**VL Large Account Sales Manager – EMEA**
**Description**
Certiport, a Pearson VUE business, is the world leader in performance\-based certification exams and practice test solutions for academic institutions, workforce and corporate technology markets, delivered through an expansive network of over 12,000 Certiport Authorized Testing Centers worldwide\.
Established in 1997, Certiport is a pioneer in providing complete career\-oriented certification solutions to academic institutions and IT Professionals\. These services encompass test development, psychometrics, program management, sales and marketing for theofficial Microsoft® Office certification program, the Microsoft® Technology Associate certification program, the Adobe® Certified Associate certification program, the Adobe® Certified Expert program, the Autodesk® Certified User certification program, the Autodesk® Certified Professional certification program, the Intuit® QuickBooks Certified User certification program and the IC3 Digital Literacy certification\.
Certiport currently delivers more than 3 million certification exams each year around the world\.
**Job Overview**
We are looking for an experienced sales leader **\(based in Dubai\)** to assist Certiport in the growth of its Microsoft Volume Licensing \(VL\) business with large account customers\. The VL Large Account Sales Manager for EMEA is primarily responsible to manage all sales activities related to achieving the annual Microsoft Volume Licensing quota for their assigned region\. The manager is responsible for building strong working sales relationships with the local Microsoft Public Sector \(PS\) sales and HQ team, and assisting them in prospecting and developing MOS and/or MTA\-MCE volume licensing sales opportunities with both new and renewing state\-level government accounts \(or other similar large accounts\) in all market sectors in their assigned region\. The primary market segment for this sales role is Ministries and Higher Education, and include Secondary schools, in the Europe, Mideast and Africa region\.
Duties:
**70% Sales Development:**
+ Prospect and develop potential large account customers in the assigned region via daily phone sales efforts and through in\-person customer visits;
+ Attend key regional or national trade shows in the assigned region;
+ Present, co\-present or support presentations of MOS and/or MTA\-MCE Microsoft volume licensing solutions to potential new or renewing large account customers, including frequent Microsoft meetings at Microsoft Technology Centers in the region;
+ Assist Microsoft PS and HQ, or other sales staff to communicate the value of certifications, to properly define and map the product to government and educational projects, to overcome objections, to resolve customer concerns, and to close potential sales in all types of sales settings;
+ Attend new and renewing large account deployment, training, and roll\-out meetings as needed;
+ Meet assigned monthly and annual sales quotas\.
**20% Team Coordination and Sales Tracking**
+ Coordinate with APAC Sales Managers and Regional Directors to ensure that all sales personnel are completely familiar with potential large account deals that overlap in their areas;
+ Track and record all sales motion and activities with all large account customers in Pipeline reports;
+ Maintain daily large account sales forecasts and updates in Pipeline reports;
+ Provide regular reports/updates on the status of various VL deals to the Strategic Accounts manager and the Regional sales managers;
+ Attend Microsoft Sales Coordination meetings with Microsoft PS and account managers as needed\.
**10% Other Duties as Assigned:**
+ Ensure that sales on\-boarding staff, customer services, and technical support teams provide appropriate for assigned large account customers;
+ Manage contract negotiations with other assigned strategic accounts for non\-Microsoft opportunities;
+ Travel throughout assigned region with other sales staff to local sales meetings to help close sales or train sales staff as needed
+ Support the Strategic Accounts manager in various management and planning meetings\.
**Qualifications**
**Education and Experience:**
+ 7 to 10 years of direct sales experience required\. Education, learning, or IT certification industries strongly preferred;
+ 2 to 3 years of proven direct sales experience with large accounts or CXO level contacts strongly preferred;
+ 3 to 5 years in a direct sales management role preferred;
+ Familiarity or experience with the Microsoft Public Sector sales structure and sales motion preferred;
+ Familiarity with the Microsoft Office Specialist, Microsoft Technology Associate and Microsoft Certified Educator certification programs preferred;
+ Bachelor’s degree in a Business or Marketing or related field required \(Master’s degree preferred\)\.
**Knowledge, Skills and Abilities:**
+ Confident/Capable in working with CXO level contacts in a sales environment
+ Performance driven and results oriented personality
+ Work well under heavy sales/quota pressure consistently
+ Proven understanding of telesales and direct sales models
+ Excellent oral, written, time management and presentation skills
+ Able to quickly develop trusting and cooperative relationships over the phone and in person
+ Knowledge of computer systems and Office apps required \(Microsoft Applications\)
+ Proven knowledge of Salesforce as a primary customer relationship management tool
+ Knowledge of education, training or certification products preferred
+ Proven record of meeting quota and sales goals
**This position will require travelling to meet clients across the EMEA region and therefore the person we hire must have no restrictions to travel or visit any countries in the region\.**
**Primary Location:** AE\-AE\-Dubai
**Work Locations:** AE\-Dubai\-Al Sofouh 305 Al Sofouh 305 Tecom 3rd Floor Dubai
**Job:** Sales
**Organization:** Professional VUE
**Employee Status:** Regular Employee
**Job Type:** Standard
**Shift:** Day Job
**Job Posting:** Aug 26, 2016