Senior Sales Executive

4 days ago

Doha, Baladīyat ad Dawḩah, Qatar lxbfYeaa Full time

We are looking for someone to relocate to our headquarters in Qatar.

Job Summary

You 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 Structure

This job reports to Sales Manager.

Job Objectives

  1. Generate leads, convert them into opportunities, bid and successfully close the deals
  2. Sell large and complex solutions to large organizations and achieve the assigned sales target
  3. Manage the account forward for cross selling and upselling

Job Responsibilities

Sales Life Cycle Ownership

  1. Generate new leads by focusing on hunting for new opportunities through existing professional networks, cold calling and leveraging other methods to contact the decision makers
  2. Be a trusted technology advisor to the target client to generate and qualify the right opportunities
  3. Ensure the customer's product requirements and expectations are managed and met by understanding the customer's business & technology
  4. Work closely with the client in developing solutions, identifying the right technologies and in positioning iHorizons as the prime contender to win the deal
  5. Own 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 deal
  6. Support senior management with market, account, competitor and bid intelligence information
  7. Independently handle negotiations and deal closure for small and mid-sized deals
  8. Provide the right inputs and support the Sales Manager in negotiating and closing large deals

Revenue Generation

  1. Meet or exceed revenue targets by bringing in new customer logos and cross/upselling to existing or allocated accounts
  2. Sell the range of iHorizons services assigned to the role holder
  3. Ensure that revenues generated are at acceptable gross margins

Customer Relation Management / Account Management

  1. Act as a single point of contact for the customer
  2. Carry out continuous market analysis and research on the dynamics of the account
  3. Provide customized client-specific support during the three stages of client management: Bidding Cycle Management, Project Implementation, Recurring Service / after sales support
  4. Work closely with the project team to maintain a continuous knowledge of project status
  5. Be involved from the project kickoff meeting until final project sign-off; attend project meetings extensively and monitor customer satisfaction levels during implementation
  6. Drive account management and influence organizational engagement resulting in footprint expansion
  7. Generate and maintain a credible forecast for accounts, share this information on a regular basis to management

Upselling And Cross Selling

  1. Prepare full account development plan to identify all customers' business aspects and maximize business opportunity
  2. Identify and develop new leads from existing accounts
  3. Increase the services offered to the customer
  4. Promote all iHorizons products/ services as they become available
  5. Build trust and strengthen relationships by keeping customers informed
  6. Prepare briefings on the business, technical and financial benefits of technology

General Account Administration

  1. Support Sales Operations team to maintain and update the customer file for each client
  2. Support Sales Operations team on contract renewals
  3. Facilitate maintenance of existing customers to ensure renewal of annuity contracts
  4. Follow up on invoices and be responsible for payment collections
  5. Have full understanding of all current and old contracts signed with the customer

CRM and Reporting

  1. Use iHorizons CRM to log and update all activities and generate sales reports
  2. Provide other ad-hoc reports and analysis as required by the Sales Manager

Other Ongoing Tasks

  1. Visit major customers on a regular basis to strengthen relations
  2. Entertain customers as necessary to build strong relationships
  3. Build relationships with senior business and financial executives
  4. Maintain relationships with technical decision makers
  5. Coordinate with the Marketing Communications Coordinator on marketing opportunities
  6. Participate in trade shows and technology events to promote company products

Job Requirements

Educational Qualification

  1. Bachelor's degree in Business Studies, Computer Sciences, or related field
  2. Should show evidence of continued education in the field of Sales and Technology

Previous Work Experience

  1. Minimum experience of 8 years, out of which the last 2-3 years should be in a similar role.
  2. Experience in customized enterprise IT solution sales is mandatory
  3. Experience in sales within the "Digital Transformation" space is highly preferred
  4. Sales experience in the Middle East and specifically in Qatar is highly preferred but not mandatory
  5. Hands-on experience with CRM software is a plus

Skills And Abilities

  1. Willing to relocate to Qatar is a must.
  2. Excellent selling and negotiation skills
  3. Ability to drive sales growth
  4. Strong client focus and relationship-building skills
  5. Excellent verbal and written communication skills
  6. Excellent knowledge of MS Office
  7. Excellent presentation skills
  8. Self-motivated with a competitive, results-driven attitude
  9. Good understanding of marketing and negotiating techniques

About IHorizons

iHorizons is a leading provider of business solutions and technology services in the Arab World. Headquartered in Doha, Qatar, we work with prominent clients to support their digital service migration journeys. The ultimate outcomes are radically improved customer experiences and increased operational efficiencies.

We are a forward-looking organization, always enhancing our methodologies and adopting new technologies to serve our customers better and improve our position in the market. We have an outstanding culture, and we provide unique opportunities for career growth to all our staff.

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