Senior Sales Executive ELV & ICT

Job Purpose

The Senior Sales Executive– ELV & ICT will be responsible for driving revenue and profitability from after-sales services, including Annual Maintenance Contracts (AMC), preventive and corrective maintenance, system upgrades, retrofits, replacements, enhancements, and other lifecycle services across ELV and ICT systems.

The role requires a strong understanding of ELV/ICT technologies and service requirements, combined with proven sales capabilities. The successful candidate will develop new service business, maximize opportunities from the existing installed base, improve AMC renewals and customer retention, and build long-term relationships with end users, facility management companies, consultants, and other key stakeholders.

Key Responsibilities

1. Service Sales & Business Development

• Develop and execute sales plans to achieve service revenue, gross margin, order intake, and profitability targets.
• Identify and develop new opportunities for AMCs, maintenance agreements, system health checks, upgrades, retrofits, modernization, replacements, and lifecycle services.
• Generate service opportunities from both existing customers and new accounts.
• Develop the installed customer base into recurring service revenue opportunities.
• Conduct regular customer visits to identify operational issues, aging systems, expansion requirements, and potential upgrade opportunities.
• Build a healthy sales pipeline and maintain accurate forecasts.
• Prospect for new customers across commercial buildings, hospitality, healthcare, education, government, infrastructure, industrial and other relevant sectors.
• Promote multi-year and comprehensive maintenance contracts to improve recurring revenue.

2. AMC Renewals & Customer Retention

• Take ownership of the AMC renewal pipeline and ensure renewal activities commence well before contract expiry.
• Maintain strong relationships with existing customers and proactively address commercial or service-related issues that could impact contract renewal.
• Identify opportunities to expand the scope of existing AMCs by adding systems, locations, services, spare parts, or enhanced SLA coverage.
• Work closely with the service operations team to ensure customer expectations and contractual commitments are understood and delivered.
• Monitor lost or non-renewed contracts, identify root causes, and develop win-back strategies.
• Improve customer retention and develop key accounts into long-term strategic relationships.

3. Technical & Commercial Proposal Development

• Understand customer requirements and coordinate site surveys with technical/service teams where required.
• Prepare technically and commercially competitive service proposals including:
• Annual Maintenance Contracts
• Preventive maintenance agreements
• Comprehensive and non-comprehensive maintenance contracts
• Call-out and corrective maintenance services
• Spare parts and consumables
• System upgrades and expansions
• Retrofit and modernization solutions
• System replacement proposals
• Software/support agreements and license renewals
• Develop appropriate pricing and costing in coordination with service operations, procurement, and management.
• Negotiate technical and commercial terms with customers while protecting target margins and commercial interests.
• Ensure that contract scope, exclusions, SLA requirements, manpower requirements, and commercial risks are clearly defined before order acceptance.

4. ELV & ICT Systems Coverage

The candidate should have good working knowledge of several of the following systems:

ELV Systems

• CCTV / Video Surveillance
• Access Control Systems
• Intrusion Detection
• Intercom and Video Intercom
• Public Address and Voice Alarm systems
• SMATV / IPTV
• Building Management Systems (BMS)
• Structured Cabling
• Gate Barrier and Parking Management Systems
• Other integrated ELV systems

ICT Systems

• Enterprise LAN/WAN
• Wired and Wireless Networks
• Network switches, routers and wireless infrastructure
• Structured Cabling and Fiber Optic Networks
• Servers, Storage and associated infrastructure
• Data Centre / IT infrastructure
• UPS and supporting infrastructure
• Cybersecurity and network security solutions, where applicable

The candidate should have sufficient technical understanding to identify service opportunities, understand customer requirements and translate them into commercially viable service solutions.

5. Account & Relationship Management

• Develop strong relationships with:
• End users
• Facility Management companies
• Property owners and developers
• Government entities
• Main contractors
• Consultants
• IT and Facilities teams
• Procurement departments
• Establish regular engagement with key accounts rather than limiting customer interaction to AMC renewal periods.
• Develop account plans for strategic customers and identify cross-selling opportunities across ELV and ICT service offerings.
• Coordinate internally to ensure timely resolution of customer concerns and maintain high levels of customer satisfaction.

6. Sales Governance & Reporting

• Maintain accurate records of leads, opportunities, proposals, orders and renewals in the company's CRM/ERP system.
• Maintain and regularly review:
• Sales funnel
• AMC renewal pipeline
• Order forecast
• Revenue forecast
• Lost opportunity analysis
• Customer visit plans
• Provide periodic sales reports and forecasts to management.
• Monitor competitor activity, service pricing and market trends.
• Ensure adherence to company approval processes, pricing policies and commercial guidelines.

Key Performance Indicators (KPIs)

Performance should be measured against clearly defined KPIs such as:

• Service order intake
• Service revenue
• Gross margin / gross profit
• New AMC acquisition
• AMC renewal and customer retention rate
• New customer acquisition
• Installed-base conversion to AMC
• Upgrade and retrofit sales
• Sales pipeline value and coverage
• Forecast accuracy
• Conversion / win rate
• Outstanding receivables, where commercially responsible
• Customer satisfaction and retention

Qualifications & Experience

Education

• Bachelor's Degree or Diploma in Electronics, Electrical Engineering, Telecommunications, IT, Computer Engineering, or a related technical discipline.
• Additional sales or business qualifications would be an advantage.

Experience

• 5–6 years of relevant sales experience, with the majority of the experience specifically in ELV and/or ICT after-sales services.
• Proven experience in selling AMCs, maintenance contracts, upgrades, retrofits and lifecycle services.
• Experience dealing with end users, Facility Management companies, property owners, government organizations, and commercial customers in the UAE.
• Good understanding of the technical and commercial aspects of ELV/ICT maintenance contracts.
• Established customer relationships within the UAE ELV/ICT service market would be a strong advantage.
• Experience in pure ELV project sales without meaningful after-sales/service exposure would not by itself meet the requirements of this position.

Skills & Competencies

Technical/Commercial

• Good understanding of ELV and ICT technologies and their service lifecycle.
• Ability to understand maintenance scope and SLA requirements.
• Ability to develop and present technical/commercial proposals.
• Understanding of service costing, margins and contract profitability.
• Strong commercial negotiation skills.
• Ability to identify upgrades and modernization opportunities from an existing installed base.

Sales

• Strong business development and prospecting capability.
• Consultative and solution-selling approach.
• Strong customer relationship and account-management skills.
• Ability to independently build and manage a sales pipeline.
• Strong negotiation and closing skills.
• Results-oriented with clear ownership of targets.

Personal Attributes

• Self-driven and highly motivated.
• Strong communication and presentation skills.
• Customer-focused with a long-term relationship mindset.
• Commercially astute while maintaining sufficient technical credibility.
• Able to work effectively with service engineers, technical teams, procurement, finance, and operations.
• Strong follow-up and organizational discipline.
• Comfortable working in a target-driven environment.

UAE-Specific Requirements

• Minimum 3–4 years of relevant UAE/GCC market experience preferred.
• Good knowledge of the UAE ELV/ICT market and customer landscape.
• Valid UAE driving license is required
• Excellent written and spoken English.
• Arabic language skills would be an advantage.

Ideal Candidate Profile

We are looking for someone who understands the after-sales service business model and can build predictable, recurring revenue from an installed customer base.

The individual should be comfortable discussing maintenance requirements with technical teams, negotiating AMCs with procurement departments, developing relationships with Facilities/IT management, and identifying opportunities to upgrade or modernize aging ELV and ICT infrastructure.

Most importantly, the candidate should have a hunter-farmer combination: capable of acquiring new service customers while systematically growing and retaining existing accounts.