Client Manager

Gulf Business Machines Qatar; Doha; On-site; QAR 300,000 - 400,000; Full time

Job summary

Gulf Business Machines Qatar is looking for a Client Manager to drive revenue growth by acquiring strategic positions in the Government Sector. This role will focus on building lasting relationships with clients while promoting GBM services and partner products.

The ideal candidate should possess a degree in Engineering or Business Administration, with over 10 years of experience in IT solution sales, particularly IBM enterprise solutions. Strong negotiation, communication, and business development skills are essential for success in this position.

Qualifications

• Minimum 10+ years of successful track record in IT solution sales.
• Experience in selling Innovative Business solutions.
• Experience in selling IBM enterprise solutions and products or similar technologies.

Responsibilities

• Drive revenue growth by identifying and pursuing new opportunities in Government Sector.
• Establish and nurture lasting client relationships.
• Promote and sell GBM services and partner products.
• Lead digital transformation engagements and support contracts.

Skills

Enterprise IT functional and business value skills

Industry Sector business skills

Prospecting and business development

Opportunity qualification

Relationship and conflict management

Forecasting and business planning

Business risk assessment & management

Negotiation and contracting skills

Communication verbal, writing and presentation

Team leader and team player

Project & performance management

Education

Degree in Engineering or Business Administration

Job description

GBM is the leading partner for IBM in Qatar. We also have strategic partnerships with other Global suppliers. A Client Manager will drive revenue growth by identifying and pursuing new opportunities to Sell GBM’s complete portfolio of products and services offerings to his/her designated territory (Government Sector) in Qatar across multiple Industry Verticals and while doing so will also establish and nurture lasting client relationships.

The main responsibilities of a Client Manager include:

• Acquire strategic position for GBM and differentiate GBM from competition.
• Identify large opportunities to drive business growth and enhance profitability.
• Promote and sell GBM services and GBM partners products.
• Lead & win digital transformation engagements, GBM services and support & maintenance contracts.
• Build and develop GBM pipeline of qualified and to be qualified business opportunities.
• Innovate and develop demand for GBM portfolio of products and services.
• Promote GBM events, generate leads and follow up on leads generated by other GBM colleagues and GBM partners.
• Maximize GBM wallet share by increasing GBM participation in customers’ projects Up-sell and cross sell when appropriate.
• Co-own bid preparation and lead bid readiness & submission.
• Achieve assigned revenue and GBM value-add services targets.
• Work closely with GBM Project Managers to ensure successful projects’ delivery according to contract scope, budget, and time schedule while improving customer satisfaction and customer experience in working with GBM.
• Cooperate with LOB to maximize GBM profit and reduce GBM risks.
• Manager customer expectations and avoid overcommitment.
• Lead and support GBM team in contract negotiation with customers to protect GBM interest, reduce financial and legal risks while improving customers’ payment terms in favor of GBM.
• Coordinate with GBM team to ensure GBM met its commitments, GBM invoices are accepted by customers and are paid on time.
• Proactively engage with GBM A/R Team to identify solutions for account receivable issues.
• Align customer expectations and GBM execution to ensure great customer experience in dealing with GBM.
• Address customers’ concerns and propose a remedial action agreeable in-between GBM and customer.
• Monitor the execution of the action plan and ensure that the progress meets the expectations and to the satisfaction of GBM and your customer.
• Build relationships and coordinate GBM engagement for best customer experience and for customer to rate GBM as the best company to do business with.
• Gain respect as a trusted advisor and manager for customers set with the IT Department team, management and customers LOB team and management.
• Acquire deep understanding of customers’ corporate strategy, KPIs, future projects, initiatives, and immediate needs of customer set.
• Gain a detailed understanding of customers’ organization structure and decision-making process.
• Build a trusted relationship with key decision makers for each major opportunity, understand the influence map and build effective strategy for closing major opportunities.
• Regularly arrange meetings with GBM management to maintain dialog with customers’ High management and leadership team.
• Gain competitive insights from customer related to key initiatives including but not limited to preference in technology, partners, budget and position GBM major value proposition.
• Keep abreast with GBM portfolio of offerings and solutions.
• Develop and maintain a deeper understanding of the industry sector that customers are in and keep up with trends and challenges directly or indirectly affecting the customers.
• Keep up to date with the latest information about local market influences, challenges and competition.
• Acquire and maintain IT and industry sector sales certifications and improve your capabilities.
• Maintains professional and technical knowledge by attending educational workshops, reviewing professional publications, and establishing personal networks.
• Adhere to GBM’s processes and guidelines.
• Meet assigned revenue, GBM services, and A/R collection targets.
• Provide timely and accurate business forecasts.
• Conduct, lead, document, and update Account Planning involving relevant stakeholders. Coordinate and monitor the execution plan.
• Develop a winning plan for GBM business opportunities. Execute the win plan and coordinate GBM team participation.
• Lead communication and facilitate collaboration among GBM team members engaged in your customer set.
• Identify and mitigate potential business risk that may impact GBM’s business with the customer and keep GBM management updated.
• Propose an improvement to develop the GBM business.
• Propose process improvement for better GBM performance.

Core Skills

• Enterprise IT functional and business value skills
• Industry Sector business skills
• Prospecting and business development
• Opportunity qualification
• Relationship and conflict management
• Forecasting and business planning
• Business risk assessment & management
• Negotiation and contracting skills
• Communication verbal, writing and presentation.
• Team leader and team player
• Project & performance management

Pre-requisites:

• Degree in Engineering or Business Administration, or any other relevant field
• Minimum 10+ years of successful track record in IT solution sales.
• Experience in selling Innovative Business solutions.
• Experience in selling IBM enterprise solutions and products or similar technologies.