About the Role
This position is located in Qatar, and candidates will need to relocate. Visa and travel flight tickets will be provided.
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Job Responsibilities
Sales Life Cycle Ownership
- Generate new leads through existing professional networks, cold calling, and other methods to contact decision makers.
- Act as a trusted technology advisor to clients to generate and qualify relevant opportunities.
- Manage customer product requirements and expectations by understanding their business and technology needs.
- Collaborate with clients in developing solutions and identifying the right technologies, positioning the company as the preferred choice to win deals.
- Own and manage the bidding process in collaboration with the bidding team, ensuring the accuracy and quality of proposals until the deal is signed.
- Support senior management with market, account, competitor, and bid intelligence information throughout the sales cycle.
- Handle negotiations and deal closures for small and mid-sized deals independently.
- Provide support to the Sales Manager in negotiating and closing larger deals.
Revenue Generation
- Meet or exceed revenue targets by acquiring new customers and cross/up-selling to existing accounts.
- Sell the full range of company services associated with the role.
- Ensure that revenues generated are at acceptable gross margins.
Customer Relation Management / Account Management
- Serve as the single point of contact for customers.
- Conduct continuous market analysis and research on account dynamics, keeping updated on client developments and market trends.
- Provide tailored support during the client management stages: Bidding Cycle Management, Project Implementation, and after-sales support.
- Work closely with the project team to maintain knowledge of project status, identifying potential issues and opportunities.
- Engage from project kickoff to final sign-off, attending meetings and monitoring customer satisfaction levels throughout implementation.
- Drive account management to expand organizational engagement and footprint.
- Generate and maintain credible forecasts for accounts and share this information.
Upselling And Cross Selling
- Develop an account development plan to assess business aspects in terms of revenue, requirements, risks, and opportunities to maximize business potential.
- Identify and develop leads from existing accounts to increase service offerings.
- Promote all company products and services as they become available.
- Build trust and strengthen relationships by keeping customers informed about how emerging technologies can benefit their business.
- Prepare briefings on business, technical, and financial benefits of technology, collaborating with customers to create customized solutions.
General Account Administration
- Support the Sales Operations team in maintaining and updating customer files, including contracts, proposals, delivery notes, and invoices.
- Assist in contract renewals and maintain existing customer relationships to ensure renewal of annuity contracts.
- Follow up on invoices and take responsibility for payment collections.
- Maintain an understanding of all current and past contracts with customers and possess comprehensive knowledge of services and cost structures.
CRM and Reporting
- Utilize the company CRM system to log activities and generate sales reports.
- Provide other ad-hoc reports and analysis as required by the Sales Manager.
Other Ongoing Tasks
- Visit major customers regularly to strengthen relations and identify business opportunities.
- Entertain customers as necessary to build strong relationships.
- Build relationships with senior business and financial executives influencing purchasing decisions in customer companies.
- Maintain relationships with technical decision-makers such as the Chief Information Officer and Information Technology Directors on a daily basis.
- Coordinate with the Marketing Communications Coordinator to identify and execute marketing opportunities.
- Participate in trade shows and technology events to promote the company's products and develop leads.
Educational Qualification
- Bachelor’s degree in business studies, Computer Sciences, or a related field.
- Minimum of 3 years of experience in software sales is essential.
- Experience in customized enterprise IT solution sales is required.
- Experience in sales within the "Digital Transformation" space is highly preferred.
- Sales experience in the Middle East, especially in Qatar, is highly preferred but not mandatory.
- Hands-on experience with CRM software is a plus.
