Account Manager

Role Overview

Account Manager at CNS, a technology company based in the Middle East region. The role focuses on the Dubai and Northern Emirates Region.

Company Overview

CNS is a technology company that powers the future by providing digital solutions essential to support all enterprise and human development. Founded in 1987 with more than 30 years of experience, CNS employs over 320 employees including more than 250 certified engineers. The company offers in-depth expertise and a range of best-in-class products that support the digital transformation of all major industries. With offices in three countries, CNS has an extensive reach into, and regional knowledge of, the Middle East markets. The company is shifting into developing pioneering software in-house to add another dimension to its highly innovative solutions portfolio.

Role Purpose

The Account Manager will protect CNS interests in the assigned region, plan and forecast projects from prospective customers, achieve yearly quota targets, and propose technical and commercial solutions from CNS to prospective customers.

Key Responsibilities

Protecting CNS Interest

• Protect and respect CNS confidentiality of all information provided or obtained related to all aspects of business of the company or its partners, distributors, suppliers and customers
• Comply with all policies and processes within the company and extend full cooperation towards internal and external audits conducted by management representatives
• Professionally represent the company's core values
• Comply with ISO standards within the company

Planning and Forecasting Projects

• Monitor business trends and market changes continuously
• Establish professional consultative relationships with clients up to C-level by developing core understanding of unique business needs
• Develop strategic knowledge of competitors in account to position CNS products and services effectively
• Sell the complete portfolio of CNS offerings including Servers, Storage, Networking, Security, Virtualization, Backup, Disaster Recovery, Support, and Managed Services
• Prepare a list of prospective customers and projects expected to finalize within the same financial year
• Create and drive accurate sales pipeline with accurate account revenue forecasting
• Achieve targets through planned and forecasted prospects
• Negotiate and win projects from customers that create financial profit to CNS

Achieving Yearly Quota

• Achieve yearly and quarterly targets assigned by Sales Manager
• Own responsibility for winning projects
• Deliver total coverage of assigned market segments and increase company market share in such segments
• Develop new accounts
• Enhance customer satisfaction and build long-term relationships
• Maintain good knowledge of customer requirements and behavior
• Maintain good technical knowledge of products and services offered by the company
• Ensure all escalation processes are in use when required
• Engage appropriate resources to build compelling value propositions, deliver sales presentations, negotiate and close deals
• Support Project Management, Collection and Contract Teams

Proposing Technical and Commercial Solutions

• Professionally represent the company
• Align with principal partners to provide turnkey solutions
• Ensure proposals and any other information are prepared accurately and submitted properly
• Propose solutions based on added values rather than on price

Qualifications & Experience

• 5–6 years of experience
• University or Bachelor's degree
• Strong relationships with customers
• Demonstrated achievement of high quota
• Experience in CNS domain with Systems Integrators
• Market experience in the region

Skills & Competencies

• Opportunity Qualification
• Proposal Development
• Closing
• Account Planning and Alignment
• Customer Relationship Management
• Strong technical knowledge of products and services

Additional Information

• Compliance with policies and procedures based on ISO standards adopted by CNS is required