Remote | Anywhere in the Middle East & Africa
Who we are
RidgePoint is the regional operating arm for B2B software vendors expanding into the Middle East and Africa. Our current practice is built around the Microsoft estate: we bring specialist software to organizations that run their business on Windows, Microsoft 365 and Azure, and we help them get the full return on that investment.
We are the Master Distributor for Recast Software across MEA, our anchor partnership. You will sell both Recast product lines: Right Click Tools for endpoint management and automation, and Application Workspace for application delivery. Data and workspace governance and process automation are next on our roadmap, and the person in this role will help decide which vendors we bring in. Our customers include central banks, energy majors and government authorities, and we reach them directly and through a partner network of resellers, MSPs and system integrators that we are building out across the region.
We are a small team, deliberately. Everyone here is close to the customer and close to the vendors. If you want to be a name on an org chart, this isn’t for you. If you want to be the person a CIO calls before a decision is made, read on.
Why this role is different
This is a hunting role. You won’t inherit a book; you’ll build one, winning new logos across the region through direct sales and through partners. And you’ll win them by earning a seat at the customer’s table.
Our customers don’t need another rep quoting SKUs. They need someone who can look at their Microsoft estate end to end, from the endpoint to the tenant to the workflow, and see where value is being left behind. Devices that aren’t fully under control. Workspaces nobody owns. Approvals that take three weeks because they run on email. You will know which solution in our portfolio addresses which problem, how they fit together, and when the honest answer is “that’s not something we should sell you.” You will build your own book of new logos and the partners who help you land them. Winning the logo is the start: the accounts you open should get more out of Microsoft every year, not sign once and go quiet.
What you’ll do
- Hunt and win new enterprise logos across MEA: build your own pipeline, open doors with CIOs and IT leadership, and run every deal from first conversation to signature and expansion
- Drive new business through two routes: direct sales into enterprise and public-sector accounts, and partnerships with resellers, MSPs and system integrators who take us into accounts we can’t reach alone
- Recruit and activate partners in your territory, build joint account plans, and co-sell alongside them until they can win on their own
- Sell Recast Right Click Tools and Application Workspace, on their own and together: know where each one fits, who owns the budget for it, and when a customer needs one, the other or both
- Act as a trusted advisor on the customer’s Microsoft estate, starting with endpoint management, automation and application delivery through Recast today, and extending into Microsoft 365 governance and process automation as our portfolio grows
- Map each customer’s Microsoft value chain and identify the gaps, then match the right vendor, module or partner service to each one
- Qualify and run every opportunity with MEDDIC: know the metrics that matter to the customer, who holds the budget, how the decision gets made, what pain we’re solving, and who inside the account is championing us. If any of those are blank, the deal isn’t real yet
- Learn multiple products deeply enough to run discovery, position the right solution, and hand off cleanly to our technical team for demos and workshops
- Manage the full commercial cycle: forecasting, quoting, negotiation, procurement in regulated and public-sector environments, and reseller coordination
- Orchestrate resellers, system integrators and vendor HQs so the customer sees one team, not four
- Bring field insight back into how we choose vendors, price, and build partner programs. What you learn in Doha should shape how we sell in Riyadh
- Keep our CRM and customer portal current, because a small team covering a large territory lives or dies on clean information
What you bring
- 4 to 8 years in B2B software sales with a track record of new-logo wins, ideally through a distributor, VAR or ISV in the Microsoft ecosystem
- Evidence you can build pipeline from a standing start: outbound, events, referrals, partnersourced. Tell us how you did it, not just that you did
- Hands-on experience qualifying and forecasting with MEDDIC (or MEDDPICC). You should be able to walk through a live deal using it without notes
- Working knowledge of Microsoft endpoint management (ConfigMgr, Intune, Entra) and of how enterprises package and deliver applications. This is the core of what you’ll sell. Microsoft 365 governance (SharePoint, Teams, Purview) or Power Platform is a plus. You don’t need to be an engineer, but you need to hold a credible conversation with one
- Experience selling endpoint management, application delivery or IT automation software is a strong plus
- Proven ability to learn new products quickly and explain how several of them combine into one outcome for the customer
- Experience winning deals through partners, recruiting and activating new ones, and navigating procurement in the GCC or Africa
- Fluent English is a must. Arabic is a strong advantage and will rank you higher. French is a plus for francophone Africa
- Fully remote from anywhere in the Middle East or Africa, with the right to work in your country of residence and regular travel to customers, partners and the team
Who you are (this matters as much as the CV)
- Curious by default. You ask “why” before “how much”
- A self-starting hunter. Nobody hands you a territory full of warm leads, and you prefer it that way
- Comfortable saying no. If a customer wants something that won’t help them, you say so, and bring an alternative
- You think in systems. A first deal is one node in a customer’s three-year Microsoft roadmap, not a transaction
- Low ego, high ownership. We’re small enough that you’ll work outside your job title, and that’s the point
- You’d rather change how sales is done than repeat it. We’re building a model where the account executive is part of the customer’s success team, not a visitor. If that sounds like you, we want to talk
How to apply
Skip the cover letter. Send your CV to careers@ridgepoint.me with one paragraph on a new logo you won from a cold start: how you got in, who helped you, and what it grew into.
