IT Sales Account Manager

Job description

This job is in Saudi Arabia Job Responsibilities Ownership of the Sales Lifecycle • Generate new leads by focusing on seeking new opportunities through existing professional networks, cold calling and leveraging other methods of contacting decision makers • Be a trusted technical advisor to the target client to generate and qualify the right opportunities • Ensure the client's product requirements and expectations are managed and met through understanding the client's business and technology • Work closely with the client in developing solutions, identifying appropriate technologies and positioning the employer as a key competitor. To win the deal • Own and manage the bidding process in collaboration with the bidding team and be responsible for the accuracy and quality of the final proposal and bidding package through deal signing • Through the sales cycle, support senior management with market, account, competitor and bidding intelligence information • Independently handle negotiations and deal closings for small to medium sized deals • Provide the right inputs and support the sales manager in negotiating and closing larger deals Revenue Generation • Meet or exceed revenue goals by bringing new client logo and cross-selling/upselling to existing or assigned accounts • Selling the the employer suite of services Assigned to the role holder • Ensure that revenue generated is at an acceptable gross margin CRM/Account Management • Always act as a single point of contact for the customer • Conduct ongoing market analysis and research on account dynamics. Keeping abreast of developments on the client side as well as the market in which the client operates. Providing personalized customer support throughout The three phases of client management: Bidding cycle management, project implementation and recurring service/after-sales support. Work closely with the project team to maintain ongoing knowledge of project status to identify potential issues and/or opportunities within the project. Participation from the project kick-off meeting until the final sign-off of the project. Attend project meetings extensively and monitor customer satisfaction levels during implementation, taking proactive measures to ensure and maintain customer satisfaction • Lead account management and influence organizational engagement resulting in footprint expansion • Create and maintain reliable account forecasts, and share this information Upselling and cross-selling • Prepare complete account development plan to define aspects of the business of all customers in terms of revenues, requirements, opportunities, risks, etc. and maximize business opportunities • Identify and develop new leads from existing accounts • Increase services provided to the client. The role holder may expect increased income generated from cross-selling and up-selling. - Promote all the employer products/services as they become available. - Build trust and strengthen relationships by keeping customers informed of how emerging technologies can help their business. - Prepare briefs on the business, technical and financial benefits of technology and collaborate with customers to develop customized solutions. General Account Management • Support the Sales Operations team to maintain and update the client file for each client, which includes copies of contracts, offers, letters, delivery notes, invoices, etc. • Support the sales operations team on contract renewals • Facilitate maintenance (tech Night Disruption) for existing customers to ensure renewal of annuity contracts • Follow up on invoices and be responsible for collecting payments • Full understanding of all existing and old contracts signed with the customer and full knowledge of our services and cost structure CRM and reporting • Use the employer CRM to record and update all activities and generate sales reports • Provide other customized reports and analyzes as required by the Sales Manager Other Ongoing Tasks • Visit key customers on a regular basis, to strengthen relationships and create business opportunities • Entertain customers when necessary, to build strong relationships with them • Build relationships with senior business executives and Finance who influence purchasing decisions at client companies • Maintain relationships with technical decision makers such as CIO, CIO, and CTO on a day-to-day level • Coordinate with Marketing Communications Coordinator to identify and execute marketing opportunities • Participate in trade shows and technology events to promote company products and develop leads Educational Qualifications • Bachelor’s degree in Business Studies, Computer Science, or related field • Minimum 3 years of software sales experience is a must • Experience Sales of custom enterprise IT solutions is mandatory • Experience in sales within a “transformation” field is strongly preferred “Digital” • Sales experience in the Middle East, specifically in Qatar, is highly preferred but not mandatory • Hands-on experience with CRM software is a plus

Requirements

• Work closely with the project team to maintain ongoing knowledge of project status to identify potential issues and/or opportunities within the project.

Skills