Senior Client Manager - Dubai

About Al Rostamani Group and Al Rostamani Communications

The Al Rostamani Group, established in 1957, has grown into a diverse conglomerate with nearly 2000 employees from 41 nationalities working across sectors including General Trading, Automobiles, Heavy Equipment, Travel, Foreign Exchange, Financial Services, Property Management, Construction, Infrastructure Development, and IT Services. Their commitment rests on principles of Commitment, Care, and Vision with a strong community connection. Specifically, Al Rostamani Communications is a leading provider of IT and telecommunication solutions in UAE and the GCC, delivering integrated technology and professional service offerings.

Role Purpose

The Senior Client Manager is responsible for strategic account management of major clients domestically. The role demands understanding client business needs through insightful questioning and empathy, and the ability to convince clients on the benefits of using ARC's technology solutions by clearly communicating value tailored to client perspectives. The incumbent advocates client requirements while driving company revenue and margin growth.

Key Responsibilities

• Align with and execute the sales strategy to meet ARC's strategic goals.
• Create turnaround strategies to ensure sales targets are achieved despite challenges, adhering to sales policies set by senior management.
• Manage accounts systematically by defining strategies to develop and profitably grow the client base.
• Conduct vulnerability analyses comparing ARC to competitors to ensure client needs are central in proposed solutions.
• Develop and implement sales, marketing, and go-to-market strategies, including managing pricing, product, costing, and margins.
• Plan and execute promotional and marketing campaigns targeting specific customer segments.
• Perform account management, cross-selling, and upselling with current and prospective clients.
• Expand penetration in existing accounts and develop new market opportunities.
• Oversee vendor relations to meet sales targets and quotas.
• Negotiate with vendors on various aspects including product pricing, marketing activities, technical support, and sales rebates.
• Identify and establish partnerships with new vendors to support portfolio expansion.
• Manage operational aspects such as inventory, vendor rebates, marketing funds, and technical support.
• Oversee product life cycles and provide pre-sales architectural guidance for large orders and operational challenges.
• Utilize ARC sales tools and methodologies to manage accounts, opportunities, sales pipeline, and forecasts effectively.
• Build lasting client relationships while understanding their industry, business environment, and strategy to identify present and future opportunities.
• Ensure top client satisfaction throughout the purchasing process by managing commercial agreements and aiming to meet revenue and margin objectives.
• Coordinate with internal sales teams, business unit managers, pre/post-sales, and project managers to support product marketing and supplier cooperation.
• Carry out any additional responsibilities assigned by the line manager within the role's scope.

Qualifications and Experience

• Bachelor's degree in Engineering or a related field; an MBA in Engineering is advantageous.
• At least 12 years of relevant experience in the ICT industry.
• Proven sales background in hardcore ICT solutions including Infrastructure, Compute, Networking, Unified Communications, IT Security, and Digital solutions.
• Experience working with reputable ICT system integrators in the UAE.
• Demonstrated success closing large ICT solution deals.
• Relevant vendor certifications are required.

Skills and Knowledge

• Comprehensive understanding of IT technologies and industry trends.
• Strong teamwork capabilities coupled with excellent written, verbal communication and presentation skills.
• Superior relationship-building and client engagement abilities.
• Highly effective negotiation and influencing skills.
• A results-oriented approach to meeting targets and objectives.

Additional Information

This opportunity is part of a talent pool aimed at addressing current and future project demands. Al Rostamani Group values candidates who demonstrate strong work ethic, passion for their roles, willingness to learn, and alignment with the group’s foundational values of care, commitment, and vision.