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Senior Sales & Account Manager- Information & Communication Technology (ICT)

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Date: 5 Oct 2024

Location: Dubai, United Arab Emirates

Company: Al Rostamani Group of Companies LLC

Every employee at Al Rostamani Group plays a role in making a real difference to the business and our customers. We care for our employees by offering them meaningful and purposeful work and an opportunity to grow, learn, contribute and succeed. Today, the Al Rostamani Group has come a long way since its birth in 1957. Our group has grown steadfastly with the guiding principles of Commitment, Care & Vision, alongside a strong sense of active involvement in the community. We are a well-diversified group, with a key presence in industries such as General Trading, Automobiles and Heavy Equipment, Travel, Foreign Exchange, Financial Services, Property Management, Construction, Infrastructure Development and Information Technology Services. Our Group employs approximately 2000 people from 41 different nationalities, which contributes to our multicultural and multi-national environment. 

Al Rostamani Communications is a leading IT & Telecommunication Solutions Provider and Systems Integrator, offering Innovative, Integrated Technology Solutions and Professional Services to customers in UAE and other GCC countries.

Job Purpose

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

Job Requirements

Qualifications

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

 

Experience 

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

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

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

  • Strong leadership and interpersonal skills to manage and motivate a sales team.

  • Excellent communication, negotiation, and presentation skills.

  • Ability to build strong relationships with clients at all levels.

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

 

Certification

  • Should have relevant vendor certifications

 

Salary and Benefits

  • Competitive salary and benefits package commensurate with experience and qualifications.

  • Attractive commission structure based on individual and team performance.

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

At Al Rostamani Group, we seek talented people who work hard to achieve great things. We consider not only your skills and experience, but also your passion for the role, your desire to learn and how well you align with our core values of care, commitment and vision. If this position represents an opportunity you wish to pursue, we invite you to apply.