Senior Account Manager

Job Title: Senior Account Manager

Job Purpose: A dynamic and results-driven Account Manager to drive end-to-endsales ownership – from prospecting and lead generation (hunting 60-70%)to account management and upselling (farming 30%), ensuring smoothexecution across the entire sales lifecycle including deal closure, projectcoordination, and payment collection.

Qualification: Bachelor or equivalent

Experience: 8-10 years of  experience in B2B sales, preferably in System Integration, IT services, or  technology solutions

Responsibilities:

SalesHunting (New Business Development)

• Identify and target new enterprise customers for IT solutions (Digital Transformation, AI, IT infrastructure, software, networking, security, cloud, etc.).

• Develop and qualify leads through research, cold calls, industry events, referrals, and digital campaigns.

• Build and maintain a strong pipeline aligned with quarterly and annual sales targets.

SalesFarming (Account Management)

• Manage and grow existing client accounts by maintaining strong relationships, understanding evolving needs, and identifying upsell/cross-sell opportunities.
• Act as a trusted advisor and liaison between the customer and internal delivery/support teams.

SolutionSelling & Deal Closure

• Understand client requirements, map them to suitable offerings, and craft compelling value propositions.
• Coordinate with pre-sales, technical, and delivery teams to design and propose optimal solutions.
• Lead negotiations, prepare proposals, and drive deal closure.

SalesOperations & Execution

• Track and manage the entire sales cycle – from lead capture, proposal submission, POC/demo coordination, and project kickoff to implementation monitoring.
• Ensure timely documentation and compliance with internal sales processes.

PaymentCollection & Revenue Assurance

• Coordinate with finance and project delivery teams to ensure timely invoicing and payment collection.
• Resolve billing issues or client escalations related to project delivery or commercial terms.

KeyMetrics / KPIs:

• New customer acquisition
• Revenue from new and existing accounts
• Sales pipeline conversion rates
• Customer satisfaction and retention
• Days Sales Outstanding (DSO) / Payment collection cycle

Mandatory:‍

• Bachelor’s degree in business, Engineering, or related field; MBA is a plus.

• 8-10 years of experience in B2B sales, preferably in System Integration, IT services, or technology solutions.

• Proven track record in both new business development and account management in UAE Market

• Strong understanding of IT infrastructure, networking, cloud, or software integration.

• Excellent communication, negotiation, and relationship-building skills.