Sales Account Manager (System Integration)

Sales Account manager (System Integration) Location: Abu Dhabi, United Arab Emirates Industry: Information Technology System Integration (Infrastructure, Cloud, Cybersecurity, AI, Data, Digital Solutions, Managed Services) Position Summary Responsible for managing and growing strategic government and education accounts for a System Integrator, developing customer relationships, identifying new IT opportunities, and achieving assigned annual revenue and gross-margin targets. The role requires strong knowledge of the SI business model including solution selling, vendor management, professional services, and commercial negotiations. Key Responsibilities Customer & Account Management • Manage and develop strong relationships with government and education customers, including IT, procurement, commercial, and senior management stakeholders. • Develop account plans and identify opportunities for account expansion cross-selling, and up-selling. • Understand customer IT strategies, projects, budgets, and procurement plans. • Maintain regular customer engagement and ensure a high level of customer satisfaction. • Build long-term strategic relationships with key accounts. • Identify, qualify, and develop new opportunities for IT infrastructure, networking, cybersecurity, cloud, data center, managed services, software, and professional services. • Manage the complete sales cycle from opportunity identification to quotation, tender/RFP, negotiation, contract and PO closure. • Coordinate with pre-sales and technical teams to develop solutions aligned with customer requirements. • Prepare commercial proposals and negotiate pricing, terms, and margins. • Develop and maintain a healthy sales pipeline and provide accurate sales forecasts. • Identify and develop multi-year and strategic opportunities. Vendor & Partner Management • Build and maintain strong relationships with key technology vendors. • Work with vendors on deal registration, special pricing. • Develop joint account strategies with vendors. • Coordinate vendor support during customer presentations, workshops, POCs, and tenders. • Ensure vendor relationships are leveraged to maximize business opportunities and competitiveness. Sales Targets & KPIs • Achieve assigned annual revenue and gross-margin targets. • Maintain pipeline coverage of at least 3x the annual sales target. • Achieve quarterly and annual sales objectives. • Maintain accurate sales forecasts and CRM updates. • Grow revenue within existing strategic accounts. • Generate new business opportunities and new customer engagements. • Maintain target gross-margin levels and ensure profitable growth. Required Qualifications • Bachelor's degree in Business, IT, Engineering, or a related field. • 3-5+ years of sales/account management experience within a System Integrator, IT services company, or technology solutions provider. • Strong experience selling to Government and/or Education customers • Good understanding of the System Integrator business model, including solution sales, implementation, professional services, maintenance, and managed services. • Proven experience managing RFPs, RFQs, tenders, and government procurement processes. • Strong relationships with government/education customers and technology vendors • Experience with vendors such as Cisco, Microsoft, Oracle, Huawei, Fortinet, Dell, HPE, Nutanix, etc. is an advantage. • Demonstrated track record of achieving or exceeding annual sales targets. Show more Show less