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 looking for a Senior Client Manager. 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 compared with competitors and vendors, and formulate and execute sales, marketing and go-to-market strategies
• Plan, develop and run tactical promotions and integrated marketing programmes for targeted segments
• Manage existing and new accounts, including cross-selling and up-selling, and drive market penetration and expansion
• Manage vendor relationships and negotiate product, pricing, marketing activities, technical support and rebates, and build partnerships with new vendors
• Operate on inventory, vendor rebates, marketing funds and technical support, and manage 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
• At least 12 years of relevant industry experience
• Hard-core ICT solutions sales experience (infrastructure, compute, networking, UC, IT security and digital) preferred
• Experience working for reputable 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 relationship building, negotiation and influencing skills
• Written, verbal communication and presentation skills