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Job Description
DUTIES AND RESPONSIBILITIES:
- Manages and maintains the sales pipeline and target key accounts and vertical markets for development.
- Achieves assigned quarterly and annual sales/revenue targets and other objectives such as customer satisfaction, new penetrations, upselling/cross-selling, etc.
- Sustain a healthy sales pipeline which could sustain the achievement of the revenue targets.
- Manages the current direct Accounts through regular sales presentations to executives on strategic topics and making managerial contacts made aware of the service offerings.
- Ensures that all sales related issues are solved at first call, and all non-sales issues are delegated to the appropriate staff and been followed-up.
- Engaging in tri-partite relationships with customers and partners to deliver value added services in order to cement the company’s position as a service provider
- Identify key influencers and decision-makers at the customer and develop an action plan to deepen the relationship with this audience; drawing on senior level support within the company where appropriate
- Implement and manage strategic activities to deliver increased value for the company (measured by sales revenues)
- Increases the value of the revenues generated by the assigned Accounts through campaigns and participation in joint initiatives and projects.
- Identifies and develops new business through networking, and courtesy and follow-up calls.
- Deals with all aspects of Customer Satisfaction campaigns and Customer Satisfaction measurement.
- Ensures necessary actions are undertaken by other teams engaged with the customer such as Pre-sales, Services Delivery, Service-line Managers, and Research & Development teams when required and escalates using reporting line when required.
- Maintains and expands relationships with existing clients.
- Completing sales-related administrative work, as required.
- Understands customers' diverse, specific business needs and applying service knowledge to meet those needs.
- Maintains awareness and keeping abreast of constantly changing software, hardware systems and peripherals.
- Contacts the technical team to arrange the Demo/POC installations with the customer.
- Follows up with the finance team to insure timely collection of invoices.
- Participates with the marketing team in the events covering all sales aspects and presenting company products and or any special offers to ensure gaining new customers.
- Audits and supervises the company’s database with all the customers’ information and contacts to ensure accuracy and updated information.
- Maintain a strategic working relationship with team and all key departments.
Job Requirements
- Bachelor degree in discipline
- Fluent English and Arabic, both spoken and written
- 4+ years of Sales and Account Management experience at major customers
- Technical competence (understand software, hardware, networks, IT Security, IT Professional Services, etc)
- Ability to take on a consultative approach when presenting ideas and products
- Being able to create and develop the need at the customer for the service portfolio
- Fully aware of the major IT products and services, especially in Data Networking and Security aspects.
- Excellent negotiation skills
- Strong listening and questioning skills
- Outstanding communication and interpersonal skills
- Vision to understand customer needs and translate them in to practical solutions
- Ability to drive change
- Proven planning skills
- Disciplined time management and ability to work under pressure
- Excellent proposal writing and analytical skills.
- Able to analyze results and identify and explain any variances from targets
- Ability to follow and ensure compliance with operational processes
- Highly developed social, interpersonal and communication skills.
- Excellent usage of office applications.