Senior IT Sales Account Manager - Qatar

Job Responsibilities

Sales Life Cycle Ownership

Generate new leads by focusing on hunting for new opportunities through existing professional networks, cold calling and leveraging on other methods to contact the decision makers

Be a trusted technology advisor to the target client to generate and qualify the right opportunities

Ensure the customer’s product requirements and expectations are managed and met by understanding the customer's business & technology

Work closely with the client in developing solutions, identifying the right technologies and in positioning iHorizons as the prime contender to win the deal

Own and manage the bidding process in collaboration with the bidding team and be responsible for the accuracy and quality of the end proposal and bid package till the signing of the deal

With a sales cycle, support senior management with market, account, competitor and bid intelligence information

Independently handle negotiations and deal closure for small and mid-sized deals

Provide the right inputs and support the Sales Manager in negotiating and closing large deals

Revenue Generation

Meet or exceed revenue targets by bringing in new customer logo’s and cross / upselling to existing or allocated accounts

Sell the range of iHorizons services assigned to the role holder

Ensure that revenues generated are at acceptable gross margins

Customer Relation Management / Account Management

Act as a single point of contact for the customer always

Carry out continuous market analysis and research on the dynamics of the account. Keep abreast of the developments from the client’s side as well as the market in which the client operates

Provide customized client-specific support during the three stages of client management : Bidding Cycle Management, Project Implementation, Recurring Service / after sales support

Work closely with the project team to maintain a continuous knowledge of project status for identifying potential issues and / or opportunities within the project

Be involved from the project kickoff meeting until final project sign-off; attend project meetings extensively and monitor customer satisfaction levels during implementation, take proactive measures to assure and maintain customer satisfaction

Drive account management and influence organizational engagement resulting in footprint expansion

Generate and maintain a credible forecast for accounts, share this information

Upselling And Cross Selling

Prepare full account development plan to identify all customers' business aspects in terms of revenue, requirements, opportunities, risk, etc. and maximize business opportunity

Identify and develop new leads from existing accounts

Increase the services offered to the customer. The role holder may be expected to increase the income generated by cross-sell and up-sell

Promote all iHorizons products / services as they become available

Build trust and strengthen relationships by keeping customers informed on the way emerging technologies can help their business

Prepare briefings on the business, technical and financial benefits of technology and collaborate with customers to develop customized solutions.

General Account Administration

Support Sales Operations team to maintain and update the customer file for each client, which includes copies of contracts, proposals, letters, delivery notes, invoices etc.

Support Sales Operations team on contract renewals

Facilitate maintenance (reducing churn) of existing customers to ensure renewal of annuity contracts

Follow up on invoices and be responsible for payment collections

Have full understanding of all current and old contracts signed with the customer and complete knowledge of our services and cost structure

CRM and Reporting

Use iHorizons CRM to log and update all activities and generate sales reports

Provide other ad-hoc reports and analysis as required by the Sales Manager

Other Ongoing tasks

Visit major customers on regular basis, to strengthen relations and establish business opportunities

Entertain customers as and when necessary, to build strong relationships with them

Build relationships with the senior business and financial executives who influence purchasing decisions in customer companies

Maintain relationships with technical decision makers such as the Chief Information Officer, Information Technology Director, and Information Technology Manager on a day-to-day level

Coordinate with Marketing Communications Coordinator on identifying and executing 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 related field

Minimum experience of 3 years in software sales is a must

Experience in customized enterprise IT solution sales is mandatory

Experience in sales within the “Digital Transformation” space is highly preferred

Sales experience in the Middle East and specifically in Qatar is highly preferred but not mandatory

Hands-on experience with CRM software is a plus

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