Sr. Key Account Manager, Strategic & Public Sector
Ooredoo - Kuwait
Total years of experience :20 years, 9 Months
Brought onboard by management to ignite company growth and catalyze immediate positive change. Function as a Trusted Advisor to the prospect or customer, identify customer needs and effectively understand and respond to customer objections. Leveraged comprehensive contract negotiation skills to achieve acquisition & retention of mobility accounts while focusing on marketing Data Center and Cloud Services. Promote digital transformation solutions in Oil & Gas and Retail sector. Partner for connectivity services in major government and Oil & Gas tenders. Execute lead generation strategies and closures on ICT services with an emphasis on SOC, IOT, and other Managed Services.
Key Areas of Responsibility
• Establish and develop customer relationships, account strategies and managing a pipeline of opportunities whilst overseeing solutions deployment and support with the delivery teams.
• Forecast, plan, monitor and report management with Enterprise achievements on a weekly basis
• Prepare, implement and execute strategic account plans for the High Value Segment.
• Identify, negotiate and bid for new Large Enterprise Accounts.
• Mentor and manage a team of 6 Account Managers for Enterprise Sales, Negotiation and Bid Preparation.
• Responsible for understanding customer key business requirements and scoping a high level solution
• Manage Value Added Resellers.
• Promote and market Connectivity, Cloud Storage, Disaster Recovery, Data Center, Azure and IoT services.
• Follow up on lead generation and closures
• Manage and lead the Customer Acquisition Team to drive services and solutions within various verticals, up and cross sell functions.
• Liaise with Carrier Relationship/Alliance Managers for Data Solutions for enterprise and government sector
• Competitor intelligence and bid management. Monitor contract renewals and manage churn.
• Program Leader for VGE and IoT, Zain Vodafone Alliance. IoT Roadmap, GTM and pipeline management.
• Identify and manage leads, liaise with key stake holders, strategic relationship management with decision makers in High Value Accounts.
• Independently plan and manage the entire operations for the High Value accounts of the organization and maintain exclusivity
• Accomplished outstanding sales through offering business solutions pertaining to voice and data upon understanding the needs of the client
• Provide first level technical support for all wireless voice and data solutions including but not limited to BlackBerry, Wireless Internet and M2M Applications
• Exceed the expectations by resolving the clients' critical communications problems pertaining to Network and Coverage in a timely manner thus achieving goodwill for the organization
• Proactively optimized new acquisitions through solicitations, pitching into competitor's accounts and business referrals. Independently manage all RFI/RFQ’s and Bid Management
• Supervise and coordinate with the support team to ensure accomplishment of daily tasks
• Maintained strong business alliances with partners like HP, Oracle, Microsoft, HDS and 3COM
• Assisted in preparing business plans and submissions for tenders/RFQ’s
• Developed contracts, corporate literature and web content
• Independently interacted with the advertising and media agencies