VP Account Management, Baking - QA System Integrator

Michael Page; Dubai; On-site; AED 200,000 - 300,000; Full time

Job summary

A leading global digital assurance company is seeking a Strategic Account Partner to manage a portfolio of strategic banking accounts in the UAE. This role requires at least 12-15 years of experience in IT services sales, focusing on BFSI accounts. The ideal candidate will have a proven track record of achieving multi-million-dollar sales targets and building relationships with C-level executives. The position emphasizes strategic account management and business development in a complex regulatory landscape.

Qualifications

• Minimum 12-15 years in IT services sales, consulting, or account management.
• At least 7+ years managing large strategic BFSI accounts in the Middle East.
• Strong understanding of IT outsourcing landscape.
• Ability to achieve multi-million-dollar annual revenue targets.

Responsibilities

• Develop and execute strategic account plans for clients.
• Own account P&L, forecasting revenue and profitability.
• Cultivate relationships with key client stakeholders.
• Lead sales cycles for new opportunities and negotiate contracts.
• Serve as a subject matter expert on Quality Engineering trends.

Skills

IT Managed Services

Quality Assurance Software

Banking Software

BFSI

System Integrator

Job description

Overview

The Strategic Account Partner (VP level) will be responsible for the complete ownership (P&L) of a portfolio of 2-4 strategic banking accounts in the Middle East. The role aims to move beyond a vendor relationship to become a deeply embedded strategic partner by building C-level connections, understanding the client's business imperatives, and proactively identifying opportunities to drive value and growth through world-class QE solutions. Our client is a global digital assurance company specializing in quality engineering and testing solutions for enterprises across banking, financial services, insurance, retail, and telecom sectors. This role focuses on the BFSI segment only.

Responsibilities

• Strategic Account Management: Develop and execute multi-year strategic account plans for each client, mapping our service capabilities to their long-term business goals.
• Own the account P&L, including revenue forecasting, profitability management, and achievement of annual revenue and booking targets.
• Farming and mining existing accounts for new growth opportunities, cross-selling, and up-selling our full suite of QE services.
• Executive Relationship Management: Cultivate and maintain deep, long-term relationships with key client stakeholders, from C-level executives (CIO, CTO, CDO) to VPs and Directors of business and technology units. Act as the primary executive point of contact and the "face of the company" for your accounts, ensuring a seamless client experience. Drive client satisfaction (CSAT) and loyalty, acting as an escalation point to ensure service delivery excellence and the resolution of any issues.
• Business Development & Consultative Selling: Lead the entire sales cycle for new opportunities within your accounts, from opportunity identification and qualification to proposal development, negotiation, and closure. Collaborate with pre-sales, solution architects, and delivery teams to craft bespoke solutions addressing client challenges. Negotiate large-scale, complex, multi-year outsourcing contracts, statements of work (SOWs), and master services agreements (MSAs).
• Domain Expertise & Thought Leadership: Serve as a subject matter expert on Quality Engineering trends and their application within the banking sector (e.g., Open Banking, Digital Banking, Core Banking Modernization, Cybersecurity). Understand the regulatory and business landscape of the Middle East banking industry. Represent the company at industry forums, conferences, and executive roundtables.

Profile / Qualifications

• Experience: A minimum of 12-15 years in IT services sales, consulting, or account management. Industry focus: at least 7+ years managing and growing large strategic BFSI accounts in the Middle East.
• Geographic Expertise: Proven track record of success and deep networks in key GCC markets, specifically the UAE.
• Service Offering Knowledge: Strong understanding of the IT outsourcing landscape. Experience selling or managing Quality Engineering, Software Testing, Test Automation, or Application Development & Maintenance (ADM) services is essential.
• Sales Acumen: Demonstrated ability to consistently achieve and exceed multi-million dollar annual revenue targets (USD 10Mn+).
• C-Level Presence: Exceptional communication, presentation, and negotiation skills with the gravitas to engage senior executives.
• Cultural Awareness: High degree of cultural sensitivity and experience navigating the business environment in the region.
• Skills: IT Managed Services; Quality Assurance Software; Banking Software; BFSI; System Integrator.