MEA Sales & Account Director

LATRO is a multinational company with worldwide operations and support offices. Headquartered in the United States, we have a major operating office in Dubai, UAE and personnel based in every major global region. We are a thriving multicultural, globally positioned team of seasoned technical and business industry experts energized by ensuring the financial health of our customers in progressive markets – driving innovation to solve their complex business problems. We provide innovative RAFM (Revenue Assurance and Fraud Management) and AI/ML Analytics-driven solutions as well as comprehensive telecom application managed services to the telecommunications industry worldwide.

A recognized and trusted name in the industry for more than a decade, we employ our advanced proprietary technology and techniques to help our customers across the progressing world protect and maximize incomes – putting revenue back in their hands where it belongs. We believe helping our customers safeguard their bottom lines powers investment and fuels job sustainment resulting in overall economic growth where it is most needed.

We are an agile, non-bureaucratic company characterized by technological innovation, extraordinary effort, and dedication to our customers and employees. The atmosphere is fast paced, shifting rapidly to the pressing needs of our customers.

As Sales and Account Director, MEA you will be responsible for establishing a regional sales strategy in the assigned territories and countries for both existing clients and new prospects, leveraging various channels (direct or via a partner) to develop and convert the deals you bring in the pipeline. You will leverage your experience, knowledge, and client relationships in the telecom and possibly RAFM industry to identify and capture new revenue opportunities for LATRO. Our senior management team will support you as you build and manage your pipeline for the region and close existing opportunities already in progress.

The Sales and Account Director, MEA reports to the VP of Sales and collaborates with marketing, business development manager, pre-sales, product team as well as the overall global sales team. This position is intended to be based in Dubai, UAE but with the option of regional remote locations which support efficient travel accessibility to LATRO’s customer location. The role requires approximately 50% travel.

At LATRO, we believe that our success is driven by the talent and dedication of our team. When you join us, you’re not just starting a job – you’re embarking on a career journey filled with opportunities for growth, innovation, and making a real impact. Here’s what’s in it for you:

Career Development: You’ll work with cutting-edge technologies and get the chance to expand your skill set in a dynamic environment.

Innovative Work Environment: Join a company where innovation and creativity are at the core of everything we do. You’ll collaborate with some of the brightest minds in the industry on projects that push the boundaries of technology and redefine telecom solutions.

Impactful Work: Your work here will have a direct impact on the telecom industry, helping operators to enhance and secure their services to deliver better experiences to their customers.

Competitive Compensation: We offer a comprehensive compensation package, including competitive salaries, performance commission and insurance. We believe in rewarding talent and dedication.

Inclusive Culture: At LATRO, diversity and inclusion are fundamental to our values. We foster an inclusive culture where everyone is encouraged to share their ideas and perspectives, ensuring a rich, collaborative environment.

Join us at LATRO and be part of a team that’s impacting the future of telecom technology. Your journey towards an exciting and fulfilling career starts here!

JOB RESPONSIBILITIES

• Achieve sales booking goals from new and existing accounts based on TCV
• Manage existing clients (30%) to secure renewal bookings and cross sell and upsell to drive expected account revenue growth
• Build and close new pipeline in net new accounts (70%)
• Focus on countries in English speaking Africa and the Middle East region
• Serve as the primary point of contact for existing accounts, build strong, long-lasting relationships with key stakeholders and senior management across the account’s corporate and operating organizations
• Work closely with LATRO’s pre-sales and operations teams to ensure seamless service delivery and timely issue resolution
• Recommend innovative solutions that align with clients’ objectives and contribute to their business success with a focus on future opportunities related to cloud migration and cloud native solutions and support
• Leverage your in-depth industry knowledge and understanding of telecommunications technologies to provide strategic guidance and advice to existing and new clients with a focus on IN/IT segments of the network – Charging, Value Added Services, and Enterprise functions to drive uptake of LATRO’s managed services
• Articulate and evangelize the vision and positioning of both the company and the full LATRO portfolio of solutions and services to generate interest for further deep dive supported by LATRO’s pre-sales team
• Successfully orchestrate resources and virtual team support around opportunities to ensure success
• Match LATRO’s solutions to the customer’s business needs, challenges, and technical requirements
• Manage complex enterprise sales drives while handling a diverse set of stakeholders within the client organization
• Ensure LATRO’s participation in RFP/I/X/s in assigned territory, provide strategic response input and be part of the bid team to ensure timely and competitive response
• Present at weekly and monthly sales team and wider company meetings the progress of your pipeline and initiatives.
• Infuse your past telecom and preferably RAFM solutions sales success into the company’s organization and culture
• Stay up to date with industry trends, competitive landscape, and emerging technologies in the telecommunications sector and provide ideas to management that drive revenue growth and innovation
• Represent LATRO professionally at industry events and other relevant gatherings
• Accurately forecast business on a monthly and quarterly cadence and ensure continuous CRM updates to reflect the state of your business activities

JOB SKILLS AND QUALIFICATIONS

• +15 years of sales and account management experience from a telecom solutions focused company in the MEA region
• Successful track record of closing six and seven figure TCV deals with MNOs
• Existing network of contacts and influencers within telecom operators and the industry
• Clear history of engaging at executive management level to secure strategic large size TCV business
• Executive presence and credibility
• Existing knowledge of the mobile money and Telco Fintech space in an advantage
• Selling managed services on a consultative approach is an advantage
• Solid problem-solving and analytical skills
• Strategic and innovative thinker
• High level of interpersonal, communication and presentation skills
• Energy, passion, tenacity and resilience
• Self-starter and go get attitude
• Disciplined and focused
• Stable and consistent work history
• Experience working in international, geographically distributed and multicultural teams
• Willingness and ability to travel internationally (+50% of the time)
• Fluent in spoken and written professional English; Arabic is a plus
• Proficiency in CRM software and Microsoft Office Suite

Tangible references from past and current employers, along with a minimum of two client references are a must and will be required for selected candidates towards the end of the recruitment cycle.