IT Software Sales - Qatar
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Key skills for this role
About the Role
iHorizons seeks an experienced IT Software Sales professional to sell enterprise solutions to new and existing customers in Qatar. You will manage the full sales lifecycle, generate leads, and close deals.
Key Skills for This Role
Responsibilities
- Generate new leads by focusing on hunting for new opportunities through existing professional networks, cold calling, and other methods
- Be a trusted technology advisor to target clients to generate and qualify opportunities
- Own and manage the bidding process in collaboration with the bidding team
- Independently handle negotiations and deal closure for small and mid sized deals
- Meet or exceed revenue targets by bringing in new customer logos and cross/upselling to existing accounts
- Act as a single point of contact for the customer, managing account relationships
- Prepare a full account development plan to maximize business opportunity
- Use CRM to log and update all activities and generate sales reports
Requirements
- Bachelor’s degree in Business Studies, Computer Sciences, or a related field
- Minimum experience of 5 years, out of which the last 1 2 years should be in a similar role
- Experience in customized enterprise IT solution sales is mandatory
- Excellent selling and negotiation skills
- Strong client focus and relationship building skills
- Excellent verbal and written communication skills
Full Job Posting
Job Summary
- You will be responsible for selling iHorizons' range of products and services to new and existing customers in various sectors and for managing the entire sales life cycle.
- You will also manage all the new accounts that you bring in with support from the Sales Operations Team.
Sales Life Cycle Ownership
- Generate new leads by focusing on hunting for new opportunities through existing professional networks, cold calling, and leveraging 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.
- 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.
- Independently handle negotiations and deal closure for small and mid sized deals.
Revenue Generation
- Meet or exceed revenue targets by bringing in new customer logos 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.
- Provide customized client specific support during bidding, project implementation, and after sales.
- Work closely with the project team to maintain continuous knowledge of project status.
- Drive account management and influence organizational engagement resulting in footprint expansion.
- Generate and maintain a credible forecast for accounts.
Upselling And Cross Selling
- Prepare a full account development plan to identify all customer's business aspects.
- Identify and develop new leads from existing accounts.
- Increase the services offered to the customer through cross sell and up sell.
- Promote all iHorizons products/services as they become available.
- Build trust and strengthen relationships by keeping customers informed on emerging technologies.
General Account Administration
- Support the Sales Operations team to maintain and update the customer file for each client.
- Support the Sales Operations team on contract renewals.
- Facilitate maintenance of existing customers to ensure renewal of annuity contracts.
- Follow up on invoices and be responsible for payment collections.
- Have a full understanding of all current and old contracts signed with the customer.
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 regularly to strengthen relations and establish business opportunities.
- Entertain customers as and when necessary to build strong relationships.
- Build relationships with senior business and financial executives.
- Maintain relationships with technical decision makers.
- Coordinate with the Marketing Communications Coordinator on marketing opportunities.
- Participate in trade shows and technology events to promote company products and develop leads.
Job Requirements
- Bachelor’s degree in Business Studies, Computer Sciences, or a related field.
- Should show evidence of continued education in the field of Sales and Technology.
- Minimum experience of 5 years, out of which the last 1 2 years should be in a similar role.
- 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.
- Excellent selling and negotiation skills.
- Ability to drive sales growth.
- Strong client focus and relationship building skills.
- Excellent verbal and written communication skills.
- Excellent knowledge of MS Office.
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