About the Role
The Senior Client Manager has account responsibility with a key focus on analyzing the client’s situation and business requirements through awareness, empathy, and effective questioning. This role involves influencing clients to use the company's solutions by articulating value in terms that resonate with them. The Senior Client Manager will take ownership of a range of larger and more strategic clients within the domestic market segments, advocating for client requirements while aiming to increase revenue and improve margins.
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Job Responsibilities
- Responsible for aligning to the sales strategy to ensure strategic objectives are met.
- Create turnaround solutions that ensure sales plans are met by implementing and following sales procedures and policies as defined by senior management.
- Systematically manage accounts by identifying strategies for profitable development and growth.
- Conduct vulnerability analysis comparing the company’s position to competitors and vendors to ensure client requirements are prioritized in proposed solutions.
- Formulate and execute sales, marketing, and go-to-market strategies, while managing product pricing, costing, and profit margins.
- Plan and implement tactical promotions and integrated marketing programs for targeted customer segments.
- Handle account management, including cross-selling and upselling for existing and new customers.
- Develop the market by penetrating existing accounts and expanding into new accounts.
- Manage vendor relationships, including targets and quotas, negotiate on product, pricing, marketing activities, technical support, and sales rebates.
- Identify and develop partnerships with new vendors to support continuous growth of the portfolio.
- Oversee operational management, including inventory, vendor rebates, marketing funds, and technical support.
- Manage product life cycles and pre-sales architecting capabilities for large orders, addressing any operational issues.
- Utilize sales tools and methodologies to effectively manage accounts, opportunities, pipelines, and forecasts.
- Build enduring client relationships and understand the client industry to identify current and future opportunities.
- Ensure client satisfaction throughout the entire buying process, coordinating the commercial agreements for each client while achieving revenue and margin targets.
- Coordinate with Head of Sales, Business Unit Managers, pre-and post-sales teams, and Project Managers to support product marketing and supplier coordination.
- Perform any additional tasks as assigned by the line manager within the scope of work.
Job Requirements
Qualifications
- A degree in Engineering or a related discipline; an Engineering degree with an MBA is an added advantage.
Experience
- A minimum of 12 years of relevant industry experience is required.
- Preferably has hard-core ICT Solutions (Infrastructure, Compute, Networking, UC, IT Security & Digital) sales experience.
- Must have worked for reputable ICT System Integrators in the UAE.
- Proven track record of closing large ICT solution orders is essential.
Certification
- Relevant vendor certifications are required.
Knowledge & Skills
- Strong IT technical and industry knowledge is preferred.
- Excellent teamwork, written, verbal communication, and presentation skills.
- Strong relationship-building, negotiation, and influencing skills.
- Must be results-driven.
This role is part of a talent pooling initiative to support current and upcoming project requirements.
