Account Manager

Job Description
•Promoting and selling Saperion (SAP) IT services portfolio to large enterprises in KSA, being the focal point of contact coordinating the service delivery efforts within the client environment, increasing the relationship strength at the decision maker levels in assigned customer portfolio.
•Establishes and nurture a strong rapport with assigned customer base
•Creates strategic, effective and actionable account plans that define a clear growth strategy across and within the accounts that he covers through obtaining clear understanding of the client business, strategic goals and trading methods
•Maintains a detailed knowledge of complete Futureware service offerings, competitive products, customer vertical industry, and have in-depth understanding of the customer’s IT strategy. Has the ability to help customer make future solutions decisions based on product roadmaps
•Develops and manages a healthy and predictable pipeline that meets or exceeds quota expectations
•Continues to demonstrate good time and territory management such as; Number of calls, quotes, prospects forecast, Number of meetings per day, week
•Works closely with a network of Futureware partners to ensure the successful marketing of Futureware services
•Independently establishes and grows new or existing client base
•Achieves revenue and contract volume targets by selling Futureware range of products and services using outbound calling, consultative and influencing selling techniques
•Engages and presents at multi levels within an account including decision maker levels
•Initiates contacts with, and manages difficult/tough prospects utilizing the Integrated Sales Cycle. May assist others with difficult/tough sales and solutions. Often leads a cross-functional sales team
•Produces bi-weekly/monthly accurate forecasting and commits to the provided forecast
•Qualifies opportunities using customer’s growth plans, budget, and project timelines
•Submits and presents the customer with a finalized collaborative proposal with solutions, justifications, and expected results to overcome objections and win the business with maximum revenue/margin
•Analyzes the performance of client’s existing platforms and present findings to key clients, influencing
their strategy by highlighting key opportunities to increase performance/reduce costs through Futureware service usage.
•Oversees the implementation of the proposed solution by the integrated delivery team
•Demonstrates commitment and aptitude in understanding and representing the products and services of the company. Improves and maintain sales skills, product knowledge and reporting accuracy in order to drive constant improvement in sales results
•Keep abreast of technological advances in the Connectivity/IT industry with particular emphasis on competitor products, services and pricing
•Acts as the internal representative on behalf of Futureware Key Account clients to ensure customer satisfaction, expectations and requirements are met
•Ensures high post sales satisfaction that enables repeat business with customers
•Analysis and preparation of sales and customer reports to assist Sales Management in the evaluation of sales performance
•Maintains the CRM system so that accurate reports can be presented with full notes and explanations in line with KPI reporting required
Skills
•Significant experience in IT services industry as an account manager or business developer, with detailed understanding of competitor offerings, IT Services product portfolio and industry trends
•4 - 6 years of prominent experience
•Has the knowledge of customers buying processes
•The ability to present highly complex technical and business concepts to all levels of an organization
•Excellent written and oral communication skills
•Ability to develop a focused account plan
•Fluency in Arabic and English
•BA/BS degree
•Software or network engineering background is a plus
•Knowledge of IT Services solutions. Understands the logical working of the products and services; their architecture, dependencies and prerequisites to be able to fully qualify the requirements and identify the value proposition
•Good Microsoft Outlook and Excel skills