CKSA- Solutions Accounts Manager

6 days ago

Riyadh, Ar Riyāḑ, Saudi Arabia Canon Emirates Full time

Bachelor of Business Administration (Management)

Nationality: Any Nationality

Vacancy: 1 Vacancy

Job Description

As a Solutions Account Manager, you play a vital part in Canon's innovative business sales team. You will be responsible for bringing in new Business to Business (B2B) clients and renewing, upselling, and cross-selling to existing clients in the UAE, Saudi Arabia, or Qatar, hence creating revenue growth by growing sales of Canon service and solutions (Non-hardware products).

By regularly engaging with new potential customers and existing customers in this vertical, you will serve as the relationship lead to these clients, as well as an internal advocate for the clients at Canon Direct Operations. You are responsible for understanding each client's unique environment, business needs, technology vision, and internal motivations. Using this knowledge and your technical background, you will seek out ways to fulfill clients' needs and grow each client's annual revenue while striving to ensure client satisfaction and retention, maximizing the awareness of the brand's name within the UAE, Saudi, or Qatari market.

You are both a hunter for new opportunities and also focused on developing long-term relationships where you nurture your clients to ensure longevity. You can be described as independent (with a lot of initiative) and solution-driven, focusing on big deals and enjoying developing strong customer loyalty.

Responsibilities
  1. Responsible for selling Canon and 3rd party solutions and achieving revenue targets.
  2. Understanding and shaping the digital transformation needs of clients and identifying solutions for their business challenges.
  3. Generating top-quality prospects from small to big-size new businesses across the territory and managing a very active pipeline with short or long sale cycles.
  4. Acquiring and closing new business deals through cold calling and prospecting.
  5. Responsible for the care, retention, and revenue growth of existing Canon Middle East clients.
  6. Establishing strong business contacts/relationships with stakeholders, including data gathering and leading the customer on the journey to becoming a customer and keeping them happy.
  7. Identifying qualified prospects and navigating company structures to identify decision-makers.
  8. Proactively seeking new avenues to penetrate clients and attract prospects, and identifying opportunities to grow business with existing clients.
  9. Applying consultative sales skills required to assist in explaining product benefits and features, overcoming objections, and closing sales.
  10. Driving customer engagements, meetings, developing opportunities, and other skilled assets to position, propose, and close deals.
  11. Delivering face-to-face and/or online presentations and proposals.
  12. Maintaining active pipeline reports through Salesforce, logging all activities.
  13. Quoting prices and rates as needed to close the deal.
  14. Assisting with the analysis and preparation of recommendations that will drive greater productivity, cost reduction, or quality/process improvement.
  15. Able to gather (high level/detailed) customer requirements and sound understanding of business processes translating into a high-level solution design.
  16. Building compelling value propositions supported with a solution design and a clear business case (financial & business drivers) in customer meetings.
  17. Working in collaboration with the Canon Presales Consultants and Professional Services to define the best solution to propose to the customer.
  18. Formulating complex facts/solutions comprehensibly.
What We Ask
  1. Bachelor's Degree in any field, preferably engineering, IT, or business-related.
  2. Experience in (pre)sales in the IT, Software, and/or BPO Industry.
  3. Extensive know-how in the area of business process optimization, digital transformation themes, and/or in the field of cost calculation, as well as analysis and benchmarking.
  4. Sound knowledge of IT background and business software (capture/DMS/ERP/eForms, etc.) and technologies (RPA/blockchain/Artificial Intelligence) is an advantage.
  5. Good technical background with the ability to build proof of concept (POC) and conduct high-level and detailed demonstrations of products and solutions to customers' IT and Business Managers.
  6. Strong interest and motivation in familiarizing yourself with the topic of new technologies and the current IT vendor landscape.
  7. Proven lead generation and cold calling (telephone or face-to-face) experience.
  8. Outstanding lead generation, sales, business development, and negotiation skills.
  9. Social media skills (LinkedIn, Networking, etc.).
  10. Excellent Interpersonal & Communication Skills (written & verbal).
  11. Excellent Mathematical & analytical thinking.
  12. English is mandatory & Arabic is an advantage.
  13. Experience using MS Office tools, Advanced Salesforce.com usage & Knowledge.
  14. Adaptable to unforeseen situations, keeping focus on the customer and making empowered decisions with integrity, empathy, and compassion.
  15. Consultative sales skills required to assist in explaining product benefits and features, overcoming objections, and closing sales.
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