Client Manager

GBM is the leading partner for IBM in Qatar. We also have strategic partnerships with other Global suppliers. A Client Manager will drive revenue growth by identifying and pursuing new opportunities to Sell GBM’s complete portfolio of products and services offerings to his/her designated territory (Government Sector) in Qatar across multiple Industry Verticals and while doing so will also establish and nurture lasting client relationships. 

The main responsibilities of a Client Manager include: 

• Acquire strategic position for GBM and differentiate GBM from competition. 
• Identify large opportunities to drive business growth and enhance profitability. 
• Promote and sell GBM services and GBM partners products. 
• Lead & win digital transformation engagements, GBM services and support & maintenance contracts. 
• Build and develop GBM pipeline of qualified and to be qualified business opportunities. 
• Innovate and develop demand for GBM portfolio of products and services. 
• Promote GBM events, generate leads and follow up on leads generated by other GBM colleagues and GBM partners. 
• Maximize GBM wallet share by increasing GBM participation in customers’ projects Up-sell and cross sell when appropriate. 
• Co-own bid preparation and lead bid readiness & submission. 
• Achieve assigned revenue and GBM value-add services targets. 
• Work closely with GBM Project Managers to ensure successful projects’ delivery according to contract scope, budget, and time schedule while improving customer satisfaction and customer experience in working with GBM. 
• Cooperate with LOB to maximize GBM profit and reduce GBM risks. 
• Manager customer expectations and avoid overcommitment. 
• Lead and support GBM team in contract negotiation with customers to protect GBM interest, reduce financial and legal risks while improving customers’ payment terms in favor of GBM. 
• Coordinate with GBM team to ensure GBM met its commitments, GBM invoices are accepted by customers and are paid on time. 
• Proactively engage with GBM A/R Team to identify solutions for account receivable issues. 
• Align customer expectation and GBM execution to ensure great customer experience in dealing with GBM. 
• Address customers’ concerns and propose remedial action agreeable in-between GBM and customer. 
• Monitor the execution of action plan and ensure that the progress meets the expectations and to the satisfaction of GBM and your customer. 
• Build relationship and coordinate GBM engagement for best customer experience and for customer to rate GBM as the best company to do business with. 
• Gain respect as trusted advisor and manager for customers set with the IT Department team, management and customers LOB team and management. 
• Acquire deep understanding of customers’ corporate strategy, KPIs, future projects, initiatives, and immediate needs of customer set. 
• Gain detailed understanding of customers’ organization structure and decision-making process. 
• Build trusted relationship with key decision makers for each major opportunity, understand the influence map and build effective strategy for closing major opportunities. 
• Regularly arrange meetings with GBM management to maintain dialog with customers’ High management and leadership team. 
• Gain competitive insights from customer related to key initiatives including but not limited to preference in technology, partners, budget and position GBM major value proposition. 
• Keep abreast with GBM portfolio of offerings and solutions. 
• Develop and maintain a deeper understanding of the industry sector that customers are in and keep up with trends and challenges directly or indirectly affecting the customers. 
• Keep up to date with the latest information about local market influences, challenges and competition. 
• Acquire and maintain IT and industry sector sales certifications and improve your capabilities. 
• Maintains professional and technical knowledge by attending educational workshops; reviewing professional publications; establishing personal networks. 
• Adhere to GBM’s processes and guidelines. 
• Meet assigned revenue, GBM services and A/R collection targets. 
• Provide timely and accurate business forecasts. 
• Conduct, lead, document and update Account Planning involving relevant stakeholders. Coordinate and monitor execution plan. 
• Develop winning plan for GBM business opportunities. Execute win plan and coordinate GBM team participation. 
• Lead communication and facilitate collaboration among GBM team members engaged in your customers set. 
• Identify and mitigate potential business risk that may impact GBM’s business with the customer and keep GBM management updated. 
• Propose improvement to develop GBM business. 
• Propose processes improvement for better GBM performance. 

Core Skills 

• Enterprise IT functional and business value skills 
• Industry Sector business skills 
• Sales planning & sales closing skills 
• Prospecting and business development 
• Opportunity qualification 
• Relationship and conflict management 
• Forecasting and business planning 
• Business risk assessment & management 
• Negotiation and contracting skills 
• Time-management & scheduling 
• Communication verbal, writing and presentation. 
• Team leader and team player 
• Project & performance management 

Pre-requisites: 

• Degree in Engineering or Business Administration or any other relevant field 
• Minimum 10+ years of successful track records in IT solution sales. 
• Experience in selling Innovative Business solutions. 
• Experience in selling IBM enterprise solutions and products or similar technologies. 
• A Fluent English and Arabic Speaker.