Senior IT Sales Account Manager
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Key skills for this role
About the Role
iHorizons is hiring a Senior IT Sales Account Manager to sell enterprise IT solutions and manage the full sales lifecycle. The role involves generating leads, managing accounts, and driving revenue growth through cross-selling and upselling.
Key Skills for This Role
Responsibilities
- Generate new leads by focusing on hunting for new opportunities through existing professional networks, cold calling, and leveraging other methods to contact decision makers
- Be a trusted technology advisor to the target client to generate and qualify the right opportunities
- Ensure 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 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
- 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 or allocated accounts
- Act as a single point of contact for the customer always
- Carry out continuous market analysis and research on the dynamics of the account
- Prepare a full account development plan to identify all customer's business aspects and maximize the business opportunity
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
- 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
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.
Reporting Structure
- This job reports to the Sales Manager.
Job Objectives
- Generate leads, convert them into opportunities, bid, and successfully close the deals.
- Sell large and complex solutions to large organizations and achieve the assigned sales target.
- Manage the account forward for cross selling and upselling.
Job Responsibilities
- 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 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.
- Independently handle negotiations and deal closure for small and mid sized 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.
Job Requirements Educational Qualification
- 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.
Previous Work Experience
- 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.
Skills And Abilities
- 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.
- Excellent presentation skills.
- Self motivated with a competitive, results driven attitude.
- Good understanding of marketing and negotiating techniques.
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