About the Role
This position is based in Qatar, and relocation will be required. The company will provide visa and travel flight tickets. This role focuses on managing the entire sales lifecycle, from lead generation to closing deals, while ensuring customer satisfaction and revenue generation.
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Job Responsibilities
Sales Life Cycle Ownership
- Generate new leads by hunting for new opportunities 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 the right opportunities.
- Understand customers' business and technology to manage their product requirements and expectations.
- Collaborate with clients to develop solutions and position the company as the prime contender 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.
- Independently handle negotiations and deal closures for small and mid-sized deals.
- Provide support to the Sales Manager in negotiating and closing large deals.
Revenue Generation
- Meet or exceed revenue targets by acquiring new customer logos and cross/upselling to existing accounts.
- Sell the range of services assigned to the role.
- Ensure generated revenues achieve acceptable gross margins.
Customer Relation Management / Account Management
- Serve as the single point of contact for clients.
- Conduct continuous market analysis and research on account dynamics, remaining informed of client developments and market conditions.
- Provide customized client-specific support through the three stages of client management: Bidding Cycle Management, Project Implementation, and Recurring Service/After Sales Support.
- Collaborate with the project team to maintain knowledge of project status, identifying potential issues and opportunities.
- Be involved from project kickoff to final project sign-off, monitoring customer satisfaction and taking proactive measures to ensure it.
- Drive account management and influence organizational engagement to expand company footprint.
- Generate and maintain accurate forecasts for accounts, sharing this information accordingly.
Upselling And Cross Selling
- Prepare full account development plans to maximize business opportunities.
- Identify and develop new leads from existing accounts.
- Increase services offered to customers, enhancing income through cross-sell and up-sell initiatives.
- Promote all products and services as they become available.
- Build trust and strengthen customer relationships by informing them about how emerging technologies can benefit their business.
- Prepare briefings on the business, technical, and financial benefits of technology and work with customers to develop customized solutions.
General Account Administration
- Support the Sales Operations team in maintaining customer files, including contracts, proposals, delivery notes, and invoices.
- Assist with contract renewals to maintain customer retention.
- Follow up on invoices and manage payment collections efficiently.
- Understand all current and past contracts signed with customers, along with knowledge of services and cost structure.
CRM and Reporting
- Use the company CRM to log and update activities, generating sales reports as needed.
- Provide ad-hoc reports and analysis as required by the Sales Manager.
Other Ongoing Tasks
- Visit major customers regularly to strengthen relationships and establish business opportunities.
- Entertain customers when necessary to build strong relations.
- Cultivate relationships with senior business and financial executives influencing purchasing decisions.
- Maintain regular interactions with technical decision-makers such as CIOs, IT Directors, and IT Managers.
- Coordinate with the Marketing Communications Coordinator to identify and execute marketing opportunities.
- Participate in trade shows and technology events to promote company 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 required.
- Experience in customized enterprise IT solution sales is mandatory.
- Experience in the Digital Transformation space is highly preferred.
- Sales experience in the Middle East, particularly in Qatar, is highly preferred but not mandatory.
- Hands-on experience with CRM software is a plus.
