The Large Account Manager (LAM) would be responsible for managing and growing a portfolio of Enterprise and Mid-segment(Large) Corporate Accounts. Candidates with Arabic knowledge and who have experience in handling IT Solutions selling to Govt. Ministries in Kuwa are preferred.
The LAM will be responsible for the following:
Account Planning:
Develop a deep understanding of the account's business, including its market position, business challenges, objectives, and needs.
Create a strategic account plan to grow sales and achieve revenue targets.
Identify key decision-makers and influencers within the account.
Sales and Business Development:
Identify, propose, and close new business opportunities within the account.
Drive upsell and cross-sell opportunities by promoting other products and services.
Achieve assigned sales quotas and targets for the account.
Relationship Management:
Establish and maintain strong relationships with key stakeholders within the account.
Organize regular review meetings to discuss account status, challenges, and opportunities.
Act as the primary point of contact for the customer for all sales-related issues.
Coordination and Collaboration:
Collaborate with various internal teams, such as technical support, product management, and delivery teams, to ensure client satisfaction.
Facilitate smooth communication between the customer and internal teams.
Solution Development:
Understand the customer's IT landscape and propose tailored solutions that cater to their unique needs.
Engage with Pre-Sales and technical teams to develop custom solutions when necessary.
Coordinate with partners or third-party vendors if required.
Contract Management:
Negotiate terms and conditions of contracts to achieve both client and company objectives.
Ensure contract renewals, updates, or modifications are executed promptly.
Monitor contract compliance and service level agreements.
Financial Management:
Monitor the financial status of the account, including revenue, profitability, and payment timelines.
Work with finance teams to ensure accurate billing and timely collection of payments.
Issue Resolution:
Address and resolve any challenges or issues faced by the customer promptly.
Escalate unresolved issues to higher management, ensuring quick resolution to maintain client trust.
Market Intelligence:
Stay updated with industry trends, competitor strategies, and emerging technologies to serve the account better.
Provide feedback to internal teams regarding market needs, product improvements, or new product opportunities.
Reporting:
Regularly update the CRM system with account activities and status.
Provide detailed reports to higher management regarding account performance, sales figures, and future projections.
Continuous Learning:
Stay informed about the company's products, services, and solutions to sell effectively and represent them to the client.
Engage in training and development to improve sales and relationship management skills.
Qualification, Skills & Experience
Bachelor's Degree: A Bachelor's degree in Computer Science or Engineering is required.
Master's Degree: An MBA or a master's in Marketing or Sales can be advantageous.
Experience in Kuwait or GCC Market for IT Solution Sales is preferred.
Professional Certifications: Certifications from IT Principals like HPE, Microsoft, Oracle, Cisco, AWS, Azure and Others
Sales Skills, Relationship Management, Communication Skills, Problem Solving, Technical Proficiency, Strategic Planning, Teamwork, Time Management
Sales Experience: A significant track record in sales, especially B2B sales in the IT domain, is crucial. For large accounts, this is often a minimum of 5+ years.
Account Management: Prior experience in managing large or key accounts, where relationship nurturing and growth strategies have been critical roles.
Good knowledge and experience in quite a few of the Products, Solutions and services from Principal IT Majors like HPE, HP, Microsoft, Azure, AWS, Cisco, Fortinet, Oracle, Red Hat, CyberArk, Veeam, Nutanix. From amongst these, more OEMs Products and Solutions sold would be considered a plus in the key qualifying criteria.
Knowledge about IT Infrastructure Solutions, Application Services, Cloud Services and Managed Support Services.
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