About the Role
This role grows the government and free-zone business. It focuses on winning new federal, emirate-level, and free-zone entities while maintaining and expanding existing government accounts. Given that the government segment is the largest and most strategic for the company, it is vital to protect these relationships as much as it is to acquire new ones. The Account Manager serves as the main point of contact and is responsible for understanding how each entity collects payments, proposing tailored solutions, and ensuring successful implementation and growth.
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Key Responsibilities
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New Business Acquisition
- Build and manage a pipeline of federal entities, Dubai Government departments, and free-zone authorities.
- Win new mandates for payment collection services, including payment gateway, POS, Pay by Link, wallet, direct debit, and refunds/disbursements.
- Facilitate the onboarding of government entities onto the payment platform.
- Provide free-zone authorities with solutions for their collections and promote the SME bundle for registered companies.
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Existing Account Management
- Own the relationship with assigned government accounts to ensure zero loss of key accounts.
- Grow existing accounts by introducing additional payment methods, services, and channels.
- Conduct regular account reviews focusing on volumes, performance, and upcoming needs.
- Act as the escalation point for issues and ensure resolutions through collaboration with Operations and Support.
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Solutions, Proposals, and Tenders
- Understand each entity's collection processes and design appropriate solutions in conjunction with the product management team.
- 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 process with the client's IT and technical teams.
- Monitor each project to ensure timely go-live and that the entity begins transacting as planned.
- Follow up on post-launch metrics, including adoption rates and client satisfaction.
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Market Intelligence and Reporting
- Track government digital payment initiatives, new entities, and any changes in regulations and procurement processes.
- Provide competitor activity updates and client feedback to relevant management teams.
- Maintain an up-to-date CRM, reporting on pipeline, 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 with government clients.
- Preferred experience in payments, banking, fintech, or government technology services.
- Proven track record of securing and expanding government accounts in the UAE.
- Experience with government procurement, tenders, and vendor registration processes.
- Existing relationships with federal, Dubai, Abu Dhabi government entities, or free zones are a strong advantage.
Technical and Payments Knowledge
- Familiarity with how government entities collect fees and payments through online services, service centres, kiosks, and smart channels.
- Knowledge of payment products, including payment gateways, POS, Pay by Link, wallets, direct debit, and refunds.
- Understanding of card and wallet payments, including settlement and reconciliation processes.
- Awareness of UAE digital government programs and payment platforms.
Skills
- Ability to build trust with senior government stakeholders; maintains a professional appearance.
- Strong communication and presentation skills in both Arabic and English, including formal written Arabic.
- Persistent and organized in managing long government sales cycles.
- Demonstrates commercial judgment by balancing client needs with company margins.
- Collaborative skills to work efficiently with technical, operations, and product teams to meet client needs.
