About the Role
This position is based in Qatar, and you will be required to relocate. Visa and travel flight tickets will be provided.
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Job Responsibilities
Sales Life Cycle Ownership
- Generate new leads by focusing on hunting for new opportunities through existing professional networks, cold calling, and leveraging other methods to contact decision-makers.
- Be a trusted technology advisor to the target client to generate and qualify the right opportunities.
- Understand the customer's business and technology to manage and meet product requirements and expectations.
- Collaborate closely with the client to develop solutions, identify the right technologies, and position the company as the prime contender to win the deal.
- Own and manage the bidding process in collaboration with the bidding team, ensuring the accuracy and quality of the end proposal and bid package until the signing of the deal.
- Support senior management with market, account, competitor, and bid intelligence information throughout the sales cycle.
- Independently handle negotiations and deal closures for small and mid-sized deals.
- Provide inputs and support the Sales Manager in negotiating and closing large deals.
Revenue Generation
- Meet or exceed revenue targets by acquiring new customer logos and cross/upselling to existing or allocated accounts.
- Sell the range of services assigned to the role holder.
- Ensure that revenues generated are at acceptable gross margins.
Customer Relation Management / Account Management
- Act as a single point of contact for the customer at all times.
- Conduct continuous market analysis and research on the account's dynamics, staying updated on client developments and market trends.
- Provide customized client-specific support during Bidding Cycle Management, Project Implementation, and Recurring Service / after sales support.
- Collaborate with the project team to maintain continuous knowledge of the project status, identifying potential issues and/or opportunities.
- Participate from the project kickoff meeting until final project sign-off; attend project meetings extensively and monitor customer satisfaction levels during implementation, taking proactive measures to assure and maintain satisfaction.
- Drive account management and influence organizational engagement to result in footprint expansion.
- Generate and maintain a credible forecast for accounts and share this information.
Upselling and Cross Selling
- Prepare full account development plans to identify all customers' business aspects, maximizing business opportunities.
- Identify and develop new leads from existing accounts.
- Increase the services offered to the customer, aiming to boost income through cross-selling and upselling.
- Promote all products and services as they become available.
- Build trust and strengthen relationships by keeping customers informed about how emerging technologies can benefit their business.
- Prepare briefings on the business, technical, and financial benefits of technology and collaborate with customers to develop tailored solutions.
General Account Administration
- Support the Sales Operations team in maintaining and updating the customer file for each client, including copies of contracts, proposals, letters, delivery notes, invoices, etc.
- Assist the Sales Operations team with contract renewals.
- Facilitate the maintenance (reducing churn) of existing customers to ensure renewal of annuity contracts.
- Follow up on invoices and be responsible for payment collections.
- Maintain a comprehensive understanding of all current and previous contracts signed with customers and an in-depth knowledge of services and cost structure.
CRM and Reporting
- Utilize the company's CRM to log and update all activities and generate sales reports.
- Provide other ad-hoc reports and analyses as required by the Sales Manager.
Other Ongoing Tasks
- Visit major customers regularly to strengthen relationships and establish business opportunities.
- Entertain customers as necessary to build strong relationships.
- Build relationships with senior business and financial executives who influence purchasing decisions in customer companies.
- Maintain relationships with technical decision-makers, such as the Chief Information Officer, Information Technology Director, and Information Technology Manager.
- Coordinate with the 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 Sciences, or a related field.
- Minimum of 3 years of experience in software sales is required.
- Experience in customized enterprise IT solution sales is mandatory.
- Experience in sales within the "Digital Transformation" space is highly preferred.
- Sales experience in the Middle East, specifically in Qatar, is highly preferred but not mandatory.
- Hands-on experience with CRM software is a plus.
