Job :

Join a major player in the distribution sector based in Casablanca. As a senior sales engineer, your main mission will be to lead the strategic development of the business in the market while strengthening relationships with key partners.

The primary ambition is to increase market share through a proactive and targeted sales strategy. Success in this role involves ensuring sustained revenue growth and optimal customer satisfaction while maintaining the overall profitability of operations.

On a daily basis, responsibilities will revolve around the autonomous management of a strategic portfolio and the acquisition of new accounts. Here are the main areas of your activities:

• Development and execution of a sales strategy adapted to market changes.
• Identification and conversion of high-potential sales opportunities.
• Negotiation of complex contracts and rigorous follow-up of the sales cycle.
• Analysis of industry trends to anticipate needs and refine offerings.
• Coordination with internal teams to ensure the quality of distributed services.

Required profile :

JOB MISSIONS

Main mission, reason for being, or purpose of the position: As the commercial reference for strategic accounts, the Senior Sales Engineer drives the development of GBS's business with major Moroccan clients. He/She identifies opportunities, manages the complete sales cycle in coordination with technical teams and editors, and negotiates contracts. He/She is responsible for achieving commercial objectives for his/her portfolio and for the long-term quality of customer relations.

Job Missions and Activities

Mission 1: Commercial Development and Hunting
To this end, he/she must:
• Identify and qualify sales 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, editor conferences, cyber communities).
Mission 2: Sales Cycle Management
To this end, he/she must:
• Manage the complete sales cycle, from qualification to closing: needs assessment, proposal development, negotiation, closing.
• Coordinate with pre-sales technical teams (Security & Network Engineers) for the production of technical documentation, presentations, and demonstrations.
• Manage reference accounts to transform an initial sale into a lasting relationship and multiply complementary opportunities.
• Manage responses to public and private tenders (targeted consultations, open tenders, framework agreements).
Mission 3: Editor and Partner Relations
To this end, he/she must:
• Maintain commercial relationships with partner editors (Fortinet, Palo Alto, Check Point, Cisco, Forcepoint, F5, etc.).
• Coordinate discount strategies and editor programs (Deal Registration, Special Pricing) to maximize offer competitiveness.
• Participate in seminars, sales training, and sales certifications offered by editors.
• Escalate customer needs and market intelligence to partner editors.
Mission 4: Negotiation and Contracting
To this end, he/she must:
• Negotiate commercial terms (price, margins, deadlines, payment terms, warranties, SLAs).
• Coordinate with the Legal Department and the Finance Department for contract drafting and security.
• Ensure follow-up of contractual commitments and adaptation of terms in supporting the client.
Mission 5: Commercial Management and Reporting
To this end, he/she must:
• Manage his/her account portfolio and opportunity pipeline using a meticulously maintained CRM.
• Achieve annual revenue and margin objectives set by Management.
• Produce sales forecasts, pipeline reviews, and client visit reports.
• Contribute to the definition of the sales strategy and the evolution of the GBS service catalog.
Mission 6: Market Watch and Economic Intelligence
To this end, he/she must:
• Conduct active monitoring of developments in the Moroccan cybersecurity market (players, DGSSI regulations, banking and telecom trends).
• Identify opportunities for offer expansion and partnerships (new editors, 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 editors (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).
Sales Tools: Proficiency in 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 relating 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, trade secrets).
• Proficiency in French and English (oral and written, professional level).

TRAINING AND EXPERIENCE

Master's degree (Bac +5) from a business school, engineering school with a commercial specialization, or equivalent.
Preferred Certifications: Editor Sales Certifications: Fortinet, Palo Alto Networks, Check Point, Cisco commercial programs (Sales Accreditation).
Sales Methodologies: Solution Selling, MEDDIC, Challenger Sale training (preferred).
Technical Awareness (preferred): Cybersecurity basics (Fortinet NSE 1-3, equivalent) for credibility in technical discussions.
Experience: Minimum 7 to 12 years of sales experience in IT solutions / Cybersecurity / Telecom sales to large accounts, ideally with an integrator, an editor, or a telecom operator in Morocco. Existing portfolio and contacts in the banking or telecom sector highly appreciated.

If this professional challenge matches your aspirations and your expertise meets the requirements of this position, send your application now by clicking the "Send my CV to the recruiter" button.