About the Role
This role focuses on growing the government and free-zone business segment for the company. The primary responsibility is to win new federal, emirate-level, and free-zone entities while maintaining and expanding existing government accounts, which represent the company’s largest and most strategic segment. Protecting these relationships is crucial alongside acquiring new clients.
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The Account Manager serves as the main point of contact for clients at the company. This role requires a deep understanding of each entity’s payment collection processes, the ability to propose suitable solutions from the company, and managing the progression from initial meetings to successful implementations and growth.
Key Responsibilities
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New Business Acquisition
- Build and manage a pipeline of federal entities, Dubai Government departments, government entities in other emirates, and free-zone authorities.
- Secure new mandates for the company’s payment collection services including payment gateway, POS, Pay by Link, wallet, direct debit, refunds, and disbursements.
- Drive the onboarding of government entities onto the company’s platform according to its commitments.
- Provide solutions to free-zone authorities for their collections, introducing the company’s SME bundle (Business-in-a-Box) for registered companies.
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Existing Account Management
- Own relationships with assigned government accounts to ensure zero loss of key accounts.
- Grow each account by adding payment methods, services, and channels, thereby increasing the volume of collections managed by the company.
- Conduct regular account reviews focusing on volumes, performance, any issues, and upcoming needs.
- Serve as the escalation point for client issues, collaborating with Operations and Support until resolution.
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Solutions, Proposals, and Tenders
- Understand each entity's collection process, systems, and regulations while designing appropriate solutions in collaboration with the Manager – Acquiring Business and Product.
- Prepare proposals, presentations, and commercial offers, ensuring pricing aligns with the company’s rate cards.
- Lead responses to government tenders and RFPs.
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Implementation and Go-Live
- Coordinate the onboarding and integration processes between the client's IT team and the company’s technical and operations teams.
- Monitor projects up to go-live to ensure entities start transacting as intended.
- Follow up post-launch on user adoption, payment success rates, and overall client satisfaction.
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Market Intelligence and Reporting
- Track governmental digital-payment initiatives, new entities, and regulatory changes.
- Communicate competitor activities and client feedback with the Manager – Acquiring Business and Business Intelligence.
- Maintain up-to-date records in the CRM and report pipeline updates, wins, and account health monthly.
Education
- Bachelor’s degree in Business, Finance, IT, Engineering, or a related field.
Experience
- 5–8 years in sales, business development, or account management, specifically with government clients.
- Prior experience in payments, banking, fintech, or government technology services is strongly preferred.
- Proven track record of winning and expanding government accounts in the UAE.
- Familiarity with government procurement, tenders, and vendor registrations.
- Existing relationships with federal, Dubai, or Abu Dhabi government entities or free zones are a strong advantage.
Technical and Payments Knowledge
- Understanding of how government entities collect fees and payments through online services, service centres, kiosks, and smart channels.
- Knowledge of payment products including payment gateway, POS, Pay by Link, wallets, direct debit, and refunds.
- Understanding of card and wallet payments, settlement, and reconciliation processes.
- Awareness of UAE digital-government programmes and payment platforms.
Skills
- Ability to build trust with senior government stakeholders; professional and well-presented.
- Strong communication and presentation skills in both Arabic and English, including formal written Arabic.
- Persistent and organized approach across lengthy government sales cycles.
- Commercial judgement to balance client needs with the company’s profit margins.
- Capability to collaborate effectively with technical, operations, and product teams to deliver client solutions.
