About the Role
This role is focused on growing the government's and free-zone business for the organization. It involves winning new federal and emirate-level entities, as well as free-zone authorities, while also maintaining and expanding existing government accounts, which represent the largest and most strategic segment. Protecting these relationships is as crucial as bringing in new clients.
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The Account Manager serves as the primary contact for clients, understanding their payment collection processes and proposing appropriate solutions. The responsibility encompasses overseeing the relationship from initial meetings through to implementation and beyond.
Key Responsibilities
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New Business Acquisition
- Build and manage a pipeline of federal entities, Dubai government departments, government entities in other emirates, and free-zone authorities.
- Win new mandates for the organization's payment collection services such as payment gateway, POS, Pay by Link, wallet, direct debit, refunds, and disbursements.
- Drive the onboarding of government entities onto the platform, ensuring compliance with company commitments.
- Provide free-zone authorities with solutions for their collections and promote the SME bundle (Business-in-a-Box) for companies registered in these zones.
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Existing Account Management
- Maintain ownership of assigned government accounts and prevent loss of key clients.
- Expand each account by adding new payment methods, services, and channels, increasing the volume of collections processed through the platform.
- Conduct regular account reviews to discuss volumes, performance, address issues, and assess upcoming needs.
- Serve as the escalation point for client issues, partnering with Operations and Support until resolution.
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Solutions, Proposals, and Tenders
- Understand each entity's collection processes, systems, and regulations; design tailored solutions in collaboration with the Manager – Acquiring Business and Product.
- Prepare proposals, presentations, and commercial offers, ensuring pricing aligns with the established rate cards.
- Lead responses to government tenders and Requests for Proposals (RFPs).
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Implementation and Go-Live
- Coordinate onboarding and integration efforts between the client's IT team and the organization's technical and operations teams.
- Track each project until go-live, ensuring that the entity begins to transact as planned.
- After launch, follow up on adoption rates, payment success rates, and client satisfaction.
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Market Intelligence and Reporting
- Monitor government digital payment initiatives, identify new entities, and stay updated on changes in regulation and procurement processes.
- Share insights about competitor activities and client feedback with management and business intelligence teams.
- Maintain an updated CRM, providing monthly reports on pipeline status, account wins, and overall account health.
Education
- Bachelor's degree in Business, Finance, IT, Engineering, or a related field.
Experience
- 5–8 years in sales, business development, or account management, specifically with government clients.
- Experience in payments, banking, fintech, or government technology services is highly preferred.
- Proven track record of acquiring and growing government accounts within the UAE.
- Familiarity with government procurement, tenders, and vendor registration processes is essential.
- Established relationships with federal, Dubai, or Abu Dhabi government entities or free zones are strongly desirable.
Technical and Payments Knowledge
- Understanding how government entities collect fees and payments through various channels, including online services, service centers, kiosks, and smart channels.
- Knowledge of payment products such as payment gateways, POS systems, Pay by Link, wallets, direct debit, and refunds.
- Understanding of card and wallet payment settlement and reconciliation processes.
- Awareness of UAE digital government programs and payment platforms.
Skills
- Ability to build trust with senior government stakeholders; professional demeanor and appearance.
- Strong verbal and written communication skills in both Arabic and English, including formal written Arabic.
- Persistent and highly organized in navigating long government sales cycles.
- Sound commercial judgment, balancing client needs with the organization's profit margins.
- Effective collaboration with technical, operations, and product teams to achieve client objectives.
