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