Abu Dhabi-Senior Sales Account Specialist

BBI; Abu Dhabi; Hybrid; AED 250,000 - 420,000; Full time

Job summary

BBI in Abu Dhabi is seeking a Senior Sales Account Specialist to drive new business and manage key accounts within a hybrid work model. You will generate leads, qualify opportunities, and close deals with large organizations by delivering tailored IT services and solutions.

The role emphasizes strategic planning, relationship building with CTOs and executives, and collaboration with solutions architects to maximize deal size while meeting revenue targets.

Qualifications

• 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.

Responsibilities

• Account management lifecycle ownership.
• Proactively identify, qualify and close a sales pipeline.
• Strategically prospect into CTOs, Engineering/IT Leaders, & technical End Users.
• Build strong relationships, resulting in growth opportunities.
• Partner with Solution Architects and collaborate with Services Delivery to ensure satisfaction.
• Work with channel partners to maximise deal size.
• Generate new leads via networks, cold calling and other outreach methods.
• Be a trusted data advisor to target accounts to generate and qualify opportunities.
• Own bidding process with the bidding team and ensure quality of end proposal and bid till signing.
• Negotiate and close large and mid-sized deals.
• Meet or exceed revenue targets through new logos and cross/upsell.
• Maintain customer relationships and revenue generation.
• Act as single point of contact for customers.
• Keep market research on client and market dynamics.

Education

Bachelor's degree in Business Studies

Bachelor's degree in Computer Sciences

Job description

About the job Abu Dhabi-Senior Sales Account Specialist

Job Summary

We're looking for a driven individual with superb energy, passion and initiative for new business acquisition. The Senior/Account Manager role focuses exclusively on formulating and executing a sales strategy within an assigned territory, resulting in revenue growth and new customer acquisition.

We are looking to speak to candidates who are based in Abu Dhabi for our hybrid working model.

Reporting Structure

This job reports to Account Director - UAE

Job Objectives

• Generate leads, convert them into opportunities, bid, and successfully close the deals.
• Plan, Position and Sell large and complex services and solutions to large organizations and achieve the assigned sales target.
• Manage the account forward for cross-selling and upselling.

Job Responsibilities

• Account management Life Cycle Ownership.
• Proactively, identify, qualify and close a sales pipeline.
• Strategically prospect into CTOs, Engineering/IT Leaders, & technical End Users.
• Build strong and effective relationships, resulting in growth opportunities.
• Partner with our Solution Architects and work closely with the Services Delivery team to achieve customer satisfaction.
• Work closely with the channel partners in the technology vendors to maximize deal size.
• 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 data advisor to the target accounts to generate and qualify the right opportunities.
• Ensure the accounts requirements and expectations are managed and met by understanding the account's business nature and its data life cycle.
• 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.
• Independently handle negotiations and deal closure for small and mid-sized deals.
• Provide the right inputs and support the Account Director in negotiating and closing large deals.
• Meet or exceed revenue targets by bringing in new customer logos and cross/upselling to existing or allocated accounts.
• Customer Relation Management / Account Management and Revenue Generation.
• 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 clients 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 kick-off 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 regularrys to management, and suggest new lines of products/services relevant to clients/market.
• 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.
• General Account Administration.
• Support the administration and finance 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 team on contract renewals.
• Follow up on invoices and be responsible for payment collections.
• Use BBI CRM to log and update all activities and generate sales reports.
• Visit major customers regularly, to strengthen relations and establish business opportunities.
• Build relationships with the senior business and financial executives who influence purchasing decisions in customer companies.
• Maintain relationships with technical decision makers and VP- and C-level relationships 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 BBI services and develop leads.

Job Requirements

Educational Qualification

• Bachelors 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

• 5 years field experience with focus on Public Sector accounts and quota-carrying experience in a fast-paced and competitive market.
• Experience in customized enterprise IT Software solution sales is mandatory.
• Experience in sales within the Data such as Data Consultancy, Data Management, Data Lakehouse, BI and AI-LLM space is highly preferred.
• Familiarity with Data, develops and open-source technology a plus
• 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 technique.