Manager Key Accounts - Audio Visual Sales

About the role

Actis, a 50+ year pioneer in designing and building the technology infrastructure of organisations, is looking for a relationship-driven sales leader in Dubai to grow high-value accounts and open new ones in the UAE. This is a project business with large deals and sales cycles of 3-9 months. AV industry experience is not required, but enterprise solution sales experience is.

Key responsibilities

• Grow and manage a portfolio of enterprise accounts across corporate, government, education, hospitality and residential verticals, targeting large Indian companies, multinationals, leading institutions and 5-star hospitality groups.
• Get Actis specified by working with architects, PMCs and consultants to write Actis solutions into project specifications, tenders and Bills of Quantities.
• Navigate the three stakeholder groups behind each project: design (architects and consultants), build (PMCs and contractors) and maintain (IT heads, facilities managers and CXOs).
• Drive sales across the full portfolio: unified communications (Microsoft Teams Rooms, Zoom Rooms, Webex), smart lighting, environment control and AV infrastructure.
• Co-create proposals with internal design and pre-sales engineering teams, selling the integration, design, installation, SLA-backed support and long-term partnership.

Required profile

• A consultative seller who asks business questions before discussing products and turns client challenges into solution architecture discussions.
• Able to explain the same solution to a CFO as "30% energy savings" and to a Facilities Manager as "centralised occupancy monitoring".
• A proven Go-To-Market approach to breaking into new enterprise accounts.
• Minimum 3-4 years of tenure in a previous organisation, having seen projects from specification through to delivery.
• Curiosity about collaboration technology, smart buildings and workplace innovation.

Required skills

• Backgrounds welcomed: IT infrastructure or networking (Cisco, HPE, Dell), unified communications or collaboration technology (Microsoft, Zoom, Poly), building management systems, commercial lighting, security systems, facility management technology, enterprise SaaS or capital equipment project sales.