Position :

Account Manager

OVERVIEW

Job Title : Account Manager – Division: Business Sales

Sales Department Department: Commercial
Section: Sales

Reporting Relationships Reports to: Head of Sales No. of direct reports: Non

Department Purpose The Sales department manage the sales & business relationship with customers. sales are the key drive to achieve
AOP revenue for the organization. Sales department is responsible for achieving the AOP revenue targets of cloud
services.
Role Purpose The role is responsible for managing sales projects to achieve long-term success which lead to
achieve the department KPIs &Target, developing positive relationships and handling customers’
needs, generating new sales using existing and potential customer networks.

KEY ACCOUNTABILITIES & ACTIVITIES

Key Results Area(KRA) Key Accountabilities

Financial targets - Achieve agreed financial targets by maintaining and expanding relationships with assigned Key
Accounts. Establish and maintain productive, professional relationships with key personnel
related to projects assigned (Internally & Externally)
- Deliver the agreed KPIs for all projects assigned.
- Achieve AOP Revenue

Planning - Plan and compile input for the activity plans and develop the Company’s services andsolutions
portfolio.
- Improve the Sales pipeline.
- Prepare and update quarterly Reach Activity Plans.

VIP Customer management
- Manage the relationship with the client and all stakeholders
- Builds strategic relationships with major customers, Partners and. Internal Stakeholders
- Drives alignment within the whole organization is a central, pivotal point of activity
- Delivers value to customers through leading Value-added Projects.
- Establishes productive, professional relationships with key personnel in relevantcustomer
accounts.

Business Analysis - Coordinates the involvement of company personnel, including support service, and management
resources, in order to meet department performance objectives and customers’ expectations.
- Meets assigned targets for profitable sales volume and strategic objectives
- Proactively leads a joint company-strategic Projects planning.
- Process that develops mutual performance objectives, financial targets, and criticalmilestones for
a one and three-year period.
- Proactively assesses, clarifies, and validates customers’ needs on an ongoing basis.
- Leads solution development efforts that best address customer needs, whilecoordinating
the involvement of all necessary company personnel.

Project Management - Ensure that all projects are delivered on-time, within agreed scope
- Use appropriate verification techniques to manage changes in project scope, scheduleand costs.
- Measure project performance using appropriate systems, tools and techniques.

KPI

• Achievement must be greater than or equal 100% AOP Revenue & OYOV
• Deliver all assigned sales related projects as per the set up KPIs given.
• Stalled Opportunities must represent no more than 10% of the pipeline (by volume)
• Control escalation by following up with internet stakeholders. to ensure we do not falter on commitments
• Lead Projects to achieve 100% AOP Revenue
• Lead & Manage All Bad Debts/Adjustment/Termination tasks to reduce revenue leakage - less than 5% of the overallcollectibles from the
assiged accounts by assisting the collection team and close any dependency from sales team Achieve Customer Satisfaction Target and
ensure all customers’ requirements, complains and demands are met within agreed SLA.
 QUALIFICATIONS/ REQUIREMENTS

Education Level Diploma or a BSc Degree in Business /ICT/ Information Technology or

science related subject.

Required Experience and Knowledge to
be able to do the job ( Minimum /
Preferred)
Professional Qualification /
Certification requirements
• 3-4 years’ experience in a Sales, customer project management
background in Cloud or Information Technology related field
• Experienced in IT Services in specific commercial B2B experience
within Cloud, ICT is preferred.
• Good financial background and ability of developing forecasts
and business cases.
• MS Office proficiency, with good presentation, analysis and concept
developing skills
• Fluent in spoken and written English and Arabic

Job specific technical skills • Telecommunication / Cloud / IoT / ICT

• Excellent Customer Management
• Customer orientation and analytical skills.
• Business cases creation and evaluation.

Soft skills • Communicating effectively

• Planning and Organizing
• Results oriented
• Detail and quality conscious
• Teamwork
• Customer focused
• Financial acumen
• Problem solving skills

Core & Leadership Competencies

Competency Title Maturity Levels

Awareness Knowledge Skilled Mastery

Customer Focus
⓿ ⓿ 🌕 🌕

Collaborates
⓿ 🌕 🌕 🌕

Action-Oriented
⓿ ⓿ 🌕 🌕

Drives Engagement
⓿ ⓿ 🌕 🌕

Strategic Mindset
⓿ ⓿ 🌕 🌕

Balances Stakeholders
⓿ ⓿ 🌕 🌕

Drives Results
⓿ ⓿ 🌕 🌕

Develops Talent
⓿ 🌕 🌕 🌕

Builds Effective Teams

⓿ 🌕 🌕 🌕

Legend
⓿ Required Maturity Level 🌕 Not Applicable
Technical Competencies
Competency Title Maturity Levels

Awareness Knowledge Skilled Mastery

Understand Markets and Customers

⓿ ⓿ 🌕 🌕

Develop Marketing Strategy

⓿ 🌕 🌕 🌕

Establish & Measure Product Goals by segment/channel

⓿ 🌕 🌕 🌕

Competitive Pricing & Packaging

⓿ ⓿ 🌕 🌕

Brand Management
⓿ ⓿ 🌕 🌕

Campaign Management
⓿ ⓿ 🌕 🌕

Develop and Manage Products/Services

🌕 🌕 🌕 🌕

Business Partnership Management

⓿ 🌕 🌕 🌕

Product Performance Management (Profitability)

⓿ ⓿ 🌕 🌕

Develop Sales Strategy

⓿ ⓿ 🌕 🌕

Generate Leads and Manage Customer & Accounts

⓿ ⓿ ⓿ 🌕

Manages Customers Sales

⓿ ⓿ ⓿ 🌕

Manages Sales Orders

⓿ ⓿ 🌕 🌕

Manage CRM & Targets

⓿ ⓿ 🌕 🌕

Manage Sales Partners & Alliances (Channel ⓿ ⓿ ⓿ 🌕

Management)
Customer Experience Management
⓿ ⓿ 🌕 🌕

Stakeholders Management ⓿
⓿ 🌕 🌕
Budgeting & Planning
⓿ 🌕 🌕 🌕
Vendors’ Management
⓿ ⓿ 🌕 🌕
Project Management
⓿ ⓿ 🌕 🌕
Performance Management
⓿ ⓿ 🌕 🌕
Reporting
⓿ ⓿ 🌕 🌕

Manage CRM & Targets

⓿ ⓿ 🌕 🌕
Manage Sales Partners & Alliances (Channel
⓿ ⓿ ⓿ 🌕
Management)

Legend
⓿ Required Maturity Level 🌕 Not Applicable
 OPEN TILL 19th NOV 2023

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