Senior Account Manager, Highe Education
International Turnkey Systems (ITS)
Total years of experience :20 years, 4 Months
• Responsible to handle and grow customer base of Public sector in UAE and Oman with focusing on Higher Education through identifying and managing relationships with key customers and qualifying major opportunities to generate products and services revenue by selling enterprise IT solutions.
• Strategic positioning of the company as an end-to-end System Integrator of different solutions from Oracle PeopleSoft and E-Business Suite, Oracle Hardware, EMC Documentum and Storage, RSA enterprise security, Ellucian SIS, Blackboard e-learning, Microsoft portal, HP servers and storage, Symantec security and protection, and many other technologies and customized services tailored for HE sector.
• Actively engaging with key vendors to protect the opportunity, align efforts and tasks, review pipeline, track opportunities progress, and close the deal.
• Build and maintain quality relationships with key clients especially at managers and directors levels by working closely with them to meet their business objectives and demands.
• Manage many sales activities with clients by allocating proper internal resources, conduct presentations, coordinating with vendors’ sales managers, engage with key and responsible team from client side, respond to RFP and prepare proposals, negotiate contract terms and conditions, and close the deal.
• Close big deals with key clients from Banking, Government, Education, Hospitality, Healthcare, Telecoms, and Corporate sectors related to Microsoft, Symantec, Websense, IBM, and other vendors. One of the achievements is Microsoft Enterprise Agreement with Government of Jordan signed over three years; this agreement includes licenses, training, help desk and onsite support, outsourcing, implementation of many solutions, and many other activities carried with Microsoft and the Government.
• Manage all related responsibilities in the department as a profit center of three divisions; software solutions sales, technical services, and training. Each division member is reporting to a direct manager who’s responsible for driving daily activities and tasks.
• Monitor and follow up on sales pipeline and take necessary measures to ensure healthy opportunities progress and deviation from the quarterly and annual targets.
• Manage sales and technical team activities and revise accomplishments and productivity of each member for revenue generation, client relations and satisfaction, strategic directions, and projects progress.
• Work with marketing department to create sales campaigns that would result in winning new prospects and qualify more opportunities through planning and conducting them internally or by outsourcing.
• Follow up directly with major and new leads especially in fields of total solutions of hardware and software. Some of main projects include backup and high availability based on Symantec enterprise and IBM storage solutions, content management and portal based on Microsoft technologies, project management and business workflow, and prepare end-to-end training programs based on multiple vendors’ technologies and best practices.