Senior Channel Sales Manager Middle East (All genders)

Hrs As a Company

HRS, a pioneer in business travel, aims to elevate every stay through innovative technology. With over 50 years of experience, their digital platform, driven by ProcureTech, TravelTech, and FinTech, transforms how companies and travelers Stay, Work, and Pay.

ProcureTech digitally revolutionizes lodging procurement, connecting corporations and suppliers in a cutting-edge ecosystem. This enables seamless efficiency and automation, surpassing travelers' expectations.

TravelTech redefines the online lodging experience, offering personalized content from selection to check-in, ensuring an unparalleled journey for corporate travelers.

In FinTech, HRS introduces advancements like mobile banking and digital payments, turning corporate back offices into touchless lodging enablers, eliminating legacy cost barriers. The innovative 2-click book-to-pay feature streamlines interactions for travelers and hoteliers.

Combining these technology propositions, HRS unlocks exponential catalyst effects. Their data-driven focus delivers value-added services and high-return network effects, creating substantial customer value.

HRS's exponential growth since 1972 serves over 35% of the global Fortune 500 and leading hotel chains.

Join our tribe of intrapreneurs to shape the future of business travel, empowered by a culture of growth and setting new industry standards worldwide.

BUSINESS UNIT

With a strategic roadmap our global sales organization is able to ensure the highest level of consulting, delivery and operational excellence. Furthermore, the kind of top level standards is ensured by applying the global standard methodologies and data-driven quarterly business reviews (QBR) with the clients.

POSITION

We are looking for a Dubai-based Senior Channel Sales Manager Middle East (all genders) who will be mission critical in order to grant the execution of the go-to-market strategy, a strong compliance to the global standard sales methodology and a data driven consultative approach for a sustainable growth in the long term through our Key partners: SAPConcur, Dnata, Mastercard, Amex cc and the consultancy’s companies supporting self booking tool’s implementation. The ideal candidate will be passionate for success and have a “player-coach” and “partnership development” mentality.  Through continued enhancement of the Partners’ Sales team skills, the future placeholder will help HRS support development and engagement of Partners to acquire new customers for HRS GMBH and continue the growth plans of the company, while delivering strategic support to our customers to elevate their employee and traveler experiences. This role will report into Sr. Vice President EMEA.

CHALLENGE

• Be HRS advocate in the Region, participating to main fairs and events, ensuring competent public speaking about HRS Solutions available in the market through partners
• Act as main point of contact in the Region, managing and developing the Partnership and creating an INDIRECT sales team
• Support partners’ team of Sales expert in consultative selling in B2B segment with focus on Fortune 500 companies and Large Corporations in Middle East
• Achieve a holistic deep understanding of the entire HRS value proposition in order to contribute to the growth path of all platforms of HRS (STAY, WORK, PAY) acting as your own entrepreneur within organization
• Analyze markets and identify partner potential to push new business and revenue and drive the prospects’ qualification and prioritization’s process, implementing the global standard methodology with detailed reporting into CRM
• Facilitate coordination and interface between HRS HQ and the partners in terms of any solution design specific to the Regional customer needs and process
• Facilitate and supervise the implementation of clients in the region, coordinating HRS and Partners’ implementation team
• Supervise the remote Customer Success Manager and M&G teams, granting an holistic view on commercial and operation activities to provide the best in class support to our customers
• In alignment with HRS’ strategic goals, define and implement initiatives helping the INDIRECT sales team to reach their strategic targets
• Take ownership of the implementation of initiatives in collaboration with our internal experts and manage a complex project matrix organization across multiple regions
• Support and guide the INDIRECT team, during the qualification process, to understand the strategic goals of the Prospect, beyond the scope of travel, in the different areas of digitization, automation, sustainability, security, safety, innovation, system’s integration, data protection, employment’s philosophy. By using MEDDPICC methodology be able to identify metrics, economic buyer, decision criteria, decision process, paper process, customer's pain, competition, champion
• Assist team in the acquisition of new clients, the development and the retention of existing ones in compliance with the global methodology and ensure the collaboration with the implementation team, the procurement consultants and the PAY and WORK sales staff in order to achieve the topline's targets 
• Assume the role of key escalation contact for partners and major accounts 
• Support the G2M Planning and grant local implementation and sales push activities and subsequent reporting 
• Be responsible for business management by monitoring team targets and setting priorities to ensure mid and long-term revenue growth, constantly monitoring and ensuring data quality,
• Maintain a high level of knowledge within the team with respect to the product portfolio, the benefits for the customer and key sales arguments 
• Build long-lasting relationships with key industry influencers and customer decision-makers 
• Evaluate any new partnership opportunities with low effort of integration and high ROI
  
  

FOR THIS EXCITING MISSION YOU ARE EQUIPPED WITH...

• Experience: Several years’ proven experience in successfully managing complex solution sales in the technology consulting, SaaS enterprise sales, payment or similar software industry with focus on high-level executives and Fortune 500 companies. Background in software used for travel, expense, payment is preferred. Professional track record of exceptional performance in similar positions.
• Management Expertise: Substantial experience in building a long-lasting senior stakeholder network within the Partners primarly and also the customers organization on a global and regional scale. Strong ability to analyze data and derive pro-actively strategic initiatives out of them aimed at achieving customer success. Knowledge about structured sales methodology (preferably MEDDPICC or similar i.e. MEDDIC, Miller Heiman Strategic Selling) to act as coach for the INDIRECT sales team, assuming full responsibility for the strategy and commercial initiatives that span new sales and strategic account management. Business acumen and good negotiation skills.
• Execution: Ability to implement company’s strategy, with actionable plans to achieve long-term objectives. Experience in developing sales strategy and leading team to achieve target quota and revenue growth. Very talented at analyzing and understanding customer situations by interpreting large amounts of data and identifying trends while linking to solutions. Ability to identify requirements and make recommendations for change through the production of business cases.
• Leadership and Communication: Excellent leadership and coaching skills to guide and inspire the Partners. Proven public speaking skills and the ability to articulate the value proposition of HRS to the market.
• Adaptability and Innovation: Ability to work within a fast-paced, evolving environment while embracing change and driving innovation. Skilled in working within a matrix organization and in forwarding, building momentum for and successfully driving the strategic sales initiatives that impact a total organization and company. Structured, independent and goal-oriented working style focusing on fast and flawless execution.
• Problem-solving and Creativity: Strong problem-solving skills and creativity to develop new sales opportunities and organizational improvements.
• Personal Attributes: Empathy, authenticity, integrity, commitment, resilience, and respect in dealing with all stakeholders.
• Language Skills: Fluent in English
  
  

PERSPECTIVE

Access to a global network of a globally united and mutually responsible “Tribe of Intrapreneurs” that is passionately dedicated to renew the travel industry and while doing so reinvent the ways how businesses stay, work and pay.

Our entrepreneurial driven environment of full ownership and execution focus offers you the playground to contribute to a greater mission, while growing personally and professionally throughout this unique journey. You will continuously learn from a radical culture of retrospectives and continuous improvement and actively contribute to making business life better, smarter and more sustainable.

LOCATION, MOBILITY, INCENTIVE

The attractive remuneration is in line with the market and, in addition to a fixed monthly salary, all necessary work equipment and mobility, will also include an annual bonus.