Senior Sales

Roles and responsibilities

The Senior Sales & Account Manager is responsible for developing and maintaining strategic relationships with key enterprise clients. By understanding their unique business needs and challenges, the Senior Sales & Account Manager will effectively influence clients to adopt Al Rostamani Communications' innovative solutions. This role requires a strong ability to articulate the value proposition of our offerings and drive revenue growth within the domestic market.

Job Responsibilities

• Responsible for aligning to the sales strategy ensuring ARC strategic objectives are met
• Accountable for creating turn-around solutions to ensure that sales plans are met irrespective of current situation by ensuring that sales procedures and policies as defined by the sales Sr. Management are implemented and followed
• Responsible to approach the management of his/her account in a systematic way by identifying the strategy they will use to develop and grow the account profitably
• Do a vulnerability analysis of ARC position in comparison to that of 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; Management of 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 up selling for the existing and new customers
• Market development, penetration in to the existing account and expansion of new accounts and market.
• Manage vendor relationship on target and quota
• Manage & 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 but not limited to inventory, vendor rebate, marketing funds, technical support, etc.
• Manage product life cycles, pre-sales architecting capability for large orders and operational issues
• Use ARC sales tools and methodology to effectively manage their 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 passionately for client satisfaction throughout the entire lifecycle of the clients’ buying process, by taking ownership of the co-ordination for the commercial agreement for each client. And aim to realize revenue and margin targets and exploit opportunities, whilst 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 the line manager may give and is within the scope of work

Desired candidate profile

• A

  degree in Information Technology Engineering or a related discipline. Engineering with MBA is an added advantage

Experience

• M

  inimum 8 years of experience in sales or account management within the ICT industry.

• P

  roven track record of exceeding sales targets and closing large deals in a complex B2B environment.

• D

  eep understanding of the ICT industry and its trends, particularly in Infrastructure, Compute, Networking, UC, IT Security & Digital solutions.

• S

  trong leadership and interpersonal skills to manage and motivate a sales team.

• E

  xcellent communication, negotiation, and presentation skills.

• A

  bility to build strong relationships with clients at all levels.

• R

  esults-oriented with a data-driven approach to achieving sales goals.

Certification

• S

  hould have relevant vendor certifications

Salary and Benefits

• C

  ompetitive salary and benefits package commensurate with experience and qualifications.

• A

  ttractive commission structure based on individual and team performance.

• O

  pportunity to work in a dynamic and fast-paced environment with a leading IT solutions provider.