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Account Manager Kuwait
1 week ago
Field: B2B
Contract Type: Full Time - Permanent
Location: Kuwait - Kuwait City
The Role:
- Defend existing customer contract base (farming)
- Grow existing customer contract base (farming)
- Acquire new customers (Hunting)
- Achieve revenue targets set by the sales leadership.
- Achieve total contract value (TCV) targets set by the sales leadership (if appropriate)
Key Responsibilities and Deliverables:
- Proactively identify, qualify and win new Data Centre customers.
- Develop a strategy to win targeted major accounts from ISP competitors.
- Identify client requirements and prepare a strategic suitable proposal to meet those requirements.
- Participate in marketing and product development discussions in order to better analyse customer and market IT needs.
- Keep abreast of the market changes & new technologies, proactively predict and utilize market opportunities towards future business growth.
- Identifying potential new clients and business opportunities related to Cloud, IoT, and SAP.
- Generating ways to attract new clients, whether through marketing, tailored offers, specific bundles.
- Liaising with clients in order to identify their needs and make sure the presales team prepares the proposal with the right requirements.
- Dealing with client escalations, if any.
- Assist the collection team in ensuring that clients pay on time.
- Communicating client agendas to other members of staff, especially presales and the operations teams.
- Maintaining a good understanding of clients and their business strategies, and suggest IT and cloud solutions that help the customers in cutting costs and improving their business.
- Acting as the first point of contact for company clients.
- YTD Billed Revenue Achievement must be greater than or equal to 100% of YTD Billed Revenue Target.
- The weighted Annual Contract Value of pipeline opportunities related to cloud and datacentre must be greater than or equal to 3 times the annual New Revenue target.
- The Coaching Session Fulfilment Rate must be greater than or equal to 90%.
- Be the first point of contact for large specialised, high end or multinational corporate enquirers that have been referred and qualified by Corporate Lead Management.
- Develop ongoing relationships with product managers, solution specialists and development teams to identify opportunities for growth within the specific target segments.
- Support the Service Account Managers in B2B Sales who have the personal contacts to deal with large multinationals, with technical issues and relationship management, as required.
- Providing on-the-job coaching to Service Account Managers, as required to ensure that knowledge is shared and sales skills are developed.
- To work to meet (or exceed) agreed billed revenue targets throughout the financial year.
- To use the prescribed Sales Force Automation tool (SFA) or standard Excel Template to record sales opportunities and to ensure that these are complete, up-to-date, and accurate.
- To use the Ooredoo Way of Opportunity Management (The 5 Gate process) to manage sales opportunities through the sales cycle.
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