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
With a sales cycle, support senior management with the market, account, competitor, and bid intelligence information
independently handle negotiations and deal closure for small and mid-sized deals
Provide the right inputs and support the Sales Manager in negotiating and closing large 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
Work closely with the project team to maintain a continuous knowledge of project status for identifying potential issues and/or opportunities within the project
Be involved from the project kickoff meeting until the final project sign-off; attend project meetings extensively and monitor customer satisfaction levels during implementation, take proactive measures to ensure and maintain customer satisfaction
Drive account management and influence organizational engagement resulting in footprint expansion
Generate and maintain a credible forecast for accounts, share this information regularly to management, and suggest new lines of products/services relevant to clients/market
Upselling And Cross-Selling
Prepare a full account development plan to identify all customer's business aspects in terms of revenue, requirements, opportunities, risk, etc. and maximize the business opportunity
Identify and develop new leads from existing accounts
Increase the services offered to the customer. The role holder may be expected to increase the income generated by cross-sell and up-sell
Promote all iHorizons products/ services as they become available
Build trust and strengthen relationships by keeping customers informed on the way emerging technologies can help their business
Prepare briefings on the business, technical, and financial benefits of technology and collaborate with customers to develop customized solutions
General Account Administration
Support the Sales Operations team to maintain and update the customer file for each client, which includes copies of contracts, proposals, letters, delivery notes, invoices etc
Support the Sales Operations team on contract renewals
Facilitate maintenance (reducing churn) of existing customers to ensure renewal of annuity contracts
Follow up on invoices and be responsible for payment collections
Have a full understanding of all current and old contracts signed with the customer and complete knowledge of our services and cost structure
CRM and Reporting
Use iHorizons CRM to log and update all activities and generate sales reports
Provide other ad-hoc reports and analysis as required by the Sales Manager
Other Ongoing tasks
Visit major customers regularly, to strengthen relations and establish business opportunities
Entertain customers as and when necessary, to build strong relationships with them
Build relationships with the senior business and financial executives who influence purchasing decisions in customer companies
Maintain relationships with technical decision makers such as the Chief Information Officer, Information Technology Director, and Information Technology Manager on a day-to-day level
Coordinate with the Marketing Communications Coordinator on identifying and executing marketing opportunities
Participate in trade shows and technology events to promote company products and develop leads

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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Senior IT Sales Account Manager