Senior Software Sales

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 the Sales Manager.

Job Objectives

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

Job Responsibilities

1. Sales Life Cycle Ownership

2. 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

3. Be a trusted technology advisor to the target client to generate and qualify the right opportunities
4. Ensure the customer's product requirements and expectations are managed and met by understanding the customer's business & technology
5. Work closely with the client in developing solutions, identifying the right technologies, and in positioning iHorizons as the prime contender to win the deal
6. 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
7. With a sales cycle, support senior management with the market, account, competitor, and bid intelligence information
8. independently handle negotiations and deal closure for small and mid-sized deals

9. Provide the right inputs and support the Sales Manager in negotiating and closing large deals

10. Revenue Generation

11. Meet or exceed revenue targets by bringing in new customer logo's and cross/upselling to existing or allocated accounts

12. Sell the range of iHorizons services assigned to the role holder

13. Ensure that revenues generated are at acceptable gross margins

14. Customer Relation Management / Account Management

15. Act as a single point of contact for the customer always

16. Carry out continuous market analysis and research on the dynamics of the account. Keep abreast of the developments from the client's side as well as the market in which the client operates
17. Provide customized client-specific support during the three stages of client management: Bidding Cycle Management, Project Implementation, Recurring Service / after-sales support
18. Work closely with the project team to maintain a continuous knowledge of project status for identifying potential issues and/or opportunities within the project
19. Be involved from the project kickoff meeting until the final project sign-off; attend project meetings extensively and monitor customer satisfaction levels during implementation, take proactive measures to ensure and maintain customer satisfaction
20. Drive account management and influence organizational engagement resulting in footprint expansion

21. Generate and maintain a credible forecast for accounts, share this information regularly to management, and suggest new lines of products/services relevant to clients/market

22. Upselling And Cross-Selling

23. Prepare a full account development plan to identify all customer's business aspects in terms of revenue, requirements, opportunities, risk, etc. and maximize the business opportunity

24. Identify and develop new leads from existing accounts
25. Increase the services offered to the customer. The role holder may be expected to increase the income generated by cross-sell and up-sell
26. Promote all iHorizons products/ services as they become available
27. Build trust and strengthen relationships by keeping customers informed on the way emerging technologies can help their business

28. Prepare briefings on the business, technical, and financial benefits of technology and collaborate with customers to develop customized solutions.

29. General Account Administration

30. Support the Sales Operations team to maintain and update the customer file for each client, which includes copies of contracts, proposals, letters, delivery notes, invoices etc.

31. Support the Sales Operations team on contract renewals
32. Facilitate maintenance (reducing churn) of existing customers to ensure renewal of annuity contracts
33. Follow up on invoices and be responsible for payment collections

34. Have a full understanding of all current and old contracts signed with the customer and complete knowledge of our services and cost structure

35. CRM and Reporting

36. Use iHorizons CRM to log and update all activities and generate sales reports

37. Provide other ad-hoc reports and analysis as required by the Sales Manager

38. Other Ongoing tasks

39. Visit major customers regularly, to strengthen relations and establish business opportunities

40. Entertain customers as and when necessary, to build strong relationships with them
41. Build relationships with the senior business and financial executives who influence purchasing decisions in customer companies
42. Maintain relationships with technical decision makers such as the Chief Information Officer, Information Technology Director, and Information Technology Manager on a day-to-day level
43. Coordinate with the Marketing Communications Coordinator on identifying and executing marketing opportunities
44. Participate in trade shows and technology events to promote company products and develop leads

Job Requirements

Educational Qualification

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

Previous Work Experience

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

Skills and Abilities

• Excellent selling and negotiation skills
• Ability to drive sales growth
• Strong client focus and relationship-building skills
• Excellent verbal and written communication skills
• Excellent knowledge of MS Office
• Excellent presentation skills
• Self-motivated with a competitive, results-driven attitude
• Good understanding of marketing and negotiating techniques

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