Major Account Manager - Government and Petroleum
Intertec Systems
مجموع سنوات الخبرة :24 years, 11 أشهر
- Maintain and expands relationships with strategically important large customers in United Arab Emirates Government in Abu Dhabi and Dubai.
- Sales strategies - Develops effective and specific account plans to ensure revenue target delivery and sustainable growth. Develop relationships in new and existing customers and leverage to drive strategy through organization.
- Trusted advisor - Establishing strong relationships based on knowledge of customer requirements and commitment to value (value of counsel and expertise, value of solutions, value of implementation expertise). Builds a foundation on which to harvest future business opportunities and accurate account information and coaching.
- Customer Acumen - Actively understand each customer’s technology footprint, strategic growth plans, technology strategy and competitive landscape. Remain updated on key industry trends and issues affecting the prospect.
- Business Planning - Develop and deliver comprehensive business plan to address customer and prospects priorities and pain points. Utilize benchmarking and ROI data to support the customer’s decision process.
- Annual Revenue - Achieve / exceed quota targets.
- Representing the entire range of company Products and Services focus in Software iBPMS and Analytics Solutions (such as Aura Portal Intelligent Business Process Management (iBPMS), Yellowfin, Micro Focus, Ivanti, Infor Enterprise Asset Management, FacilityConnex IOT, Oracle, Enghouse Contact Center Solution, F5, Fortinet, Palo Alto, Websense, Trend Micro, Symantec, Nextthink, Veeam, VMware, Hewlett Packard Enterprise, Cisco, Microsoft, DELL EMC, Solarwinds, Huawei, Crowdstrike, CyberArk, TATA Communications.) and Professional Services contracts to enhance customers business and grow opportunities, while leading the customer account planning cycle and ensuring assigned customers’ needs and expectations are met by the company.
- Demand Generation, Pipeline and Opportunity Management
- Pipeline planning - Follow a disciplined approach to maintaining a rolling pipeline. Keep pipeline current and moving up the pipeline curve.
- Advance and close sales opportunities - through the successful execution of the sales strategy and roadmap.
- Maintain White Space analysis and execution of initiatives (up sell and cross sell) on customer base.
- Utilize best practice sales models.
- Maintain CRM system with accurate customer and pipeline information.
- Follow-up for collection of payment.
- Prepare, implement and execute Strategic Account plans at Account Management level.
- Identify and win new Enterprise accounts through effective new business development and account management.
- Maintain and expands relationships with strategically important large customers in (Qatar Armed Forces, Government, Financial, Petroleum, Telecom and Key Accounts).
- Representing the entire range of company Products and Services (such as IBM Software Business Analytics “Cognos BI” and IBM Software Security “QRadar, Guardium and AppScan” Solutions, Dell Solutions, SimpliVity for Hyper-convergence) and Professional Services contracts to enhance customers business and grow opportunities, while leading the customer account planning cycle and ensuring assigned customers’ needs and expectations are met by the company.
- Establishing productive, professional relationships with key personnel in assigned customer accounts.
- Coordinating the involvement of company personnel, including support, service, and management resources, in order to meet account performance objectives and customers’ expectations.
- Meeting assigned targets for profitable sales volume and strategic objectives in assigned accounts.
- Proactively assessing, clarifying and validating customer needs on an ongoing basis.
- Manages RFP/RFI response and working closely with Presales and Professional Services.
- Manages relationships with customers, implementation team and project manager to further sales opportunities and to ensure continued customer satisfaction.
- Tracks and maintains all account activity in the company CRM application.
- Follow-up for collection of payment.
- Drives Revenue through recognition and realization of opportunity with existing and new accounts.
- Manages major/key accounts relationship as the primary point-of-contact for day-to-day issues, including ongoing communications, and coordination of Presales, Operations and service team, billing and other activities.
- Works with customers and Partner resources to leverage Solution portfolio of products (such as CA Technologies Solutions, SolarWinds and QlikView Business Intelligence Solutions) and Professional Services contracts to enhance customers’ business and grow opportunities.
- Develops annual account action plans.
- Manages RFP/RFI response and working closely with presales and professional services.
- Identifies all customer contract renewals and builds plan for the renewal of those contracts.
- Drives profitable revenue growth year over year in assigned accounts.
- Meets and exceeds annual revenue goals by executing an account growth strategy.
- Works with marketing to create Sales Programs centered with Partners & Customers endorsements.
- Conducts regular Business Reviews and reporting with major accounts.
- Manages relationships with customers, implementation team and project manager to further sales opportunities and to ensure continued customer satisfaction.
- Tracks and maintains all account activity in the company CRM application.
- Provides input into pricing, positioning and strategy within assigned verticals or markets or accounts.
- Provides sales forecasts and other reports to general manager as required.
- Identify and resolve client, partners and ESP concerns.
- Follow-up for collection of payment.
- Develop and maintain sales materials and current product knowledge.
- Provide on-the-job training to new sales employees.
- Driving development and implementation of sales strategy specific to United Arab Emirates market requirements to enable continual profitable growth.
- Setting sales goals and manage appropriate allocation of targets to Sales Organization.
- Leading, Developing and Working with existing and prospective Customers to leverage Solution portfolio of products (such as IBM Analytics Platform products and Solutions “Cognos Business Intelligence, Cognos TM1, Cognos SPSS Predictive Analysis”, ULTIMUS Business Process Management Software, BizWare Data Warehouse “Sales Data Management - SDM”, BizWare Data Integration, BizWare Self Alarming BI Mersal) with focus on selling BizWare Consulting Business Services contracts
- Provide tailored Solutions based on understanding customer Business needs\requirements and project objectives.
- Weekly, monthly and quarterly forecasts with pipeline developments and accurate business intelligence.
- Ensure customer satisfaction and deep dive into the Key Accounts.
- Business planning and reporting.
- Presentation of strategies, plans and projects to internal management.
- Tracks and maintains all account activity in the company CRM application.
- Follow-up for collection of payment.
- Develop and maintain sales materials and current product knowledge.
- Plan, develop and implement strategies for maximizing revenue, profit and market share within Qatar Government sector & key accounts.
- Build and Develop long term relationships at the C level executives (CIO, CEO, VP or Director) within assigned market segment and named key accounts, IT consultants and channel organizations.
- Presenting and promoting the company's Solutions (e.g., Cisco, Siemens, Oracle ERP, Compuware, NEWGEN Software for Archiving and Enterprise Content Management, Data / Voice communications equipments, TETRA Sepura Hand-held, Engineering Consultancy, CAD /3D-Modeling, Fire Alarm, Bosch Cameras, Access Control, Call Centers, CCTV, Audio / Video Conference, Building Management System & GIS Services … etc) and Services (e.g., IT Manpower, Process Outsourcing & SLAs … etc) within assigned market segment & named key accounts.
- Create and respond to new business opportunities from the new accounts to build a strong pipeline.
- Maintaining customer relationships at all levels.
- Responsible for retention and growth of company customer base and sales to new accounts.
- Achieve sales objectives in line with the company strategy.
- Maintain regular customer contacts and ensure customer requirements and satisfactions are met.
- Liaising between the different internal departments and or business units to meet customers’ requirements.
- Develop and implement an effective strategic sales plan, for managing Egypt Corporate Government Accounts.
- Providing Integrated Systems Solutions for Data Centers using ACT partners solutions (e.g., HP, Cisco, IBM FileNet Content Manager, IBM Enterprise Content Management, AMP, Microsoft, CA, Symantec, Open Text Hummingbird… etc).
- Implement business unit procedures for responding to RFI’s and RFP’s, including managing proposals (RFP analysis, proposal team management, writing/editing, information development, and production management).
- Assist in preparing sales/presales tools (e.g., presentations, letters, overviews, technical literature) that facilitate moving prospects through the sales funnel.
- Identify innovative methods of promoting company and its services, to get the higher level of sales performance.
- Managing and controlling the sales budget.
- Working closely with the Project Managers to ensure customers satisfaction of the products and services delivered.
- Follow up the outstanding invoices with the customers.
- Develop and grow incremental revenue business with new and existing Future Systems corporate / mid-market customers -End users / partners- for providing CA Solutions & professional services contracts.
- Working closely with the combined group of presales, marketing & alliances to achieve the sales target.
- Monitor partner sales activities to ensure achievement of sales target.
- Market mapping and competitor analysis.
Worked in 2 directions
- First as: Distributor Sales for variable Network & Servers products, Copper Cables, Optical Fiber cable for voice & data communication and brand names such as (Sun, HP, Microsoft, Dell, Cisco, 3Com, Quantum NAS Snap Server, D-Link, Panduit for cabling, Hubbel for cabling, Nexans for infrastructure cabling & Face Plates, Patch Panels…. etc.).
- Second as: System Integration Sales for Network & Systems Projects targets for Medium large Business (Turn key Projects, ERP Solutions …etc.)
Worked as a Technical Sales Support, Install, Repair, Maintain & sell Computer hardware, Network hardware, Software: operating systems (Dos, Win3.11, Win95, Win98, Win98Se, Win2000 Pro, Server & Advanced Server), Software Applications like (Adobe Photoshop, Microsoft Office…. etc.).