Key Account Manager – IT Infra

Dubai, United Arab Emirates | Posted on 11 / 19 / 2024

The Key Account Manager will be responsible for maintaining and expanding relationships with strategically important customers. They are also accountable for achieving sales targets and assigned strategic account objectives. Representing the entire range of IT infrastructure / cybersecurity and cloud products and services to customers, they lead the customer account planning cycle and ensure that the company meets customer needs and expectations.

Furthermore, the KAM is responsible for achieving business objectives, KPIs, and targets, as well as developing new customers to achieve short and long-term profitable growth. This position entails extensive travel across the UAE. All prospective employees must undergo a background check and possess a valid driving license and vehicle.

Key Performance Areas (KPAs) & Principal Accountabilities :

• Establishes productive, professional relationships with key personnel in customer accounts.
• Coordinates the involvement of company personnel, including support, service, and management resources, in order to meet account performance objectives.
• Meets assigned targets for profitable sales volume and strategic objectives of accounts.
• Proactively leads a joint company-strategic account planning process that develops mutual performance objectives, financial targets, and critical milestones for a one and three-year period.
• Proactively assesses, clarifies, and validates customer needs on an ongoing basis.
• Leads solution development efforts that best address customer needs, while coordinating the involvement of all necessary company personnel.
• Participates in the integrated Commercial Planning Process through development of annual Customer Plans that support Brand and Channel Plans.
• Identifies sales opportunities, networking and fact-finding, and calling on and closing new accounts.
• Manages and penetrates customers at all levels and develops relationships with accounts that enable achievement of plans and objectives.
• Prepares and delivers effective selling presentations that implement approved Customer Business Plans and employ effective game theory and negotiating strategies.
• Develops timely and accurate forecasts (volume and spend) for accounts and revises based on actual performance.

Requirements

Desired Skills and Experience :

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