About the Role
As Principal Account Manager (Digital Solutions) in Qatar, you will lead the growth of our digital solutions business across a portfolio of key industrial accounts. You will build and deepen long-term, executive-level customer relationships, understand each customer's operational and business challenges, and shape tailored solutions that leverage connected industrial technologies. Working closely with the extended team that supports these customers, you will translate customer priorities into measurable value and sustained revenue growth. This role calls for a strategic mindset, excellent communication skills, and a deep understanding of the industrial sector.
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Responsibilities
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Account Management:
- Own and lead relationships with key accounts in the region, serving as the primary point of contact for the Connected Industrial business.
- Develop and execute strategic account plans that drive customer satisfaction, digital adoption, and business growth.
- Engage regularly with executive-level stakeholders to understand their priorities, build trust, and position the company as a long-term digital transformation partner.
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Strategic Sales Development:
- Identify and qualify growth opportunities within existing accounts and drive expansion strategies to convert them into revenue.
- Collaborate with cross-functional teams, including marketing, project, and aftermarket support, to deliver comprehensive, end-to-end solutions.
- Conduct market research and analyze industry trends to inform account and sales strategies.
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Customer Needs Assessment:
- Develop a deep understanding of customer pain points, operational challenges, and requirements related to connected industrial solutions.
- Provide expertise on product capabilities and industry applications to align solutions with customer objectives and demonstrate clear business value.
- Lead workshops, demonstrations, and presentations to educate customers on digital offerings.
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Performance Tracking and Reporting:
- Monitor account performance and key metrics to measure progress against targets.
- Prepare regular reports for senior management outlining account health, pipeline, risks, and growth opportunities.
- Use CRM tools to maintain accurate, up-to-date customer records, opportunities, and forecasts.
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Collaboration and Leadership:
- Foster a collaborative, customer-focused culture across sales and technical teams to strengthen solution delivery.
- Represent the company at industry conferences and events to strengthen its market presence and thought leadership.
Qualifications
- Bachelor's degree in Engineering (Chemical/Mechanical/Instrumentation) or a related field; MBA preferred.
- Minimum of 15 years of experience in key account management or sales within the industrial sector.
- Proven track record of managing complex accounts and driving growth in IT/OT technologies.
- Strong understanding of industrial IoT, automation, and data analytics.
- Excellent communication, negotiation, and interpersonal skills, with the ability to influence at the executive level.
- Proficiency with Salesforce (SFDC) and the Microsoft Office suite.
Desired Skills:
- Strong analytical skills, with the ability to interpret data and make informed decisions.
- Understanding of process domains such as Oil & Gas, Refining, and Petrochemicals.
- Innovative mindset with a passion for emerging technologies in the industrial space.
- Ability to work independently as well as collaboratively within a team.
- Strong organizational skills, with the ability to manage multiple accounts simultaneously.
Diversity and Inclusion
We are an equal opportunity employer and value diversity in our company. We do not discriminate based on race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status. We will ensure that individuals with disabilities are provided reasonable accommodation to participate in the job application or interview process, to perform crucial job functions, and to receive other benefits and privileges of employment. Please contact us to request accommodation.
