Senior Sales Manager
Openware Information Systems Consulting Company (Esri Kuwait)
Total des années d'expérience :23 years, 1 Mois
• Prospect and build pipeline within assigned clients.
• Develop, negotiate, and close new business opportunities with new and existing customers.
• Responding to sales inquiries from new and existing clients.
• Negotiating the terms and closing down sales.
• Management accounts for customers in the utility, national security, and other government organizations.
• Work collaboratively with Account Management & Professional Services to achieve high levels of customer satisfaction and revenue growth with existing customers
• Increase revenues by developing, communicating and driving effective selling strategies based on valid, customer-specific value propositions
• Maintain an accurate pipeline of all opportunities, contacts and account history and provide appropriate communication of such to company management
• Effectively manage and sell to clients through initial phone conversations, face-to-face meetings, and product demonstrations.
• Plan, schedule and execute sales meetings with prospective clients, give presentations and arrange & coordinate meetings between the technical team and the client.
• Understanding the business of clients and gathering information, analyzing requirements for both software implementation and support services and pitching the company offerings accordingly.
• Supervising and assisting other sales team members in identifying opportunities for upcoming and existing products.
• Supervising the sales administrator in performing and managing end-to-end sales process (order-to-cash) more effectively for our products such as Esri Software, imagery, HERE, Kuwait data, etc
• Lead the C level engagement and business transformation discussions.
• Develop key sales and marketing initiatives leading to increased market penetration.
• Orchestrate ecosystem partners' alignment and generate additional revenue streams.
• Lead with industrial-based solutions and empower service providers with managed services offerings.
• Set and execute against a comprehensive account/territory plan and strategies ensuring up-sell and new business capture.
• Managed a set of key accounts across different verticals while maintaining a successful partnership.
• Perform sales activities for information technology solutions, virtualization, outsourcing and professional services.
• Penetrated new accounts and generated new additional revenue streams.
• Guaranteed a healthy relationship for enterprise accounts.
• Maintain a solid and accurate pipeline that aligns with annual quotes and company forecasts.
• Perform sales activities for the company provided solutions and applications (Datacenter, Collaboration, Infrastructure, Networking and Cabling).
• Generate new revenues and gain penetration into the new clients' business.
• Achieve and exceed sales targets.
• Develop and maintain a relationship with key client contacts that fosters an environment to drive client performance and minimize attrition risk.
• Plan and design profitable solutions for potential/existing clients by understanding their requirements in terms of business needs and priorities.
• Provide proper feasibility study/analysis and documentation of all proposals.
• Participate in achieving department scorecard goals including client satisfaction, revenue, and performance metrics.
• Prepare required department reports and documentation including monthly account management reports, relationship plans, account review plans, executive briefing documents, visit summaries, etc.
• Manage client-facing account services projects while maintaining a high level of client satisfaction including independently developing, managing, and owning overall project plan and timelines for key deliverables.
• Research and understand the client's business needs and challenges.
• Maintain a high level of customer loyalty and builds trust and integrity.
• Perform all other related duties as assigned.
• Preparing offers for Enterprise/government accounts.
• Preparing sales periodical forecast, and reports.
• Setting pricing plans for hardware /infrastructure maintenance and outsourcing tenders.
• Study competitors' pricing strategies.
• Assess clients' needs and recommend the appropriate services.
• Consult with clients after sales to resolve issues and provide ongoing support.
• Selling maintenance contracts for servers, computers, printers, and major infrastructure products like (HP, Dell, Cisco, VMware, Juniper, and Nutanix).
• Identify and solicit potential clients.
• Installing, configuring, migrating, and troubleshooting various Microsoft products such as servers, SQL, and exchange.
• Provide support, implementation and troubleshooting for Dell and HP servers/switches, and EMC storage.
• HP and Dell network switches implementation, configuration, and troubleshooting.