Our client is one of the largest and most respected Business Conglomerates in the United Arab Emirates, known for
its Commitment & Care to all Stakeholders, and Vision.
The Senior Client Manager has account responsibility and their key focus is around analysing the clients
situation and business requirements through awareness, empathy and good questioning. They have the ability to
influence clients to use ARC solutions through articulating value in the clients terms. They take ownership of a
range of larger and more strategic clients within the domestic market segments, by passionately advocating the
client requirement, whilst keeping sight of the need to increase revenue and improve margins for ARC.
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
clients 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 Engineering or a related discipline. Engineering with MBA is an added advantage
Experience:
Minimum 12 years of relevant industry experience
Hard core ICT Solutions (Infrastructure, Compute, Networking, UC, IT Security & Digital) sales experience preferred
Must have worked for reputed ICT System Integrators in the UAE
Must have track record of closing large ICT solution orders
Knowledge & Skills:
Strong IT technical & Industry knowledge preferred.
Teamwork, Written, verbal communication & presentation skills.
Excellent relationship building skills
Excellent negotiation skills
Excellent influencing skills
Results Driven
