Job Description

Job Title

Senior Account Manager

Job Scope

The Senior Account Manager is accountable for managing a portfolio of accounts and promoting the company and its respective products/services through well-defined account management strategies and sound partnerships with existing/potential customers. S/He works towards optimizing sales volumes and champions marketing programs and activities in line with the Territory Sales Manager.

Main Duties and Responsibilities

• Prepare and implement the account strategies and roadmap of the assigned portfolio in coordination and alignment with the management team
• Develop and deliver accurate sales forecasts and targets in line with business objectives
• Lead the vendors’ relations in alignment with the company’s management and strategy
• Develop and maintain relationships with new and existing channels/clients to expand sales and establish new opportunities
• Build and maintain a solid channel/customer database, analyze data and develop metrics evaluating loyalty and new opportunities
• Specify market requirements for current and future products by conducting market research supported by on-going visits to existing and potential customers
• Oversee the entire sales cycle from quotation to collection
• Assess credit and/or payment performance, review outstanding settlements and audit resolutions accordingly
• Ensure a proper storage, tracking and control of inventory through an accurate stock management system
• Generate sales for the entire portfolio of accounts in terms of long-term revenue and profitability
• Secure the highest level of engagement and support to Channel partners and respond to issues and/or queries in order to efficiently meet customers’ needs
• Oversee the implementation of targeted programs and marketing activities, monitor progress and raise recommendations as and when necessary
• Evaluate current business processes, identify opportunities for improvement and implement procedures maximizing efficiency and standardization
• Put available systems into practice (salesforce.com CRM for leads, opportunity and deal registration management) for output efficiency and standardization

Position Requirements

Education

Bachelor’s degree in Sales and Marketing or any other related field.

Experience

• 6+ years of hands-on experience in software sales, with a strong track record of achieving sales targets.
• Proven experience selling to Abu Dhabi Government entities, with strong relationships and knowledge of government departments, procurement processes, budgets, and decision-making structures.
• IBM experience is an advantage.
• Strong ownership of the end-to-end sales cycle, from prospecting and opportunity development through negotiation and closure.
• Ability to take initiative and shape and execute the Go-to-Market (GTM) strategy for the assigned territory.
• Strong understanding of enterprise software solutions and the ability to build long-term relationships with key stakeholders.

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