Job Title: Key Account Manager AI, IoT & Digital
Industry: IICS - Industrial Instrumentations & Control System (A Strategic Business Unit of Abunayyan Holding)
Department: Sales
Role Purpose
The Key Account Manager (KAM) is responsible for developing, managing, and expanding strategic client relationships within the Smart Factories and Smart Cities sectors, with a strong focus on AI, IoT, and OT-based solutions.
This role ensures high customer satisfaction by understanding client needs, providing tailored digital and automation solutions, and positioning IICS's products and services to support client business objectives. The KAM is accountable for achieving sales targets, expanding IICS's solution portfolio, and maximizing revenue across key accounts in the Kingdom of Saudi Arabia.
Key Responsibilities
1. Sales & Revenue Generation
- Manage and grow key accounts in the Smart Cities, Smart Factories, Utilities, Digital Transformation, and Energy Management sectors.
- Develop and implement strategic account plans to achieve or exceed assigned sales quotas.
- Identify and pursue new revenue opportunities within existing accounts to support business growth.
- Collaborate with the Sales Director on sales forecasts, budgeting, and revenue planning.
2. Key Account Management
- Build and maintain strong, long-term relationships with key stakeholders, decision-makers, and influencers.
- Act as the primary liaison between IICS and client organizations, providing expert guidance on AI, IoT, OT, automation, and smart infrastructure solutions.
- Conduct regular review meetings to assess client requirements, share solution updates, and identify business expansion opportunities.
- Lead the full sales cyclefrom lead generation and qualification to proposal development, negotiation, and closing.
3. Contract & Negotiation Management
- Negotiate commercial terms, service agreements, and contracts in coordination with legal, finance, and management teams.
- Ensure accurate execution of contract obligations and address any deviations or issues promptly.
4. Client Needs Assessment & Solution Design
- Work closely with technical, engineering, and solution teams to deliver tailored offerings such:
- BMS & Smart Building Solutions
- AI-based Energy Optimization
- Smart Parking & Traffic Management Systems
- IoT Platforms for Smart Factories
- RO Plant Optimization Solutions
- Crowd Management & Smart Surveillance Systems
- Provide market-driven feedback for solution enhancement and product innovation.
5. Market Research & Competitor Insights
- Continuously monitor emerging trends, technologies, customer needs, and competitive activities in the AI, IoT, OT, and smart infrastructure sectors.
- Utilize market intelligence to identify new growth opportunities and strengthen IICS's market presence within strategic accounts.
Industry / Domain: AI, IoT, OT, Smart Factories, Smart Cities, Digital Transformation, Industrial Automation.
Knowledge & Experience
- 35 years of experience in Key Account Management or technical sales within AI, IoT, OT, automation, or smart infrastructure sectors.
- Demonstrated success managing complex solution-based sales cycles.
Education Requirements
- Bachelor's degree in:
- Artificial Intelligence
- Data Science
- Mechatronics Engineering
- Electrical Engineering
- or a related technical field
Technical & Professional Skills
- Strong market network and deep understanding of smart city and industrial digitalization trends.
- Proven ability in strategic account planning and solution selling.
- Excellent communication, presentation, and negotiation skills.
- Strong analytic and reporting capabilities.
