Senior Sales Engineer - Casablanca

Company :

Founded in 1997, GSM Al Maghrib is a private Moroccan group that is diversifying into several business sectors by operating in the distribution of telecommunications products, money transfer, printing management services, data center management, and security solutions.

Our HR vision is based on the belief that human capital is the main driver of performance and sustainable growth. The objective is to create a stimulating work environment that promotes engagement, skill development, and professional fulfillment of employees.

The company encourages a culture based on:

• Team spirit
• Innovation
• Responsibility
• Managerial proximity
• Result orientation

This culture promotes collaboration between teams and contributes to maintaining a positive social climate.

Job :

Are you looking for a challenging opportunity within a dynamic company in the Distribution sector? Join our team as a Senior Sales Engineer in Casablanca. This is the ideal opportunity to leverage your expertise to develop our market presence and build customer loyalty.

The main objective of this role is to significantly increase the company's revenue by developing and consolidating commercial relationships with demanding B2B customers. You will represent our company professionally and identify new growth opportunities in a competitive environment.

Your main responsibilities will include:

• Actively prospecting for new clients and developing an existing commercial portfolio.
• Analyzing customer needs and proposing solutions tailored to their challenges.
• Negotiating commercial contracts and managing deals until closure.
• Monitoring the competition and identifying market trends to anticipate changes.
• Regularly reporting on your commercial activity and results achieved.
• Participating in professional trade shows and industry events to promote the company.

Required profile :

To excel in this role, a Master's degree (Bac +5) or higher is required. Higher education focused on Sales, Key Account Management is highly appreciated.

With significant experience ranging from 10 to 20 years in sales roles, ideally in the distribution sector, you have demonstrated your ability to meet and exceed sales targets.

Status, corps, category, grade: Confirmed Executive
SERVICE PRESENTATION
Main mission of the service: Develop GAM Business Solutions' revenue for strategic accounts (banks, telecom operators, large Moroccan companies) for network integration, cybersecurity, and managed services (SOC) offers.
Service composition: Sales Team
Reporting to: Sales Director / General Management
POST MISSIONS
Main mission, raison d'être, or purpose of the position: Commercial reference for strategic accounts, the Senior Sales Engineer drives the development of GBS's business with major Moroccan accounts. He/She identifies opportunities, manages the complete sales cycle in coordination with technical teams and publishers, and negotiates contracts. He/She is responsible for achieving commercial objectives for his/her portfolio and for the long-term quality of customer relationships.
Missions and activities of the position: Mission 1: Commercial Development and Hunting
In this capacity, he/she must:
• Identify and qualify commercial opportunities within the portfolio accounts (banks, telecom operators, large companies).
• Develop and maintain an active network of referrers and decision-makers (CIOs, CISOs, Network Directors, Purchasing Directors).
• Conduct hunting activities on targeted new accounts and support the signing of initial contracts.
• Participate in market professional events (trade shows, publisher conferences, cyber communities).
• Mission 2: Sales Cycle Management
In this capacity, he/she must:
• Manage the complete sales cycle, from qualification to signature: needs assessment, proposal development, negotiation, closing.
• Coordinate with technical pre-sales teams (Security & Network Engineers) for the production of technical proposals, presentations, and demonstrations.
• Manage reference accounts to transform an initial sale into a long-term relationship and multiply complementary opportunities.
• Manage responses to public and private tenders (targeted consultations, open tenders, framework agreements).
• Mission 3: Publisher and Partner Relations
In this capacity, he/she must:
• Maintain commercial relations with partner publishers (Fortinet, Palo Alto, Check Point, Cisco, Forcepoint, F5, etc.).
• Coordinate the strategy for discounts and publisher programs (Deal Registration, Special Pricing) to maximize offer competitiveness.
• Participate in seminars, sales training, and sales certifications offered by publishers.
• Provide feedback on customer needs and market intelligence to partner publishers.
• Mission 4: Negotiation and Contracting
In this capacity, he/she must:
• Negotiate commercial terms (price, margins, delivery times, payment terms, guarantees, SLAs).
• Coordinate with the Legal Department and the Finance Department for the drafting and securing of contracts.
• Ensure compliance with contractual obligations and the evolution of terms in customer support.
• Mission 5: Commercial Management and Reporting
In this capacity, he/she must:
• Manage his/her account portfolio and opportunity pipeline using a rigorously maintained CRM.
• Achieve the annual revenue and margin objectives set by Management.
• Produce sales forecasts, pipeline reviews, and client visit reports.
• Contribute to the definition of the commercial strategy and the evolution of the GBS service catalog.
• Mission 6: Market Watch and Economic Intelligence
In this capacity, he/she must:
• Conduct active monitoring of the Moroccan cybersecurity market developments (players, DGSSI regulations, banking and telecom trends).
• Identify opportunities for offer extension and partnership (new publishers, new services).
• Contribute to commercial and marketing communication (references, client cases, presence on professional networks).
REQUIRED SKILLS
Technical Skills: Technical Understanding: Good command of cybersecurity and network concepts and challenges: firewalls, SD-WAN, SOC, EDR, segmentation, compliance - ability to engage in technical discussions with a CISO or Network Director.
Ecosystem Knowledge: Good knowledge of leading publishers (Fortinet, Palo Alto, Check Point, Cisco, Forcepoint) and their commercial programs.
Moroccan Market: Knowledge of the banking sector (BAM, AWB, BCP, BMCE, etc.), telecom operators (Maroc Telecom, Orange, inwi), and their purchasing cycles.
Regulations: Understanding of applicable regulatory requirements (DGSSI, Bank Al-Maghrib, Law 09-08 on personal data, PCI DSS).
Commercial Tools: Proficiency in a CRM (Salesforce, HubSpot, or equivalent), office, and presentation tools.
Sales Methodologies: MEDDIC, SPIN Selling, Solution Selling, management of public and private tenders.
Behavioral Skills: • Strong results orientation and proven ability to achieve ambitious goals.
• Excellent communication, active listening, and negotiation skills.
• Ease of relationship building at the highest level (CEO, CIO, CISO, Directors).
• Ability to coordinate multidisciplinary teams (pre-sales, technical, legal, finance) without direct hierarchical link.
• Entrepreneurial spirit, autonomy, and ability to build a long-term portfolio.
• Impeccable discretion and ethics (handling sensitive information, business secrets).
• Proficiency in French and English (oral and written, professional level).
TRAINING AND EXPERIENCE
Education: Master's degree (Bac +5) from a business school, engineering school with a commercial specialization, or equivalent.
Appreciated Certifications: Publisher Sales Certifications: Fortinet, Palo Alto Networks, Check Point, Cisco commercial programs (Sales Accreditation).
Sales Methodologies: Solution Selling, MEDDIC, Challenger Sale training (appreciated).
Technical Awareness (appreciated): Cybersecurity basics (Fortinet NSE 1-3, equivalent) for credibility in technical discussions.
Experience: Minimum 7 to 12 years of commercial experience in selling IT / Cybersecurity / Telecom solutions to major accounts, ideally with an integrator, publisher, or telecom operator in Morocco. Existing portfolio and network in the banking or telecom sector highly appreciated.

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Desired personality trait :

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