Senior Sales Representative – Enterprise Accounts

Role OverviewAs a Senior Sales Representative – Enterprise Accounts, you will be responsible for managing and growing some of CES’s largest and most strategic enterprise customers across the Middle East.You will lead the development of long-term relationships with complex organizations, positioning MathWorks engineering and scientific software as a strategic enabler for their engineering, R&D, and digital transformation initiatives.The role requires a strong understanding of enterprise account management, including navigating complex organizational structures, building relationships with senior stakeholders and decision-makers, identifying opportunities across multiple departments and business units, and developing multi-year account strategies.You will own the complete sales cycle, from account planning and opportunity creation through qualification, technical evaluation, business-case development, commercial negotiation, and closure. You will orchestrate CES and MathWorks technical, sales, marketing, and management resources to develop and execute strategies for your assigned enterprise accounts.A key objective of the role is to establish CES as a strategic technology partner to its customers, expand the adoption of MathWorks technologies and CES services across the organization, and develop sustainable long-term revenue growth.ResponsibilitiesOwn and develop a portfolio of strategic enterprise accounts, with responsibility for revenue growth, customer engagement, account development, and long-term relationship management.Develop and execute comprehensive enterprise account plans, including stakeholder mapping, organizational structures, strategic priorities, installed base, whitespace opportunities, competitive landscape, and multi-year growth initiatives.Build strong relationships across different levels of customer organization, from engineering teams and technical management to procurement, IT, R&D leadership, and C-level executives.Understand customers' strategic objectives, technology roadmaps, engineering challenges, and business priorities and translate them into relevant opportunities for CES and MathWorks.Identify and develop opportunities across multiple departments, business units, subsidiaries, and technical domains within large organizations.Manage complex and potentially long sales cycles involving multiple technical, commercial, procurement, IT, legal, and management stakeholders.Lead the complete sales process, including opportunity generation, qualification, technical evaluation, proof of concept, value justification, commercial negotiation, and closure.Develop compelling business cases and value propositions that connect technical capabilities with measurable customer and business outcomes.Gain access to and influence key decision-makers, sponsors, champions, and executive stakeholders required to progress strategic opportunities.Drive increased adoption and standardization of MathWorks technologies across enterprise customers and identify opportunities for enterprise-wide agreements and strategic engagements.Coordinate internal CES and MathWorks resources across Sales, Application Engineering, Services, Marketing, and Management to execute account strategies and customer engagements.Lead regular account reviews and maintain clear visibility of account priorities, opportunities, risks, competitive threats, and required actions.Maintain accurate opportunity, account, stakeholder, and forecasting information within the CRM system.Minimum QualificationsB.Sc. or M.Sc. degree in an Engineering, Scientific, Technology, or related discipline.10+ years of B2B sales or enterprise account management experience, preferably within engineering software, technology, digital transformation, industrial solutions, or professional services.Demonstrated experience managing large, complex enterprise or strategic accounts.Proven track record of achieving sales targets and developing significant business within existing accounts.Experience developing and executing strategic account plans and managing opportunities involving multiple stakeholders and decision-makers.Demonstrated ability to build relationships with senior management and executive-level stakeholders.Experience managing complex sales cycles involving technical evaluations, commercial negotiations, procurement, and other enterprise functions.Strong understanding of consultative and solution-selling methodologies.Experience using CRM systems for opportunity management, forecasting, account planning, and reporting.Excellent communication, presentation, negotiation, and stakeholder-management skills.Fluency in English.Willingness to travel regularly to customer locations across the assigned territory.Self-driven, commercially minded, and comfortable taking ownership of strategic accounts and complex opportunities.Additional QualificationsArabic language skills are highly desirable.Previous experience selling engineering software, enterprise software, technical solutions, or professional services.Experience working with large organizations in sectors such as Aerospace & Defense, Government, Research & Development, Automotive, Energy, Manufacturing, or Technology.Experience managing customers with multiple subsidiaries, departments, business units, or geographically distributed stakeholders.Experience developing relationships with engineering leadership, CTOs, CIOs, Heads of R&D, procurement leadership, and other senior decision-makers.Experience with enterprise licensing, framework agreements, strategic partnerships, or multi-year commercial agreements.Familiarity with MATLAB, Simulink, Model-Based Design, simulation, AI, engineering workflows, or related technologies is advantageous.Previous Application Engineering, Sales Engineering, or technical customer-facing experience is considered an advantage. About CESAs the exclusive MathWorks partner in the Middle East, CES helps organizations accelerate engineering innovation and digital transformation through advanced technologies spanning artificial intelligence, multidomain modelling and simulation, Model-Based Design, code generation, verification and validation, and other engineering workflows.MathWorks develops MATLAB and Simulink, leading platforms used by engineers and scientists worldwide across aerospace and defense, automotive, communications, electronics, energy, industrial automation, research, and other technology-intensive industries.Beyond software, CES works closely with its customers to develop long-term technology strategies and supports their transformation through technical expertise, consulting, training, and engineering services.