Job SummaryYou will be responsible for selling iHorizons' range of products and services to new and existing customers in various sectors and for managing the entire sales life cycle. You will also manage all the new accounts that you bring in with support from the Sales Operations Team.Reporting StructureThis job reports to the Sales Manager.Job ObjectivesGenerate leads, convert them into opportunities, bid, and successfully close the dealsSell large and complex solutions to large organizations and achieve the assigned sales targetManage the account forward for cross-selling and upsellingJob ResponsibilitiesSales Life Cycle OwnershipGenerate new leads by focusing on hunting for new opportunities through existing professional networks, cold calling, and leveraging other methods to contact the decision-makersBe a trusted technology advisor to the target client to generate and qualify the right opportunitiesEnsure the customer's product requirements and expectations are managed and met by understanding the customer's business technologyWork closely with the client in developing solutions, identifying the right technologies, and in positioning iHorizons as the prime contender to win the dealOwn and manage the bidding process in collaboration with the bidding team and be responsible for the accuracy and quality of the end proposal and bid package till the signing of the dealWith a sales cycle, support senior management with the market, account, competitor, and bid intelligence informationIndependently handle negotiations and deal closure for small and mid-sized dealsProvide the right inputs and support the Sales Manager in negotiating and closing large dealsRevenue GenerationMeet or exceed revenue targets by bringing in new customer logos and cross/upselling to existing or allocated accountsSell the range of iHorizons services assigned to the role holderEnsure that revenues generated are at acceptable gross marginsCustomer Relation Management / Account ManagementAct as a single point of contact for the customer alwaysCarry out continuous market analysis and research on the dynamics of the account. Keep abreast of the developments from the client's side as well as the market in which the client operatesProvide customized client-specific support during the three stages of client management: Bidding Cycle Management, Project Implementation, Recurring Service / after-sales supportWork closely with the project team to maintain a continuous knowledge of project status for identifying potential issues and/or opportunities within the projectBe involved from the project kickoff meeting until the final project sign-off; attend project meetings extensively and monitor customer satisfaction levels during implementation, take proactive measures to ensure and maintain customer satisfactionDrive account management and influence organizational engagement resulting in footprint expansionGenerate and maintain a credible forecast for accounts, share this information regularly with management, and suggest new lines of products/services relevant to clients/marketUpselling And Cross-SellingPrepare a full account development plan to identify all customer's business aspects in terms of revenue, requirements, opportunities, risk, etc. and maximize the business opportunityIdentify and develop new leads from existing accountsIncrease the services offered to the customer. The role holder may be expected to increase the income generated by cross-sell and up-sellPromote all iHorizons products/services as they become availableBuild trust and strengthen relationships by keeping customers informed on the way emerging technologies can help their businessPrepare briefings on the business, technical, and financial benefits of technology and collaborate with customers to develop customized solutions.General Account AdministrationSupport the Sales Operations team to maintain and update the customer file for each client, which includes copies of contracts, proposals, letters, delivery notes, invoices, etc.Support the Sales Operations team on contract renewalsFacilitate maintenance (reducing churn) of existing customers to ensure renewal of annuity contractsFollow up on invoices and be responsible for payment collectionsHave a full understanding of all current and old contracts signed with the customer and complete knowledge of our services and cost structureCRM and ReportingUse iHorizons CRM to log and update all activities and generate sales reportsProvide other ad-hoc reports and analysis as required by the Sales ManagerOther Ongoing tasksVisit major customers regularly, to strengthen relations and establish business opportunitiesEntertain customers as and when necessary, to build strong relationships with themBuild relationships with the senior business and financial executives who influence purchasing decisions in customer companiesMaintain relationships with technical decision-makers such as the Chief Information Officer, Information Technology Director, and Information Technology Manager on a day-to-day levelCoordinate with the Marketing Communications Coordinator on identifying and executing marketing opportunitiesParticipate in trade shows and technology events to promote company products and develop leadsJob RequirementsEducational QualificationBachelor's degree in Business Studies, Computer Sciences, or a related fieldShould show evidence of continued education in the field of Sales and TechnologyPrevious Work ExperienceMinimum experience of 5 years, out of which the last 1-2 years should be in a similar roleExperience in customized enterprise IT solution sales is mandatoryExperience in sales within the "Digital Transformation" space is highly preferredSales experience in the Middle East and specifically in Qatar is highly preferred but not mandatoryHands-on experience with CRM software is a plusSkills and AbilitiesExcellent selling and negotiation skillsAbility to drive sales growthStrong client focus and relationship-building skillsExcellent verbal and written communication skillsExcellent knowledge of MS OfficeExcellent presentation skillsSelf-motivated with a competitive, results-driven attitudeGood understanding of marketing and negotiating techniques #J-18808-Ljbffr
