Key Account Manager(/Sr.) - [ICT Solutions: Managed Services + Infra Services + Cybersecurity+ [...]

Sharaf DG Business; Abu Dhabi; On-site; AED 120,000 - 200,000; Full time

Job summary

A leading company in the UAE is seeking a Key Account Manager to maintain and expand relationships with key customers. The role involves achieving sales targets, developing new customers, and ensuring customer satisfaction. The ideal candidate will have extensive experience in B2B sales of IT products and solutions, excellent communication skills, and a proven track record in account management across various industries.

Qualifications

• Minimum 8+ years of strategic sales experience in B2B IT products.
• Proven account management experience in various industries.

Responsibilities

• Establishes productive relationships with key customer personnel.
• Leads account planning and solution development efforts.
• Identifies sales opportunities and manages customer accounts.

Skills

Communication

Negotiation

Presentation

Education

Graduate degree or equivalent

Job description

The Key Account Manager will be responsible for maintaining and expanding relationships with strategically important customers. They are also accountable for achieving sales targets and assigned strategic account objectives. Representing the entire range of IT infrastructure/cybersecurity and cloud products and services to customers, they lead the customer account planning cycle and ensure that the company meets customer needs and expectations.

Furthermore, the KAM is responsible for achieving business objectives, KPIs, and targets, as well as developing new customers to achieve short and long-term profitable growth. This position entails extensive travel across the UAE. All prospective employees must undergo a background check and possess a valid driving license and vehicle.

Key Performance Areas (KPAs) & Principal Accountabilities:

1. Establishes productive, professional relationships with key personnel in customer accounts.
2. Meets assigned targets for profitable sales volume and strategic objectives of accounts.
3. Proactively leads a joint company-strategic account planning process that develops mutual performance objectives, financial targets, and critical milestones for a one and three-year period.
4. Proactively assesses, clarifies, and validates customer needs on an ongoing basis.
5. Leads solution development efforts that best address customer needs, while coordinating the involvement of all necessary company personnel.
6. Bears overall responsibility for customer ownership and acts as central point of contact and interface between customer and organization.
7. Identifies sales opportunities, networks, and calls on and closes new accounts.
8. Manages and penetrates customers at all levels and develops relationships with accounts that enable achievement of plans and objectives.
9. Prepares and delivers effective selling presentations that implement approved Customer Business strategies.
10. Plans and employs effective negotiation strategies.
11. Develops timely and accurate forecasts (volume and spend) for accounts and revises based on actual performance.
12. Coordinates the involvement of company personnel, including support, services, and management resources, to meet account performance objectives.

Requirements

• Minimum 8+ years of strategic sales experience and relevant network in B2B Sales of IT products and solutions in the UAE market.
• Graduate degree or equivalent.
• Proven account management experience in the Government, Hospitality, Financial services, Education, or Real Estate industry/accounts.
• Demonstrated ability to communicate, present, and influence credibly and effectively at all levels of the organization.
• Experience in delivering client-focused solutions based on customer needs.
• Proven ability to manage multiple projects simultaneously while paying strict attention to detail.
• Excellent listening, negotiation, and presentation skills.
• Excellent verbal and written communication skills.