Copy of Senior Key Account Manager B2B Sales - Ooredoo Group of Companies

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 1000 talented people all of whom are driving Ooredoo to be the number one choice for worldclass 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 its a team that you can be part of.

Ooredoos future is bright and you can be part of our ongoing success.

• To achieve total contract value (TCV) targets set by the sales leadership (if appropriate)
• 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.

• Acting as the first point of contact for company clients
• 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
• The Coaching Session Fulfilment Rate must be greater than or equal to 90%.
• YTD 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.
• 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 ongoing relationship with product managers solution specialist and development team to identify opportunities for growth within the specific target segments
• Providing on the job coaching to Service Account Managers as required to ensure that knowledge is shared and sales skills are developed.
• Support 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.
• • complete

  • uptodate

  • accurate
  To use the Ooredoo Way of Opportunity Management (The 5 Gate process) to manage sales opportunities through the sales cycle.
• 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: