About the Role
We are seeking a client-focused Senior Account Manager to drive business growth and manage strategic accounts across Abu Dhabi, with a strong focus on the Government, Oil & Gas, and Defense sectors. The role is responsible for building and maintaining senior-level client relationships, identifying new business opportunities, expanding the company's presence within strategic accounts, and positioning tailored IT solutions aligned with customer requirements and business objectives. The ideal candidate will have a strong understanding of the Abu Dhabi Government, Oil & Gas, and Defense market, an established network across key government entities, enterprises, and industry stakeholders, and a proven track record of selling complex IT solutions and services. The role requires strong account management, business development, pipeline management, tender and bid management, and commercial negotiation capabilities.
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Duties & Responsibilities
Strategic Account Management & Business Development
- Build and maintain long-term relationships with key clients across Dubai and the Northern Emirates, acting as a trusted advisor and business partner.
- Drive business growth by identifying and developing new accounts, nurturing existing relationships, and expanding the company's footprint across assigned sectors.
- Develop and maintain a clear account plan for each major client, aligned with annual sales targets and the company's solution portfolio.
Sales Planning and Forecasting
- Create and manage a structured sales pipeline, ensuring accurate revenue forecasting and timely opportunity tracking.
- Identify upcoming projects and budget cycles within key accounts to proactively position the company's solutions.
- Monitor regional market dynamics and competitor activity to inform sales strategies and differentiate the company's offerings.
Solution Selling & Bid Management
- Propose tailored, value-driven technical and commercial solutions across the full portfolio of IT services and solutions.
- Collaborate with pre-sales, principals, and solution architects to deliver compelling proposals, presentations, and demonstrations.
- Lead contract negotiations to closure, ensuring profitability, compliance, and customer alignment.
Customer Satisfaction & Retention
- Ensure high levels of customer satisfaction by maintaining frequent engagement, understanding evolving needs, and resolving issues proactively.
- Serve as a key escalation point, collaborating with delivery, project management, and support teams to resolve client challenges.
Internal Collaboration and Reporting
- Work closely with PMO, finance, collections, and contract teams to support smooth project execution and timely billing.
- Maintain up-to-date client and opportunity data in CRM platforms (e.g., Salesforce, HubSpot).
- Prepare regular status reports and pipeline updates for senior sales management.
Qualifications
Education
- Bachelor’s degree in business administration, Marketing, or related field
- Master’s Degree (MBA or related field) (Desired)
Experience
- 7+ years in account management, client relations, or sales, in Oil & Gas & Defense.
- 10+ years with a proven track record in managing key accounts or enterprise clients (Desired)
Skills & Abilities
- Strong relationship with customers
- Demonstrated achievement of high quota
- Opportunity Qualification
- Proposal Development
- Closing
- Account Planning and Alignment
- Customer Relationship Management
Compliance with policies and procedures based on the ISO standards adopted by the company.
