Sr. Key Account Manager - ICT Solutions[Banking and Financial Services Sector]

The Key Account Manager (KAM) will be responsible for developing, managing, and expanding relationships with key clients in the Banking and Financial Services sector. This role is pivotal in driving revenue growth through strategic engagement, with a strong focus on selling IT infrastructure, cybersecurity, and cloud solutions tailored to the banking industry's unique needs.

The KAM will lead account planning, ensure the company delivers on client expectations, and play a central role in achieving sales targets and strategic account goals. In addition to nurturing existing relationships, the KAM is expected to proactively identify and acquire new banking clients to support both short- and long-term business growth.

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. Build and maintain productive, long-term relationships with key decision-makers and stakeholders within banking and financial institutions.
2. Achieve assigned sales targets and strategic objectives specifically within the banking sector, ensuring profitable growth and account development.
3. Lead a collaborative, strategic account planning process for banking clients, defining shared business goals, financial targets, and key milestones across one- and three-year timelines.
4. Continuously assess, clarify, and validate the evolving technology and compliance needs of banking clients to deliver tailored, value-driven solutions.
5. Drive end-to-end solution development in IT infrastructure, cybersecurity, and cloud domains, ensuring alignment with the bank's operational and regulatory priorities.
6. Serve as the primary point of contact and trusted advisor to banking clients, ensuring a seamless communication bridge between the customer and internal teams.
7. Identify and develop new opportunities within the banking vertical through strategic networking, needs analysis, and consultative engagement.
8. Navigate and engage at multiple levels within banking institutions to deepen account penetration and support long-term relationship growth.
9. Deliver persuasive, insight-led presentations that align with approved Customer Business Plans and resonate with banking stakeholders.
10. Apply game theory, competitive intelligence, and sound negotiation strategies to maximize deal success and margin optimization.
11. Provide accurate, timely forecasts on volume and spend from banking accounts, adjusting strategies based on market dynamics and actual performance.
12. Coordinate cross-functional support including technical, services, and management resources to ensure optimal account performance and client satisfaction.

1. Minimum 5 to 8 years of strategic sales experience and relevant network in a B2B Sales of IT products Solutions in UAE market.
2. Graduate degree or equivalent.
3. Proven account management experience in the Banking and Financial Services sector.
4. Demonstrated ability to communicate, present and influence credibly and effectively at all levels of the organization.
5. Experience in delivering client-focused solutions based on customer needs.
6. Proven ability to manage multiple projects at a time while paying strict attention to detail.
7. Excellent listening, negotiation, and presentation skills.
8. Excellent verbal and written communications skills.