Senior Account Manager

Role Overview

Senior Account Manager at CNS (Computer Network Systems), part of the Ghobash Group. The role is based in Dubai and the Northern Emirates, serving key accounts across the region.

Company Overview

CNS is a technology company and IT distributor with over 30 years of successful achievements and long-term partnerships across the Middle East. The company specializes in Banking & Financial Services, Insurance, Technology Enablement, IT Outsourcing, Cyber Security, Digital Infrastructure, Hybrid Cloud, Digital Workplace, Customer Experience, Digital Transformation, and Blockchain. CNS is part of the Ghobash Group of Companies and operates offices in Abu Dhabi, Dubai, Oman, and Kuwait, providing system integration, consultancy, operation, managed services, and IT outsourcing. The company operates state-of-the-art network operation centers in Abu Dhabi and Dubai that develop in-house software and applications, delivering end-to-end solutions to customers and partners.

Role Purpose

Drive business growth and manage key accounts across Dubai and the Northern Emirates by building strong client relationships, identifying new opportunities, and delivering tailored IT solutions aligned with customer needs and business objectives. The role involves managing a robust sales pipeline, supporting bid processes, and collaborating with internal teams to ensure successful project delivery, customer satisfaction, and revenue growth.

Key Responsibilities

Strategic Account Management & Business Development

• Build and maintain long-term relationships with key clients across Dubai and the Northern Emirates, acting as a trusted advisor and business partner.
• Drive business growth by identifying and developing new accounts, nurturing existing relationships, and expanding CNS's footprint across assigned sectors.
• Develop and maintain a clear account plan for each major client, aligned with annual sales targets and CNS's solution portfolio.

Sales Planning and Forecasting

• Create and manage a structured sales pipeline, ensuring accurate revenue forecasting and timely opportunity tracking.
• Identify upcoming projects and budget cycles within key accounts to proactively position CNS solutions.
• Monitor regional market dynamics and competitor activity to inform sales strategies and differentiate CNS offerings.

Solution Selling & Bid Management

• Propose tailored, value-driven technical and commercial solutions across CNS's full portfolio of IT services and solutions.
• Collaborate with pre-sales, principals, and solution architects to deliver compelling proposals, presentations, and demonstrations.
• Lead contract negotiations to closure, ensuring profitability, compliance, and customer alignment.

Customer Satisfaction & Retention

• Ensure high levels of customer satisfaction by maintaining frequent engagement, understanding evolving needs, and resolving issues proactively.
• Serve as a key escalation point, collaborating with delivery, project management, and support teams to resolve client challenges.

Internal Collaboration and Reporting

• Work closely with PMO, finance, collections, and contract teams to support smooth project execution and timely billing.
• Maintain up-to-date client and opportunity data in CRM platforms such as Salesforce or HubSpot.
• Prepare regular status reports and pipeline updates for senior sales management.

Qualifications & Experience

Education

• Bachelor's degree in Business Administration, Marketing, or a related field (minimum).
• Master's degree such as MBA or a related field (desired).

Experience

• Minimum 5+ years in account management, client relations, or sales.
• 7+ years with a proven track record in managing key accounts or enterprise clients (desired).

Skills & Competencies

• Strong communication and client relationship management skills.
• Solid understanding of IT services, solutions, and outsourcing models.
• Strategic account planning and business development expertise.
• Experience working with SLAs, contracts, and service delivery frameworks.
• Proficiency in CRM tools such as Salesforce, HubSpot, or Microsoft Dynamics.
• Ability to manage cross-functional teams and remote stakeholders.
• Strong negotiation, presentation, and reporting skills.
• Experience managing global accounts or offshore delivery models.
• Familiarity with RFP/RFI processes and enterprise procurement systems.

Additional Information

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