Senior Account Manager

Job Scope

The Senior Account Manager is accountable for managing a portfolio of accounts and promoting the company and its respective products/services through well-defined account management strategies and sound partnerships with existing/potential customers. S/He works towards optimizing sales volumes and champions marketing programs and activities in line with the Territory Sales Manager.

Main Duties and Responsibilities

• Prepare and implement the account strategies and roadmap of the assigned portfolio in coordination and alignment with the management team
• Develop and deliver accurate sales forecasts and targets in line with business objectives
• Lead the vendors relations in alignment with the company's management and strategy
• Develop and maintain relationships with new and existing channels/clients to expand sales and establish new opportunities
• Build and maintain a solid channel/customer database, analyze data and develop metrics evaluating loyalty and new opportunities
• Specify market requirements for current and future products by conducting market research supported by on-going visits to existing and potential customers
• Oversee the entire sales cycle from quotation to collection
• Assess credit and/or payment performance, review outstanding settlements and audit resolutions accordingly
• Ensure a proper storage, tracking and control of inventory through an accurate stock management system
• Generate sales for the entire portfolio of accounts in terms of long-term revenue and profitability
• Secure the highest level of engagement and support to Channel partners and respond to issues and/or queries in order to efficiently meet customers needs
• Oversee the implementation of targeted programs and marketing activities, monitor progress and raise recommendations as and when necessary
• Evaluate current business processes, identify opportunities for improvement and implement procedures maximizing efficiency and standardization
• Put available systems into practice (salesforce.com CRM for leads, opportunity and deal registration management) for output efficiency and standardization

Position Requirements

Education

• Bachelor's degree in Sales and Marketing or any other related field.

Experience

• 6+ years of hands-on experience in software sales, with a strong track record of achieving sales targets.
• Proven experience selling to Abu Dhabi Government entities, with strong relationships and knowledge of government departments, procurement processes, budgets, and decision-making structures.
• IBM experience is an advantage.
• Strong ownership of the end-to-end sales cycle, from prospecting and opportunity development through negotiation and closure.
• Ability to take initiative and shape and execute the Go-to-Market (GTM) strategy for the assigned territory.
• Strong understanding of enterprise software solutions and the ability to build long-term relationships with key stakeholders.