Account Manager, B2B / Phono Subsidiary of Ooredoo Kuwait

The Company

Ooredoo is an organisation on the move. Thanks to our dedicated employees, we
continue to move closer towards our vision to be among the top ‎20
telecommunications companies in the world by ‎2020.
We are a dynamic global telecommunications player operating in ‎17 countries
across the Middle East, North Africa (MENA) and Asia. We cover a population of
more than half a billion people and serve more than ‎68 million customers.
In Kuwait, we employ approximately ‎1,000 talented people, all of whom are
driving Ooredoo to be the number one choice for world-class communications
services in Kuwait. In the face of intensifying competition, increasingly
sophisticated technology and rising customer expectations, nothing is more
important to our success than our team - and it's a team that you can be part
of.
Ooredoo's future is bright, and you can be part of our ongoing success.
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.