Major Accounts Manager - Hospitality UAE

* Responsible for creating and driving their sales pipeline. Capture leads outside of specialization and use closed-loop lead management to ensure assignment and follow- up by others.
* Maintains knowledge of competitors in account to strategically position the company’s products and services better.
* Use specialty expertise to seek out new opportunities and expand and enhance existing opportunities to build the pipeline in and drive pursuit.
* Provide support to Account managers and provide input regarding business development and solution expertise.
* Development of quota objectives and future direction for defined product category.
* Some specialists also responsible for selling outsourcing deals.
* Establish a professional, working, and consultative, relationship with the client, up to and including the C-level for mid-to-large accounts, by developing a core understanding of the unique business needs of the client within their industry.
* May invest time working with and leveraging external partners to deliver sale.
* For Services Consultants:
Focus on growing contractual renewals for mid-to-large accounts with more complexity, to higher- total contract-value renewals.
* Directs or coordinates supporting sales activities.
* University or Bachelor’s degree / directly related previous work experience.
* Demonstrated achievement of progressively higher quota, diversity of business customer, and higher level customer interface.
* Mandatory Hospitality sales experience of more than 7 years with top global and local operators.
* Extensive selling experience within industry and on similar products.
* Typically 8-12 years of advanced sales experience.
* Project management skills required.
* 5 years of product sales in the desired specialty.
* Is considered an expert in knowledge of products, solution or service offerings as well as competitor’s offerings to be able to sell large solutions.
* Understands the industry and market segment in which key accounts are situated, and integrates this knowledge into consultative selling.
* Understands and applies program/project management methods and processes to define, plan, cost, resource, track and ensure successful pursuit.
* Understands the role of IT within area of specialization and how the company's solutions differentially address specific vertical industry challenges as well as their cross-segment capabilities.
* Account planning and accurate account revenue forecasting skills.
* Collaborates with management and sales teams in shared accounts to ensure seamless integration of specialist sales with other sales activities.
* Cultivates & maintains positive relationships with customers to ensure account retention & growth, and positions the company as the preferred vendor for meeting all business needs.
* Establishes a professional working relationship, up to the executive level, with the client.
* Demonstrates leadership and initiative in successfully driving specialty sales in accounts – prospecting, negotiating and closing deals.
* Demonstrates high service or product knowledge and professionalism in researching and sharing service-related information with account teams and customers.
* Deep knowledge of products, solution or service offerings as well as competitor’s offerings.
* Understands how to leverage the company’s portfolio and change the playing field on our competitors.
* Utilizes Siebel as an expert and accurately forecasts business.
* Understands and sells high value software solutions.
* Understands selling of services sales.
* Leverages services as part of strategic product sales.
* Maintain expertise of industry trends, associated solutions, and key partner/ISV solutions.
* Maintains expertise on IT at all levels – new applications, maintenance, typical budgets of the CIO’s, typical objectives, measures, metrics.
* Works on the company’s larger accounts.
* May perform project management role.
* May invest time working external partners.
* Significant percentage of time spent directly with customer; interfaces with all levels, including highest within customer organization.
* May develop business plan in conjunction with customer.
* Typically assigned higher than…