Senior Client Manager - Dubai

Al Rostamani Communications; Dubai; On-site; AED 300,000 - 400,000; Full time

Job summary

Al Rostamani Communications is hiring a Senior Client Manager in Dubai, responsible for managing strategic clients and driving ICT solutions sales. The role requires a strong background in ICT systems, relationship building, and excellent negotiation skills. The ideal candidate will have a degree in Engineering, relevant certifications, and at least 12 years of experience in the industry. This position embodies our core values of commitment, care, and vision. Join us to make a meaningful impact.

Qualifications

• Minimum 12 years of relevant industry experience.
• Hard core ICT Solutions sales experience preferred.
• Experience with reputed ICT System Integrators in UAE.
• Track record of closing large ICT solution orders.
• Relevant vendor certifications required.

Responsibilities

• Align to sales strategy to meet ARC strategic objectives.
• Create solutions to ensure sales plans are met.
• Conduct vulnerability analysis of ARC’s position.
• Formulate and execute sales and marketing strategies.
• Manage product, pricing, costing and profit margins.
• Account management, cross-selling, and upselling.
• Market development and expansion of new accounts.
• Manage vendor relationships and negotiate contracts.
• Drive client satisfaction throughout the client lifecycle.
• Coordinate with sales and project teams.

Skills

Strong IT technical & Industry knowledge

Teamwork

Written communication

Verbal communication

Presentation skills

Excellent relationship building skills

Excellent negotiation skills

Excellent influencing skills

Results driven

Education

Degree in Engineering or related discipline

Engineering with MBA

Job description

Every employee at Al Rostamani Group plays a role in making a real difference to the business and our customers. We care for our employees by offering them meaningful and purposeful work and an opportunity to grow, learn, contribute and succeed. Today, the Al Rostamani Group has come a long way since its birth in 1957. Our group has grown steadfastly with the guiding principles of Commitment, Care & Vision, alongside a strong sense of active involvement in the community. We are a well‑diversified group, with a key presence in industries such as General Trading, Automobiles and Heavy Equipment, Travel, Foreign Exchange, Financial Services, Property Management, Construction, Infrastructure Development and Information Technology Services. Our Group employs approximately 2000 people from 41 different nationalities, which contributes to our multicultural and multi‑national environment.

Al Rostamani Communications is a leading IT & Telecommunication Solutions Provider and Systems Integrator, offering Innovative, Integrated Technology Solutions and Professional Services to customers in UAE and other GCC countries.

Job Purpose

The Senior Client Manager has account responsibility and their key focus is around analysing the client’s situation and business requirements through awareness, empathy and good questioning. They have the ability to influence clients to use ARC solutions through articulating value in the client’s terms. They take ownership of a range of larger and more strategic clients within the domestic market segments, by passionately advocating the client requirement, whilst keeping sight of the need to increase revenue and improve margins for ARC.

Job Responsibilities

• Responsible for aligning to the sales strategy ensuring ARC strategic objectives are met
• Accountable for creating turn‑around solutions to ensure sales plans are met irrespective of current situation by implementing and following sales procedures and policies as defined by senior management
• Approach account management systematically by identifying the strategy to develop and grow the account profitably
• Conduct a vulnerability analysis of ARC’s position in comparison to competitors and vendors to ensure the client’s requirement is at the heart of our proposed solution
• Formulate and execute sales, marketing, and go‑to‑market strategies; manage product, pricing, costing and profit margins
• Plan, develop and implement tactical promotions and integrated marketing programs for the targeted customer segments
• Account management, cross‑selling and upselling for existing and new customers
• Market development, penetration into existing accounts and expansion of new accounts and markets
• Manage vendor relationships on target and quota
• Negotiate with vendors on product, pricing, marketing activities, technical support, sales rebate etc.
• Identify and develop partnership with new vendors to support continuous portfolio growth
• Operation management including inventory, vendor rebate, marketing funds, technical support, etc.
• Manage product life cycles and pre‑sales architecting capability for large orders and operational issues
• Use ARC sales tools and methodology to manage accounts, opportunities, pipelines and forecast
• Build enduring relationships and display an understanding of the client industry, business environment and strategy to identify current and future opportunities for ARC
• Drive client satisfaction throughout the entire lifecycle of the client’s buying process, take ownership of coordination for the commercial agreement for each client, realize revenue and margin targets and exploit opportunities while displaying notable client service orientation
• Coordinate with Head of Sales, Business Unit Managers, pre and post‑sales team and Project Managers to support marketing of their products and coordination with suppliers
• Any other additional tasks assigned by the line manager within the scope of work

Qualifications

• A degree in Engineering or a related discipline. Engineering with MBA is an added advantage.

Experience

• Minimum 12 years of relevant industry experience
• Hard core ICT Solutions (Infrastructure, Compute, Networking, UC, IT Security & Digital) sales experience preferred
• Must have worked for reputed ICT System Integrators in the UAE
• Must have track record of closing large ICT solution orders

Certification

• Should have relevant vendor certifications

Knowledge & Skills

• Strong IT technical & Industry knowledge preferred.
• Teamwork, written, verbal communication & presentation skills.
• Excellent relationship building skills
• Excellent negotiation skills
• Excellent influencing skills
• Results driven

This role is part of a talent pooling initiative to support current and upcoming project requirements.

At Al Rostamani Group, we seek talented people who work hard to achieve great things. We consider not only your skills and experience, but also your passion for the role, your desire to learn and how well you align with our core values of care, commitment, and vision.