Sales Director, Middle East || @ Dubai/ Riyadh || SaaS, Insurance Technology, Intelligent Platform Automation

Wonderful opportunity to be in an award-winning SaaS organisation looking for Sales Director, Middle East ||  @ Dubai/ Riyadh Please DM for further details

H/P: +65 9165 5825  || H/P: +91 99867 39628 ||  E-mail: surendra@pivotal.associates

Experience: 15-20 years in enterprise sales, selling software solutions to life insurance companies in the Middle East

About Organisation

Organisation is an intelligent platform automation SaaS company enabling life insurers to accelerate digital transformation. Our low-code/no-code technology helps modernize underwriting, claims, and distribution processes while integrating seamlessly with core systems.

With a strong presence in MEA, Southeast Asia, and North America, Organisation is now expanding its business in the Middle East insurance market. We are looking for a Sales Director with deep expertise in selling enterprise software solutions to life insurance carriers across the region.

The ideal candidate will have a strong network across Middle Eastern insurers, be comfortable engaging both business leaders (Underwriting, Claims, Distribution) and IT executives (CIOs, CTOs, Innovation Heads), and thrive in a high-growth SaaS environment.

Key Responsibilities

Sales & Business Development

• Drive new business sales in the Middle East life insurance sector, achieving and exceeding revenue targets.
• Identify, develop, and close enterprise deals with life insurance carriers by positioning Organisation’ automation and digital transformation platform.
• Engage and consult business leaders (Chief Underwriters, Heads of Claims, Distribution Heads) on how Organisation can solve operational and customer experience challenges.
• Sell technical value to IT leaders (CIOs, CTOs, Innovation Heads) by demonstrating platform capabilities, integrations, and modernization potential.
• Manage full sales cycle, from prospecting to contract negotiation and closing.

 

 

Market Expansion & Strategy

• Develop and execute a go-to-market strategy tailored to Middle Eastern insurers, considering regulatory requirements and regional business practices.
• Work with marketing teams to drive demand generation through industry events, digital campaigns, and thought leadership content.
• Stay updated on regional insurance trends, regulatory shifts, and competition from global and local players.

Stakeholder Engagement & Relationship Management

• Leverage existing industry relationships to build a strong pipeline and accelerate deal closures.
• Establish a trusted advisor role among executives across underwriting, claims, distribution, and IT.
• Collaborate internally with pre-sales, customer success, and product teams to ensure seamless customer engagements.

Partnerships & Ecosystem Growth

• Develop strategic partnerships with local system integrators, industry consultants, and regional technology vendors to enhance sales opportunities.
• Work with alliances and partnerships teams to identify co-sell opportunities with regional players.

Who You Are

·       Enterprise Sales Leader: 15-20 years in enterprise software sales, with a focus on selling to life insurance companies in the Middle East.

·       Industry Expert: Strong understanding of Middle Eastern life insurance processes, regulatory challenges, and digital transformation needs.

·       Tech-Savvy: Experience selling insurance technology, automation, AI-driven platforms, or digital transformation solutions to business and IT teams.

·       Established Network: Deep relationships with decision-makers across insurance carriers, regulators, and technology partners in the region.

·       Hunter Mentality: Proven ability to develop new business, manage complex sales cycles, and close enterprise deals.

·       Strategic & Self-Driven: Ability to develop and execute go-to-market strategies, adapt to evolving market dynamics, and work independently in a high-growth SaaS environment.

Preferred Qualifications

• Prior experience selling digital transformation, automation, AI, or low-code/no-code platforms to insurers in UAE, Saudi Arabia, Oman, Qatar, Bahrain, or Kuwait.
• Understanding of core insurance platforms (e.g., Guidewire, Duck Creek, FINEOS etc) and their role in digital transformation.
• Experience navigating complex sales cycles, including proof-of-concept (PoC) engagements, procurement, and IT/security approvals.
• Strong understanding of cloud, API-driven platforms, and AI-based automation technologies.

Presales/ Solutions Engineer || Hybrid @ Bangalore, Karnataka, India

Wonderful opportunity to be in an award-winning Video Management Systems & the global market leader! looking for Solutions Engineer || Hybrid @ Bangalore, Karnataka, India

Please DM for further details

H/P: +65 9165 5825  || H/P: +91 99867 39628 ||  E-mail: surendra@pivotal.associates

 

Your Responsibilities:

• Supporting our channel and distributor partners with expertise, calculations, and preparations for video surveillance projects, tenders, etc.
• Answer incoming e-mails and phone calls within your area
• Provide timely and accurate status updates to partners and relevant internal stakeholders 
• Conduct presales training for partners and customers. 
• Hands-on and technical assistance in connection with the preparation, setting up, and executing demos, exhibitions, events, customer meetings, etc.
• Fully document each customer contact using Salesforce
• Make every customer interaction a satisfying experience through a professional, outgoing, and personable attitude.
• Create solution documents for partners and customers with Microsoft Visio architectures.

 

Independent Job Tasks: 

• Stay updated with the latest VMS and security systems developments and new technologies.
• Travel as needed and within an assigned budget locally, regionally, and to/from HQ for trade shows, events, etc., participation
• Scheduling of time, meetings, travel, etc., and use of an internally shared Microsoft Outlook calendar as a basis for your schedule
• Timely expense management and reporting to company requirements
• Field presentations for partner(s) and events
• Developing a thorough competency of Milestone software products and demonstration equipment for daily use
• Team interaction and ongoing coordination with Country Manager, Team Lead, Vertical Sales specialists, and Inside Channel Managers
• Weekly activity reporting.

 

Professional Qualifications:

• Minimum 10 Years experience in VMS and IT solutions.
• IT-engineering background, especially IP networks and the Windows platform
• Bachelor’s degree in IT
• Comptia Network+ certification
• Cisco CCNA certification
• Microsoft Certifications (MCITP, MCSE)
• Business-level English verbal and written skills.
• Cloud and virtualization knowledge.

 

Personal Skills: 

• Good at communicating technical knowledge also to non-technicians
• Having a proactive approach when facing challenges
• Ability to exercise discretion and independent judgment with important matters
• Open and honest team player
• Analytical skills
• Self-motivated
• Multi-tasker
• Organized
• High values and ethics
• Competitive
• Ability to uphold organizational values

Presales/ Solutions Engineer || Remote @ Kolkata, West Bengal, India

Wonderful opportunity to be in an award-winning Video Management Systems & the global market leader! looking for Solutions Engineer || Remote @ Kolkata, West Bengal, India

Please DM for further details

H/P: +65 9165 5825  || H/P: +91 99867 39628 ||  E-mail: surendra@pivotal.associates

Organisation is looking for a Solutions Engineer to serve our India market and be located in West Bengal. We are looking for someone who is tech savvy, sales savvy and customer service oriented. If you believe in technology at its finest, then this is the place for you.

We offer an exciting and challenging job in the world’s No. 1 VMS Company as well as the opportunity to shape a small but fast-growing in India. As a Solution Engineer, you are responsible for actively driving and managing the technology evaluation stage of the sales process, working in conjunction with the sales team as the key technical advisor and product advocate for our products. You will support the sales team to increase sales in the region and assist with Presales support, being the go-to-technical-expert and back-up for sales people and partners. It is essential to be able to articulate technology and product positioning to both business and technical users. You must also be able to identify all technical issues of assigned accounts to assure complete customer satisfaction through all stages of the sales and support processes.

 

Your Responsibilities:

• Supporting our channel and distributor partners with expertise, calculations, and preparations for video surveillance projects, tenders, etc.
• Answer incoming e-mails and phone calls within your area
• Provide timely and accurate status updates to partners and relevant internal stakeholders 
• Conduct presales training for partners and customers. 
• Hands-on and technical assistance in connection with the preparation, setting up, and executing demos, exhibitions, events, customer meetings, etc.
• Fully document each customer contact using Salesforce
• Make every customer interaction a satisfying experience through a professional, outgoing, and personable attitude.
• Create solution documents for partners and customers with Microsoft Visio architectures.

 

Independent Job Tasks: 

• Stay updated with the latest VMS and security systems developments and new technologies.
• Travel as needed and within an assigned budget locally, regionally, and to/from HQ for trade shows, events, etc., participation
• Scheduling of time, meetings, travel, etc., and use of an internally shared Microsoft Outlook calendar as a basis for your schedule
• Timely expense management and reporting to company requirements
• Field presentations for partner(s) and events
• Developing a thorough competency of Organisation software products and demonstration equipment for daily use
• Team interaction and ongoing coordination with Country Manager, Team Lead, Vertical Sales specialists, and Inside Channel Managers
• Weekly activity reporting.

 

Professional Qualifications:

• Minimum 10 Years experience in VMS and IT solutions.
• IT-engineering background, especially IP networks and the Windows platform
• Bachelor’s degree in IT
• Comptia Network+ certification
• Cisco CCNA certification
• Microsoft Certifications (MCITP, MCSE)
• Business-level English verbal and written skills.
• Cloud and virtualization knowledge.

 

Personal Skills: 

• Good at communicating technical knowledge also to non-technicians
• Having a proactive approach when facing challenges
• Ability to exercise discretion and independent judgment with important matters
• Open and honest team player
• Analytical skills
• Self-motivated
• Multi-tasker
• Organized
• High values and ethics
• Competitive
• Ability to uphold organizational values

Channel Business Manager || Remote @ Kolkata, India

Wonderful opportunity to be in an award-winning Global VMS organisation looking for Channel Business Manager || Remote @ Kolkata, India

Please DM for further details

H/P: +65 9165 5825  || H/P: +91 99867 39628 ||  E-mail: surendra@pivotal.associates

 

Organisation is looking for a Channel Business Manager to serve our India market, preferably in the West Bengal region. 

We are looking for someone who understands technology, is sales customer oriented and who knows how to add value to business partnerships. You have a personality where people remember your interactions and look for you specifically to help close a deal. You are a natural problem solver, can identify business challenges and opportunities and pull together the resources and turn them in to new revenue streams. In short you are a trusted advisor to the organizations you deal with; you solve their problems and create value for all involved.

If this sounds like you and you have a proven sales record in software and/or IT sales in fast paced environments and believe in a strong working culture, then this is an opportunity for you.

We offer an exciting and challenging job in the world’s leading IP Video Management Surveillance Company providing IP video surveillance (CCTV) solutions to your market.

The role is a Channel Business Manager (CBM), similar to a Business Development Manager, except that you have the opportunity to shape and manage the market in your territory.

As the CBM you will maximize revenue in the territories assigned by identifying and working closely with Organisation’ eco-system partners, resellers and end users. The role will expect you to continue to grow revenue by expanding Organisation’s reseller partner network, increase the share-of-wallet with existing partners, influence key end-user decision makers, work with consultants whilst providing the highest level of service.

You enjoy travel, don’t mind the early starts and late finishes (to get the job done) and one who enjoys meeting and working alongside likeminded people from all over the world in a friendly environment.

As a Organisation Employee, YOU are seen as the key to our success. In fact, we have based our whole culture around individual and team success. By joining Organisation, you will be part of a dynamic international team and an integral part of our growing business. 

The candidates must be eligible to work in the West Bengal, India. 

Your Responsibilities:

• Sales of Organisation products via our two-tier distribution channel
• Introduce and connect Organisation solution partners to the channel
• Manage, develop and expand territory reseller partner base
• Develop and maintain relationships with Organisation solution partners
• Develop and maintain relationships with Organisation distribution partners
• Develop new and maintain existing relationships with Organisation reseller partners
• Identify and expand territory A&E /Consultant partnerships
• Grow year over year territory sales revenue faster than the market average and in line with significant annual revenue budget goals
• Provide the highest quality and time responsive service to territory partner base (resellers, eco partners, A&E’s and distribution personnel)
• Live the Organisation core values of Reliability, Openness, Innovation, Flexibility and Independence and maintain the highest standard of professional behavior and integrity

 

Independent Job Tasks:

• Travel as needed and within assigned budget
• Field presentations for partner and events
• Scheduling of time, meetings, travel, etc. and use of an internally shared Microsoft Outlook calendar as a basis for your schedule
• Documentation of all sales opportunities in Organisation CRM software from inception through the sales cycle to close
• Travel as needed and within assigned budget locally, regionally and to/from HQ 
• Timely expense management and reporting to company requirements
• Monthly forecast preparation and sales pipeline review/update with sales management personnel
• Distribution and follow up on leads assigned via internal process
• End user meetings and presentations in support of your territory reseller partners and eco partners
• Team interaction and on-going coordination with Country Manager, Presales specialists and Inside Channel Managers
• Project registration and project pricing management with your distributor and reseller partners 
• Quote generation, solution creation with follow up
• Weekly activity reporting
• Weekly sales call participation
• Regional and national trade show and event participation
• RFP/RFQ/RFI response generation and management

 

Professional Qualifications:

• Proven sales record and revenue growth driver skills
• Business level English verbal and written skills 
• Bachelor’s degree and minimum 5 years of IT and or security industry sales experience
• Excellent presentation skills in both small and medium audience environments
• Excellent attention to detail and documentation skills
• Excellent relationship management skills
• Demonstrated follow up skills, value creation and closing experience
• Competent IT technical skills
• Experienced expense, travel, and time management skills
• Excellent organization skills

 

Personal Skills:

• Ability to uphold organizational values and ethics
• Strategic mind-set both long and short term
• Excellent communication 
• Excellent listener
• Entrepreneurial Mindset
• Self-motivated and driven
• Loves to win a challenge
• Ability to manage stress
• Prioritization and Multi-tasking 
• Well organized
• Open and honest team player
• Excellent planning skills
• Responsible and accountable
• Ability to exercise discretion and independent judgement with important matters

 

Marketing Head, India

Wonderful opportunity to be in an award-winning IT/NW Security based organisation looking for Marketing Head, India

 

Please DM for further details

H/P: +65 9165 5825  || H/P: +91 99867 39628 ||  E-mail: surendra@pivotal.associates

 

Marketing Head, India 

Pivotal seeks the above for the India market. As a member of the global marketing organisation, you will be part of a collaborative team working together where you will be focused on pipeline generation which has immediate and long-term impact on our business goals, working hand in hand with the India territory sales team.

In this role, you'll be responsible for developing, implementing and executing marketing campaigns and activities that build pipeline for the region.

You will work very closely with the sales teams, sales engineers, channel partners, and a global marketing team to localise content and create regional specific campaigns that generate awareness, interest and demand for Pivotal solutions using the  right mix of marketing tactics.

Your opportunity:

 

v Own the marketing plan from plan, execution and ROI analytics, maintaining a rolling quarterly planning process

v Partner with sales teams to develop and execute a marketing plan that aligns to and supports sales objectives, measured by contribution to pipeline.

v Create, execute and manage partner marketing programs with the partner ecosystem.

v Organise and coordinate on-site sales events and 3rd party conferences

v Track and analyze marketing reports to determine what is working, what can be improved

v Be the marketing subject matter expert for what works in territory to achieve marketing and sales objectives

v Be an active participant and contributor

What You’ll Need:    

 

·      Minimum of 5 years’ experience in marketing technology products and solutions B2B, channel and direct.

·      Security software is a plus.

·      Building and executing a marketing plan, channel and direct
Skilled at building and maintaining strong relationships with sales teams, marketing as a partner to sales for success.

·      Strong writing skills – short-form, copy writing and editing skills as needed for campaign development and execution.

·      Nice to have - Understand CRM (preferably Salesforce.com) and how the CRM system works together with Demand Generation and automation tools (preferably Marketo).

·      Willingness to leverage (and learn!) and evangelise technology stacks in Account Based Marketing tools such as Demand Base, Groove, and more.

Personality Profile / Work Ethic

 

ü Independent worker with high self-motivation and sense of urgency.

ü Organized, meets deadlines, collaborative with key stakeholders.

ü Critical thinking, problem solving, analytical thinking skills.
High attention to detail and accuracy in a fast-moving environment.

ü Collaborator, influencer, change agent with an upbeat work ethic

 

Account Manager/Senior Account Manager (Cyber Security Sales)|| Chennai/Coimbatore/Delhi/Cochin/Pune/Bangalore.

 Designation- Account Manager/Senior Account Manager.

Job Location- Chennai/Coimbatore/Delhi/Cochin/Pune/Bangalore.

Benefits- Health Insurance/Incentive benefits/Hybrid Work culture/Flexible work Environments/Leave Benefits/Learning & Development.

 

Job Role & Responsibilities

 

• Proactively identify cyber security sales opportunities in the company’s account base and new accounts.

• Promote the cyber security proposition to drive new cross sell activity.

• Own, develop and execute all areas of the sales cycle for cyber security opportunities.

• Accurately manage and report sales forecasts using relevant company systems.

• Manage and update customer and opportunity records on relevant company systems.

• Contribute to the development of the company’s cyber security proposition.

• Undertake assignments as required by the business that drive growth or improve customer experience.

• Should be responsible and accountable for revenues, margins & 100% on-time collections

• Should be able to gather market intelligence of the opportunities.

 

Educational Qualification Requirement

• A bachelor's degree in business, marketing, computer science, or a related field is typically required. A master's degree or MBA can be beneficial.

• Relevant certifications in sales, project management, or IT (such as CompTIA Sales Professional, PMP, or ITIL) are advantageous.

 

Job Skill Requirements

• Understanding of IT products and services, including hardware, software, networking, cloud solutions, cybersecurity, and data management.

• Familiarity with industry-specific technologies and trends.

• Proven track record in sales, preferably in the IT industry.

• Ability to develop and execute sales strategies to meet revenue targets.

• Strong analytical skills to assess market trends, competitor activities, and sales performance data.

• Strong negotiation and closing skills.
• Excellent interpersonal, presentation and communication skills to build and maintain relationships with clients.

• Proficiency in written and verbal communication, including preparing sales reports, proposals, and presentations.

 

Overview:-

 

Primarily into B2B sales, he should meet End customers/Clients (Should be capable to work independently)

Very good in Communication skills.

Hands on experience into ((Cyber security sales-More privilege /IT Security sales or /or IT service sales or /IT Hardware sales or/IT Software sales)).

Should have good market knowledge in their Base location (Chennai/Coimbatore/Delhi/Cochin/Pune/Bangalore)

Should have contacts with all IT Heads like CXO's,CTO's etc.

Capable of good revenue generations (can check his previous growth prospects)

 

Please get in touch if you are interested or please refer in your circle and it will be appreciated

You can DM at surendra@pivotal.associates or H/P: +65 9165 5825  || H/P: +91 99867 39628

Presales Leader, Mumbai

 

Wonderful opportunity to be in a leader of Analytics Software & AI organisation

 Looking for Presales Leader, Mumbai.

 

Job Title: Customer Advisory Solutions Owner

Job Description: We are seeking a dynamic and results-driven Customer Advisory Solutions Owner to join our team and take responsibility for setting the strategy and driving the success of a group of solutions within a specific domain. The ideal candidate will possess a combination of deep industry and territory knowledge, technical mastery of their solutions, and exceptional communication and collaboration skills.

 

As a Solutions Owner, you will play a crucial role in driving sales growth and achieving business goals for your designated solutions. You will be accountable for performing pre-sales activities, generating interest and excitement around your solutions, and collaborating with various teams to achieve sales targets.

 

Key Responsibilities:

Solution Ownership: Own and drive the success of a specific set of solutions within your domain, including managing OKRs and KPIs, and collaborating with cross-functional teams to ensure alignment and support.

Pipeline Generation: Take ownership of pipeline generation and execution processes, developing innovative strategies to create a robust pipeline that covers diverse opportunities and achieves sales goals.

Sales and Marketing Activities: Collaborate with the sales, marketing, and bid management teams to develop compelling value propositions, craft persuasive messaging, and execute high-quality RFP responses and presentations.

Customer Engagement: Act as a trusted advisor to customers, understanding their needs and providing innovative solutions that drive business value. Engage with C-level executives and deliver impactful presentations and demonstrations.

 

Skills and Qualifications:

1. C-Level Coverage: Demonstrated ability to establish and maintain relationships with C-level executives and stakeholders.

2. Value Selling: Expertise in uncovering customer needs, crafting value propositions, and demonstrating Return on Investment for solutions.

 

3. Solutioning: Strong ability to design and configure solutions that address customer challenges and drive business outcomes.

 4. Competitive Insights: Knowledge of competitor offerings, strengths, and weaknesses, and the ability to position your solutions favourably in the market.

5. Market Insights: Stay abreast of industry trends, market dynamics, and emerging technologies to drive innovation and maintain a competitive edge.

6. Challenger Mindset: Ability to challenge customers' thinking, provide new perspectives, and drive conversations focused on business outcomes.

7. Industry and Territory Knowledge: Deep understanding of the industry vertical(s) and territory you will be responsible for, including key players, market trends, and customer needs.

8. Technical Mastery: Demonstrated technical expertise and knowledge of your specific solutions, including their features, capabilities, and integration potential.

9. Innovation: A forward-thinking mindset and a track record of driving innovation and developing new solutions to address customer challenges.

 

Role Ask:

1. New Software Revenue: Measure the success of your solutions by tracking new software revenue generation.

2. Total Pipeline Coverage: Assess the total pipeline coverage in your assigned solutions to ensure sufficient opportunities are being generated.

3. Pipeline Execution and Quality: Analyze the execution and quality of the pipeline, including win rates, deal sizes, and conversion rates If you have the aforementioned skills and experience and are ready to take on the challenges of driving solution excellence, we want to hear from you.

 

Please DM for further details

H/P: +91 80 500 01322   || E-mail: aravinthu@tsmspl.com