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Sr. Sales Manager/Government Sales-AUH (Emiratized role)

Etisalat
Abu Dhabi, UAE
Full-time
Senior · 5–10 years experience
Discovered Yesterday
Free

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Responsibilities

  • Drive profitable revenue growth and increase share of wallet across a portfolio of 5–10 strategic large accounts, Own the overall customer relationship and commercial strategy, establishing strong relationships with key decision-makers and influencers to maximize customer value and identify new business opportunities.
  • Develop and execute comprehensive account plans aligned with revenue growth objectives, while maintaining end-to-end ownership of the customer lifecycle—from customer profiling, opportunity identification and lead generation through solution development, proposal, negotiation, and deal closure.
  • Act as the primary commercial point of contact for assigned customers and provide strategic direction to Account Managers, coordinating sales and service activities to ensure strong customer engagement, revenue performance, service delivery, and sustainable account growth.
  • Manage sales and share of wallet related to customers in order to achieve estimated growth in revenue and VOA. Identify opportunities to increase sales of digital services/products and core telecom services. Lead contract negotiations and involve the right stakeholders as needed.
  • Maintain strong professional relationships with key decision makers and influencers
  • Develop account plans identifying opportunities and strategies to capture them. Understand competitor offerings, value propositions and key strengths. Develop plan to anticipate and respond to competitor actions
  • Generate new and repeat sales by providing Etisalat product and technical information in a timely manner.
  • Educate customers about terminology, features and benefits of products in order to improve product related sales and customer satisfaction.
  • Maintain and update sales funnel with expected forecast of opportunities. Maintain and improve sales penetration within customers. Maintain and update accounts profiling in CRM.
  • Keep a close eye on competitor activities and their impact on business and inform the respective team members. Proactively recommend services needed by customers to increase customer satisfaction, improve transaction profitability.
  • Bears overall responsibility for customer ownership and acts as central point of contact and interface between customer organization and Etisalat. Executes overall sales strategy and develops compelling plans for each account with awareness on importance and strategic impact for Etisalat.
  • Tracks, analyses and understands customers’ business, procurement process and buying criteria; anticipates their needs and translates into present and future requirements for ICT services and tailored solutions. Gathers and processes of customer related market intelligence and reports findings to Director/Sales or Senior Manager.
  • Leads development of sales proposals tailored to address customer requirements by interfacing with Solution Architect(s). Effectively manages negotiations with customers; finalizes proposals/ contracts with customers, closes and signs deals.
  • Interacts all related sections (especially Service Delivery) to ensure smooth and efficient processing, delivery and implementation of sold services within required deadlines and with required level of quality
  • Communicates and addresses customer needs and proposes development of specific products & solutions to appropriate sections. Organizes and leads cross-functional teams on ad-hoc basis to address specific customer issue or requirements
  • Drive profitable revenue growth and increase share of wallet across a portfolio of 5–10 strategic large accounts, Own the overall customer relationship and commercial strategy, establishing strong relationships with key decision-makers and influencers to maximize customer value and identify new business opportunities. Develop and execute comprehensive account plans aligned with revenue growth objectives, while maintaining end-to-end ownership of the customer lifecycle—from customer profiling, opportunity identification and lead generation through solution development, proposal, negotiation, and deal closure. Act as the primary commercial point of contact for assigned customers and provide strategic direction to Account Managers, coordinating sales and service activities to ensure strong customer engagement, revenue performance, service delivery, and sustainable account growth. Manage sales and share of wallet related to customers in order to achieve estimated growth in revenue and VOA. Identify opportunities to increase sales of digital services/products and core telecom services. Lead contract negotiations and involve the right stakeholders as needed. Maintain strong professional relationships with key decision makers and influencers Develop account plans identifying opportunities and strategies to capture them. Understand competitor offerings, value propositions and key strengths. Develop plan to anticipate and respond to competitor actions Generate new and repeat sales by providing Etisalat product and technical information in a timely manner. Educate customers about terminology, features and benefits of products in order to improve product related sales and customer satisfaction. Maintain and update sales funnel with expected forecast of opportunities. Maintain and improve sales penetration within customers. Maintain and update accounts profiling in CRM. Keep a close eye on competitor activities and their impact on business and inform the respective team members. Proactively recommend services needed by customers to increase customer satisfaction, improve transaction profitability.

Qualifications

  • Bachelor’s Degree in Marketing/ Business Administration/Technology/Telecom.
  • 5-10 years' experience as sales manager or solution architect preferably in media/Telecom/IT services companies
  • Experience of managing a large revenue target
  • Proven experience in achieving high sales growth for digital services products
  • Good telecommunications domain knowledge
  • Account planning, Negotiation skills and Contract Mgmt.
  • Assessing changes in ext. environment and articulating business implications
  • Very good verbal and written communication skills
  • - Bachelor’s Degree in Marketing/ Business Administration/Technology/Telecom. 5-10 years' experience as sales manager or solution architect preferably in media/Telecom/IT services companies Experience of managing a large revenue target Proven experience in achieving high sales growth for digital services products Good telecommunications domain knowledge Account planning, Negotiation skills and Contract Mgmt. Assessing changes in ext. environment and articulating business implications Very good verbal and written communication skills

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