About the Role
The company is seeking an experienced Partners Manager & Senior Account Manager to oversee and develop strategic enterprise accounts within the Saudi market. This role extends beyond managing vendors to include all sales partners, focusing on fostering long-term client relationships, identifying new business opportunities, driving account growth, and aligning the company's IT services and digital transformation solutions with customer needs.
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Key Responsibilities
- Manage a portfolio of key enterprise accounts and serve as the primary commercial point of contact.
- Build and maintain strong relationships with C-level executives, IT leaders, procurement teams, and business stakeholders.
- Develop account plans to increase revenue, retention, and share of wallet within existing accounts.
- Identify and pursue new business opportunities within existing and prospective clients.
- Sell and position the company's solutions, including:
- IT Outsourcing & Offshore Delivery Centers (ODCs)
- Digital Transformation
- Enterprise Software Solutions
- Software Integration
- Data & AI solutions
- Business Automation and BI
- Lead the sales cycle from lead generation and qualification through proposal, negotiation, and contract closure.
- Manage RFI, RFQ, and RFP opportunities, coordinating with Presales, Solution Architects, Delivery, and Marketing teams.
- Prepare commercial proposals, business cases, presentations, and account plans.
- Conduct consultative selling by understanding clients' business challenges and proposing suitable technology solutions.
- Identify opportunities for upselling and cross-selling additional company services.
- Monitor account health, customer satisfaction, contract renewals, and potential risks.
- Maintain an accurate sales pipeline and provide regular sales forecasts and reports to management.
- Monitor competitors and market trends within the Saudi IT services and technology market.
- Negotiate commercial terms, pricing, contracts, and agreements while protecting business margins.
- Ensure smooth transition of newly won accounts to delivery and maintain ongoing customer engagement.
Requirements
- Bachelor's degree in Business Administration, Computer Science, Engineering, Information Technology, or a related field.
- 5+ years of experience in Account Management, Enterprise Sales, Business Development, or Client Success.
- Proven experience in the Saudi/KSA market, preferably with an established enterprise network.
- Experience selling IT services, software solutions, digital transformation, IT outsourcing, or technology solutions.
- Strong understanding of enterprise sales cycles and complex B2B sales.
- Experience managing strategic/key accounts and achieving revenue targets.
- Strong experience with RFP/RFQ/RFI processes, commercial proposals, negotiations, and contract closure.
- Excellent stakeholder and relationship-management skills.
- Strong negotiation, presentation, communication, and consultative-selling skills.
- Experience using CRM platforms such as Salesforce, HubSpot, Microsoft Dynamics, or similar.
- Fluent in English; Arabic is highly desirable.
