would be valuable to mention.
  

Tools & CRM Platforms

• The description touches on CRM usage but doesnt specify tools like:
  
• Microsoft Dynamics 365 (especially important in a Microsoft-focused environment)
  

Salesforce HubSpot Power BI etc.

Benefits