The Role:
To defend existing customer contract base (farming)
To grow existing customer contract base (farming)
To acquire new customers (Hunting)
To achieve revenue targets set by the sales leadership.
To achieve total contract value (TCV) targets set by the sales leadership (if appropriate)
Key Accountabilities and Activities:
Proactively identify, qualify and win new Data Centre customers
Develop a strategy to win targeted major accounts from ISP competitors
Identify client requirements and prepare a strategic suitable proposal to meet those requirements
Participate in marketing and product development discussions in order to better analyse customer and market IT needs
Keep abreast of the market changes & new technologies, proactively predict and utilize market opportunities towards future business growth.
Identifying potential new clients and business opportunities related to Cloud, IoT, and SAP…
Generating ways to attract new clients, whether through marketing, tailored offers, specific bundles…
Liaising with clients in order to identify their needs and make sure the presales team prepares the proposal with the right requirements
Dealing with client escalations, if any.
Assist the collection team in ensuring that clients pay on time
Communicating client agendas to other members of staff, specially presales and the operations teams
Maintaining a good understanding of clients and their business strategies, and suggest IT and cloud solutions that helps the customers in cutting cost and improve their business
Acting as the first point of contact for company clientsYTD Billed Revenue Achievement must be greater than or equal to 100% of YTD Billed Revenue Target.
The weighted Annual Contract Value of pipeline opportunities related to cloud and datacentre, must be greater than or equal to 3 times the annual New Revenue target.
The Coaching Session Fulfilment Rate must be greater than or equal to 90%.
Be the first point of contact for large specialised, high end or multinational corporate enquirers that have been referred and qualified by Corporate Lead Management
Develop on-going relationship with product managers, solution specialist and development team to identify opportunities for growth within the specific target segmentsSupport the Service Account Managers in B2B Sales who have the personal contacts to deal with large multinationals, with technical issues and relationship management, as required.
Providing on the job coaching to Service Account Managers, as required to ensure that knowledge is shared and sales skills are developed.To work to meet (or exceed) agreed billed revenue targets throughout the financial year
To use the prescribed Sales Force Automation tool (SFA) or standard Excel Template to record sales opportunities and to ensure that these are:
Complete
Up-to-date
Accurate
To use the Ooredoo Way of Opportunity Management (The 5 Gate process) to manage sales opportunities through the sales cycle.
Qualifications:
Bachelor degree in Business or a related discipline from a recognized tertiary institution.Other Information:
Required 4 years of experience in sales related to solutions or services, including at least 2 years in Kuwait.
Excellent presentation skills.
Well-connected in the business community with strong networking potential and the ability to relate to people at all levels.
Fluent verbal/written communication in both Arabic and English.
Strong interpersonal skills
Good negotiation skills
The ability to generate ideas
The ability to prioritise and manage several different tasks at once
An excellent understanding of client care
Good motivational skills
Good common sense and logical thinking
The ability to relate to a wide range of peopleGood experience in cloud and hosting solutions
Knowledge in the current technologies being used
Staying up-to-date with the latest technologies
The ability to thrive in pressured or stressful situations
The ability to solve customers’ problems
Good organisational skills
Excellent planning abilities
Good IT skills, Software and hardware
Good budgeting skills and the ability to handle finances