Senior Client Manager - ICT Solutions

About the role

Al Rostamani Communications, an IT and telecommunication solutions provider and systems integrator serving the UAE and other GCC countries, is hiring a Senior Client Manager in Dubai. The role focuses on understanding clients' situations and business needs, influencing them to adopt ARC solutions and taking ownership of larger, more strategic domestic clients while increasing revenue and improving margins.

Key responsibilities

• Align with the sales strategy so that ARC's strategic objectives are met, and follow sales procedures and policies set by senior management
• Analyse the client's position against competitors and vendors, and formulate and run sales, marketing and go-to-market strategies
• Manage product, pricing, costing and profit margins, and plan tactical promotions and integrated marketing programmes
• Drive account management, cross-selling and up-selling, and expand existing and new accounts
• Manage vendor relationships, negotiate product, pricing, marketing activities, technical support and rebates, and build partnerships with new vendors
• Manage operations such as inventory, vendor rebates, marketing funds and technical support, and oversee product life cycles and pre-sales architecture for large orders
• Use ARC sales tools to manage accounts, opportunities, pipelines and forecasts, and coordinate with the Head of Sales, business unit managers, pre- and post-sales teams and project managers
• Own the commercial agreement for each client and drive client satisfaction throughout the buying process

Required profile

• Degree in Engineering or a related discipline; an engineering degree with an MBA is an added advantage
• Minimum 12 years of relevant industry experience
• Hard-core ICT solutions sales experience (infrastructure, compute, networking, UC, IT security and digital) preferred
• Experience working for reputed ICT system integrators in the UAE
• Track record of closing large ICT solution orders
• Relevant vendor certifications

Required skills

• Strong IT technical and industry knowledge preferred
• Excellent negotiation, influencing and relationship-building skills
• Written, verbal communication and presentation skills