About the Role
Nabeh, a subsidiary of the company, delivers AI-powered solutions that help organizations automate operations, boost efficiency, and drive innovation. Its expertise spans computer vision, LLM applications, speech-to-text, data intelligence, and low-code AI solutions. Nabeh is looking for a Senior Account Manager to manage and grow a portfolio of strategic accounts, achieve sales targets, and build long-term customer relationships. In this role, you will identify opportunities for AI and enterprise technology solutions, lead commercial engagements, and coordinate with internal teams to deliver customer value, retain active licenses, and grow profitable revenue.
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Key Responsibilities
Sales and Account Growth
- Achieve assigned revenue and gross margin targets.
- Develop account plans covering customer priorities, stakeholders, renewal dates, and growth opportunities.
- Identify and close upselling and cross-selling opportunities across products, licenses, and services.
- Develop new opportunities within assigned accounts and pursue new customers where allocated.
- Lead the sales cycle from opportunity qualification through proposal, negotiation, and contract closure.
Customer Relationships and Retention
- Build relationships with executive sponsors, business users, IT teams, and procurement stakeholders.
- Conduct regular account reviews to assess customer satisfaction, solution adoption, and upcoming requirements.
- Manage renewals proactively and address risks to active license retention.
- Coordinate with Customer Success, Support, and Delivery to resolve customer concerns.
- Maintain clear communication on commitments, timelines, and outstanding actions.
Opportunity Qualification and POC Management
- Validate customer needs, budget, decision-making authority, and purchasing timelines before committing resources.
- Work with Presales to confirm solution fit, technical requirements, and delivery feasibility.
- Ensure customized proof-of-concept requests include a clear business case, agreed success criteria, customer responsibilities, and a purchasing decision process.
- Obtain required internal approvals before initiating customized POCs.
- Track POC outcomes and review lost opportunities to identify qualification gaps and corrective actions.
Pipeline Management and Internal Coordination
- Maintain accurate account, contact, opportunity, and forecast information in the CRM.
- Keep opportunities updated with clear next steps, expected close dates, and identified risks.
- Provide reliable sales forecasts and timely updates on major opportunities.
- Ensure complete handovers to Delivery and Customer Success after contract closure.
- Share customer feedback and market insights with Product, Presales, and Marketing teams.
Qualifications
- Bachelor’s degree in Business, Information Technology, Engineering, or a related field.
- 5–8 years of enterprise technology sales or account management experience.
- Proven track record of achieving sales targets and growing strategic accounts.
- Experience selling AI, SaaS, cloud, data analytics, or enterprise technology solutions.
- Experience managing complex sales cycles, renewals, proposals, and commercial negotiations.
- Ability to engage executive, business, technical, and procurement stakeholders.
- Proficiency in CRM systems, account planning, and sales forecasting.
