Overview:
The Sales Account Executive a senior sales professional responsible for driving revenue growth,
expanding strategic accounts, and developing new business opportunities across public and private
sector clients in Saudi Arabia. This role focuses on managing high-value client relationships, shaping
opportunities early in the sales cycle, and positioning tailored IT, ERP, consulting, and digital
transformation solutions.
Acting as a trusted commercial partner to clients, the Sales Account Executive leads the full sales
lifecycle—from account planning and opportunity creation through negotiation and deal closure—
while ensuring alignment with client priorities and ADC's growth objectives
Key Responsibilities:
- Develop and execute strategic account plans to drive revenue growth, market penetration, and
long-term client value.
- Identify, qualify, and pursue new business opportunities within major public and private
sector accounts.
- Drive account mining and relationship expansion to maximize wallet share and uncover
upsell/cross-sell opportunities.
- Build and maintain strong relationships with senior client stakeholders, including C-level
executives and key decision-makers.
- Engage clients proactively during the pre-RFP and early opportunity stages to influence
requirements and position ADC solutions effectively.
- Lead the end-to-end sales lifecycle, including lead qualification, opportunity development,
proposal coordination, negotiation, and closure.
- Develop compelling value propositions and commercial strategies tailored to client business
needs.
- Coordinate and support RFP / RFI / RFQ responses, ensuring quality, compliance, and
alignment with client expectations.
- Work closely with presales, solution architects, delivery, and product teams to develop
integrated and client-centric solutions.
- Position and promote IT services, ERP platforms (SAP, Oracle, Microsoft Dynamics 365),
consulting, and digital transformation solutions.
- Ensure alignment between commercial commitments and delivery capabilities to support
successful client outcomes.
- Build and maintain a strong sales pipeline with clear visibility into opportunities and
conversion plans.
- Maintain accurate CRM records, forecasts, and sales reports to support leadership decision-making.
- Monitor account performance and pipeline health, proactively addressing risks and
opportunities.
- Lead commercial negotiations, pricing discussions, and contract terms in alignment with
company objectives and governance.
- Ensure compliance with internal policies, contractual requirements, and regulatory standards.
- Support contract finalization and handover to delivery teams for smooth execution.
- Maintain strong understanding of client priorities, procurement cycles, and market trends,
particularly within KSA public sector entities.
- Monitor competitor activities, regulatory developments, and market dynamics to refine
account strategies.
- Represent ADC in client meetings, industry forums, and strategic events to strengthen market
presence.
Qualifications:
Education:
- Bachelor's Degree in Business Administration, Information Technology, Engineering, or a
related field. Master's degree is preferred.
Experience:
- 8–12 years of experience in sales, account management, or business development within IT
services, ERP, consulting, or digital transformation sectors.
- Proven experience managing and growing large strategic accounts across public and private sectors.
- Strong track record in account mining, early opportunity shaping, and large deal closure.
- Experience selling complex technology and transformation solutions with long sales cycles.
- Experience working with cross-functional teams to develop and deliver winning solutions.
- Experience in the Saudi market, including familiarity with government procurement and
enterprise sales practices, is highly preferred
Skills & Competencies:
- Solid understanding of IT services, ERP solutions, and digital transformation offerings.
- Excellent relationship-building and stakeholder management skills.
- Strong commercial acumen and negotiation capabilities.
- Ability to influence and engage senior decision-makers and executive stakeholders.
- Strong pipeline management, forecasting, and CRM discipline.
- Excellent communication, presentation, and proposal development skills.
- Results-driven mindset with strong ownership and accountability.
- Ability to work in a dynamic, fast-paced, and target-oriented environment
