IT Sales Account Manager - KSA

About the Role
This position is located in the Kingdom of Saudi Arabia and is focused on driving sales and revenue growth through lead generation, customer relationship management, and account management. The successful candidate will be responsible for managing the entire sales cycle, from hunting for new opportunities to negotiating and closing deals.

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.
• Ensure the customer’s product requirements and expectations are managed and met by understanding the customer's business and technology.
• Work closely with the client 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 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 the right inputs and support to 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 generated revenues are at acceptable gross margins.

Customer Relation Management / Account Management

• Act as a single point of contact for the customer at all times.
• Carry out continuous market analysis and research on the dynamics of the account, keeping abreast of developments from the client’s side as well as the market in which the client operates.
• Provide customized client-specific support during the three stages of client management: Bidding Cycle Management, Project Implementation, and Recurring Service / After Sales Support.
• Work closely with the project team to maintain ongoing knowledge of project status to identify potential issues and/or opportunities.
• Be involved from the project kickoff meeting until final project sign-off, attending project meetings extensively and monitoring customer satisfaction levels during implementation, taking proactive measures to assure and maintain customer satisfaction.
• Drive account management and influence organizational engagement resulting in footprint expansion.
• Generate and maintain a credible forecast for accounts and share this information.

Upselling and Cross Selling

• Prepare a full account development plan to identify all customers' business aspects in terms of revenue, requirements, opportunities, risk, etc., and maximize business opportunities.
• Identify and develop new leads from existing accounts.
• Increase the services offered to the customer, aiming to enhance income generated by cross-selling and up-selling efforts.
• Promote all products and services as they become available.
• Build trust and strengthen relationships by keeping customers informed on how emerging technologies can benefit their business.
• Prepare briefings on the business, technical, and financial benefits of technology, collaborating with customers to develop customized solutions.

General Account Administration

• Support the Sales Operations team in maintaining and updating customer files for each client, including contracts, proposals, letters, delivery notes, invoices, etc.
• Assist the Sales Operations team with contract renewals.
• Facilitate the maintenance of existing customers to ensure the renewal of annuity contracts, reducing churn.
• Follow up on invoices and be responsible for payment collections.
• Have full understanding of all current and past contracts signed with the customer and possess comprehensive knowledge of services and cost structures.

CRM and Reporting

• Use the company's CRM to log and update all activities and generate sales reports.
• Provide other 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 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 on identifying and executing 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 a must.
• 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.