Senior IT Sales Account Manager - Qatar
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Key skills for this role
About the Role
iHorizons seeks a Senior IT Sales Account Manager to sell enterprise IT solutions to new and existing customers in Qatar. The role requires 5+ years of experience in customized IT solution sales, with a focus on digital transformation, and involves managing the full sales lifecycle.
Key Skills for This Role
Responsibilities
- Generate new leads by hunting through professional networks, cold calling, and other methods
- Be a trusted technology advisor to target clients
- Work closely with clients to develop solutions and position iHorizons as prime contender
- 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 customers and cross/upselling
- Act as a single point of contact for the customer
- Carry out continuous market analysis and research on accounts
- Work closely with the project team to maintain knowledge of project status
- Drive account management and influence organizational engagement for footprint expansion
- Generate and maintain a credible forecast for accounts
- Prepare a full account development plan to maximize business opportunity
Requirements
- Bachelor's degree in Business Studies, Computer Sciences, or related field
- Minimum 5 years of experience, with last 1 2 years 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
- Hands on experience with CRM software is a plus
- Excellent selling and negotiation skills
- 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
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 managing the entire sales life cycle.
Reporting Structure
- This job reports to the Sales Director.
Job Objectives
- Generate leads, convert them into opportunities, bid, and successfully close deals.
- Sell large and complex solutions to large organizations and achieve sales targets.
- Manage the account forward for cross selling and upselling.
Sales Life Cycle Ownership
- Generate new leads by hunting through professional networks, cold calling, etc.
- Be a trusted technology advisor to target clients.
- Work closely with clients to develop solutions and position iHorizons.
- Own and manage the bidding process.
- Independently handle negotiations for small and mid sized deals.
- Provide inputs to support Sales Manager in large deals.
Revenue Generation
- Meet or exceed revenue targets by bringing in new customer logos and cross/upselling.
- Sell the range of iHorizons services assigned.
- Ensure revenues are at acceptable gross margins.
Customer Relation Management / Account Management
- Act as a single point of contact for the customer.
- Carry out continuous market analysis and research on accounts.
- Provide customized client specific support during bidding, implementation, and after sales.
- Work closely with the project team to maintain knowledge of project status.
- Drive account management and influence organizational engagement.
- Generate and maintain a credible forecast for accounts.
Upselling And Cross Selling
- Prepare a full account development plan to maximize business opportunity.
- Identify and develop new leads from existing accounts.
- Increase services offered to the customer through cross sell and up sell.
- Promote all iHorizons products/services.
- Build trust by informing customers on emerging technologies.
General Account Administration
- Support Sales Operations team in maintaining customer files.
- Support contract renewals.
- Facilitate maintenance of existing customers to reduce churn.
- Follow up on invoices and payment collections.
- Understand all current and old contracts.
CRM and Reporting
- Use iHorizons CRM to log and update all activities and generate sales reports.
- Provide ad hoc reports and analysis as required.
Other Ongoing Tasks
- Visit major customers regularly.
- Entertain customers to build strong relationships.
- Build relationships with senior business and financial executives.
- Maintain relationships with technical decision makers.
- Coordinate with Marketing Communications on marketing opportunities.
- Participate in trade shows and technology events.
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