Senior Expert

This role is office-based in either Muscat, Oman or Dubai, UAE.

About the Role

The Senior Expert - Global Connectivity & Large Accounts role focuses on developing and executing effective sales strategies to drive revenue growth, meet sales targets, and identify opportunities for account and revenue expansion. The Senior Expert, Large Accounts supports a team of sales managers by providing guidance and direction to help them achieve their objectives. The role also requires continuous monitoring of market trends and competitor activities to refine account strategies and maintain high levels of customer satisfaction.

Responsibilities

Strategy Planning and Implementation

• Work closely with the Director of Infrastructure Deployment & Pre-Sales and the Director of Data & Connectivity to sell ZOI's submarine, terrestrial, and global infrastructure solutions.
• Develop and execute large-account sales strategies aligned with ZOI's commercial objectives.
• Design business development plans that translate ZOI's vision into compelling customer value propositions.
• Monitor global operator, OTT, CDN, and hyperscaler trends to identify new opportunities.
• Represent ZOI at key industry events, introducing ZOI products and network solutions and developing partnership opportunities.
• Build and maintain strong, long-term relationships with major global clients and partners.
• Partner with cross-functional units to identify and support future strategic initiatives.
• Prepare comprehensive growth plans leveraging internal/external resources to maximize sales performance.
• Contribute to long-term planning for attracting data and infrastructure clients and strengthening ZOI's brand presence.

Budgeting

• Develop, manage, and monitor the revenue and operating budgets for Large Accounts.
• Allocate resources effectively to maximize ROI and ensure financial alignment with ZOI's targets.
• Deliver accurate financial and performance reports with variance analysis to senior management.
• Build reliable sales and revenue forecasts based on market dynamics and historical performance.
• Conduct cost-benefit and investment impact assessments for proposed initiatives.
• Ensure alignment and collaboration with Finance for accurate planning and reporting.

Sales Revenue (Global and Carrier Sales)

• Lead and grow strategic global accounts to meet and exceed revenue objectives.
• Develop structured account plans with clear growth pathways, risk assessments, and revenue projections.
• Own negotiations and closure of high-value international deals with favorable terms.
• Maintain high customer satisfaction by addressing issues proactively and ensuring seamless service delivery.
• Identify, acquire, and onboard new global clients across operators, hyperscalers, content providers, and enterprise verticals.
• Grow existing accounts through targeted upselling and cross-selling.
• Build and maintain a healthy global sales pipeline aligned with annual sales targets.
• Regularly analyze performance metrics, market developments, and competitive landscape.
• Collaborate with marketing, pricing, and product teams on tailored solutions and proposals.

Operational Excellence

• Continuously optimize sales operations, account management workflows, and internal communication processes.
• Ensure adherence to company policies, regulatory requirements, and industry standards.
• Identify operational risks and develop mitigation actions.
• Support seamless coordination across Finance, Marketing, Product, and Operations.
• Oversee preparation of global sales revenue reports with insights and recommendations.
• Use CRM, digital tools, and platforms to enhance productivity and data accuracy.
• Ensure high-quality customer support is consistently delivered.
• Oversee billing and collections for all Large Accounts to ensure accuracy and timely payments.

Leadership & People Management

• Provide guidance and support to sales managers handling large accounts.
• Identify development needs and recommend training programs for sales teams.
• Foster a positive, high-performance culture with strong collaboration and engagement.
• Maintain transparent communication with management and cross-functional teams.

Qualifications

• Bachelor's degree in business administration, Marketing, Telecommunications, Engineering, or a related field.
• Master's degree preferred (MBA or related field).
• Certified Sales Professional (CSP)
• PMP (Project Management Professional)
• Certified Account Manager (CAM)
• Certified Customer Success Manager (CCSM)

Experience

• 10+ years of experience in sales managing large global telecom accounts, with strong exposure to data solutions, submarine capacity, and international connectivity.
• Proven track record in closing high-value deals, leading or mentoring account managers, and driving strategic planning, forecasting, and financial reporting.
• Demonstrated ability to manage complex commercial or infrastructure projects across diverse markets and cultures.

Knowledge / Technical Skills

• Strong customer orientation and ability to understand complex global client needs.
• Deep knowledge of telecom wholesale, global connectivity, submarine cables, IP transit, and capacity sales.
• Expertise in sales strategy, large account management, and commercial negotiation.
• Strong financial acumen (budgeting, forecasting, revenue modeling).
• Advanced analytical and problem-solving capabilities.
• CRM proficiency and understanding of structured sales methodologies.
• Excellent communication, presentation, and stakeholder management capabilities.
• Leadership skills to guide and support sales managers.
• Ability to build high-level networks across global operators and digital platforms.

Equal Opportunity Statement

At ZOI, we are committed to diversity and inclusivity in our workforce. We encourage applications from all qualified individuals.