Overview:
The Sales Account Manager drives revenue growth by developing and expanding key public and private sector accounts, identifying new opportunities, and building strong relationships with senior stakeholders. The role leads the full sales lifecycle—from opportunity shaping at the pre-RFP stage to deal closure—while positioning IT, ERP platforms such as SAP ERP, Oracle ERP, and Microsoft Dynamics 365, consulting, and digital transformation solutions across strategic clients in Saudi Arabia.
Key Responsibilities:
- Drive strategic account mining within major public and private sector accounts to identify, qualify, and develop new business opportunities.
- Build and maintain strong relationships with key stakeholders, including senior executives and decision-makers across government entities and large enterprises.
- Engage proactively with government authorities and clients during the pre-RFP stage to shape opportunities, influence requirements, and position the organization effectively.
- Develop and execute account plans and sales strategies aligned with revenue, growth, and market penetration objectives.
- Lead the full sales lifecycle, including opportunity identification, qualification, solution positioning, proposal development, negotiation, and deal closure.
- Collaborate closely with presales, solution architects, and delivery teams to develop tailored IT, ERP, consulting, and digital transformation solutions.
- Drive and coordinate RFP/RFI/RFQ responses, ensuring alignment with client expectations and compliance requirements.
- Maintain deep understanding of client business priorities, procurement cycles, and funding mechanisms, particularly within government entities in KSA.
- Identify upsell and cross-sell opportunities within existing accounts to maximize account value and long-term partnerships.
- Monitor market trends, competitor activities, and regulatory developments to refine sales strategies and positioning.
- Manage pipeline development, forecasting, and CRM updates to ensure accurate reporting and visibility.
- Negotiate commercial terms, pricing, and contracts in line with company objectives and governance.
- Represent the organization in client engagements, industry forums, and government-led initiatives.
Qualifications:
Education:
- Bachelor's Degree in business administration, IT, or a related field.
Experience:
- 6–10 years of experience in sales or account management within IT services, ERP, consulting, or digital transformation domains.
- Proven experience in managing and growing major accounts across both public.
- Demonstrated success in account mining, opportunity creation, and influencing deals at early (pre-RFP) stages.
- Strong track record of closing large and complex deals with long sales cycles.
- Experience collaborating with cross-functional teams (presales, solution architecture, delivery) to drive winning outcomes.
Skills & Competencies:
- Good understanding of facility management operations and building systems.
- Strong organizational and coordination skills with attention to detail.
- Ability to manage multiple vendors and service providers effectively.
- Knowledge of health, safety, and environmental standards.
- Problem-solving mindset with the ability to handle operational issues proactively.
- Effective communication and stakeholder management skills.
- Basic budget awareness and cost control capabilities.
- Proficiency in facility management systems and MS Office tools.
