Business Development Manager - XEM services
Xerox Emirates
Total years of experience :17 years, 3 Months
• Developing a pipeline of CA solution areas
• Scanning the local market for new business opportunities
• Work with channels and partners to maximize market sales coverage and value to customer
• Proactively engage with existing key accounts to execute cross-sell and up-sell
• Consultative Enterprise sales: Understanding clients challenges and provide solutions that meets clients’ expectations and budgets.
• Driving the sale cycle starting from inception throughout the technical, legal and commercial discussions until on-boarding.
• Present the benefits of OutSystems Platform to the prospective customers / new business.
• Uncover new opportunities while developing the business
• Working closely with the MEA Sales Managers to promote across different markets.
• Work with internal departments to ensure customer transactions are processed accurately and efficiently
• Develop and implement an effective sales plan to meet and exceed established sales objectives.
• Perform appropriate prospecting and screening activities to identify qualified prospects for new business development.
• Establish and maintain good public relations and networking within the professional community to develop new business.
• Identifying, qualifying and capturing new business by maintaining a high level of prospecting activity.
• Understand the business processes and business problems with the ability to create and articulate solutions
• Analyze the customers' functional and technical requirements in order to design technical solutions
• Mainly concerned with high end Enterprise Content Management Solutions as EMC Documentum, OpenText and Kofax.
• As part of Xerox’s offerings, working very closely with SDL as a Web Content Management Solution provider and with DAG as a Business Continuity and Data Recovery vendor.
• Managing partner’s relationships to arrange internal training, meetings and mutual agreements.
• Identify customer requirements; determine best solution, present proposals while ensuring customer acceptance throughout the entire implementation process to support successful closing of sales cycle
• Collaborate with other pre-sales specialists/managers to support the execution of account strategy
• Collect, maintain and update account information in order to use and share with partners and vendors to support sales cycles
• Endeavor to provide timely customized solutions and services to customers/partners in order to meet their requirements and exceed their expectations
• Provide monthly sales forecast, with a high accuracy level, to ensure individual objectives of revenue growth and gross profit targets are met
• Ensure commitment to accuracy, deadlines, time management and prompt responses to customer’s requirements.
• Taking personal responsibility for own performance and accountability for the results.
• Lead a team of Technical System Developers and outsource the required workforce whenever needed.
• Ensure effective project integration, planning and execution processes.
• Develop the tools and processes that the project team uses to report on activities.
• Negotiate with contractors & suppliers to lead the conversation into a win-win situation.
• Communicate with clients through progress meetings and phone calls
• Answering & assisting all the existing customers’ calls on shift basis, 24hrs, targeting the Middle east & North Africa countries (Excluding Egypt).
• Solving Technical issues through the phone, by processing troubleshooting procedures.
• Customer retention whenever a customer is facing troubles leading to a request of cancelling his contract.
• Assisting customer in their billing queries and requests.
• Handling new sales calls