About the Role
This position is based in Qatar, and relocation will be necessary. The company will provide a visa and travel flight tickets for the successful candidate.
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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.
- Act as a trusted technology advisor to the target client to generate and qualify the right opportunities.
- Manage customer product requirements and expectations by understanding the customer's business and technology.
- Collaborate closely with clients in developing solutions, identifying the right technologies, and positioning 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 deal is signed.
- 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 appropriate 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-selling/upselling to existing or allocated accounts.
- Sell the range of services assigned to the role holder.
- Ensure generated revenues are at acceptable gross margins.
Customer Relation Management / Account Management
- Serve as the single point of contact for customers at all times.
- Conduct continuous market analysis and research on account dynamics; keep updated on developments from the client’s side and the broader market.
- Provide customized client-specific support during:
- Bidding Cycle Management
- Project Implementation
- Recurring Service / after-sales support.
- Collaborate closely with the project team to maintain continuous knowledge of project status and identify potential issues and opportunities.
- Participate from project kickoff until final project sign-off; attend project meetings and monitor customer satisfaction, taking proactive measures as necessary.
- Drive account management to influence organizational engagement and expand footprint.
- Generate and maintain a credible account forecast, sharing this information.
Upselling And Cross Selling
- Develop a full account development plan to identify all business aspects (revenue, requirements, opportunities, risks) and maximize potential business opportunities.
- Identify and develop new leads from existing accounts.
- Work to increase services offered to customers, focusing on cross-selling and up-selling initiatives.
- Promote all company products/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
- Assist the Sales Operations team in maintaining and updating customer files, including contracts, proposals, letters, delivery notes, and invoices.
- Support Sales Operations on contract renewals.
- Facilitate maintenance of existing customers to ensure renewal of annuity contracts, reducing churn.
- Follow up on invoices and take responsibility for payment collections.
- Maintain comprehensive knowledge of all current and old contracts signed with customers and a complete understanding of services and cost structures.
CRM and Reporting
- Utilize CRM to log and update all activities and generate sales reports.
- Provide additional ad-hoc reports and analysis as required by the Sales Manager.
Other Ongoing Tasks
- Regularly visit major customers to strengthen relationships and establish business opportunities.
- Entertain customers as needed to build strong relationships.
- Build relationships with senior business and financial executives that 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 Qualification
- 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 a must.
- 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.
