Overview

Job Purpose and Summary

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 & renewing, upselling & cross selling to existing clients in the UAE, Saudi Arabia or Qatar hence creating revenue growth by growing sales of Canon service & solutions (Non-hardware products) 

By regularly engaging with new potential customers & 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 & internal motivations. Using this knowledge & your technical background, you will seek out ways to fulfill clients’ needs & grow each client’s annual revenue & strive to ensure client satisfaction & retention & maximise the awareness of the brands name within 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) & solution-driven, focusing on big deals & enjoy developing strong customer loyalty. 

What we give

  • Responsible to sell the Canon & 3rd party solutions and achieve revenue targets  

  • Understanding and shaping the digital transformation needs of clients and identifying solutions for their business challenges 

  • Generating top quality prospects from small to big-size new businesses across the territory & manage a very active pipeline with short or long sale cycles. Acquire & close new business deals through cold calling & prospecting  

  • Responsible for the care, retention & revenue growth of the existing Canon Middle East clients 

  • Establishing strong business contacts/relationships with stakeholders, including data gathering & leading the customer on journey to becoming a customer and keeping them happy 

  • Identify qualified prospects & navigate company structures to identify decision makers.Proactively seek new avenues to penetrate clients & attract prospects and Identify opportunities to grow business with existing clients 

  • Applying consultative sales skills required to assist in explaining product benefits & features, overcoming objections, & closing sales 

  • Drives customer engagements, meetings, develop opportunities & other skilled assets to position, propose & close deals 

  • Deliver face to face &/or online presentations & proposals  

  • Maintain active pipeline report through Salesforce, logging all activities 

  • Quotes prices & rates as needed to close the deal 

  • Assist with the analysis and preparation of recommendations that will drive greater productivity, costreduction, or quality/process improvement 

  • Able to gather (high level/detailed) customer requirements & sound understanding of business processes translating in a high-level solution design 

  • Build compelling value propositions supported with a solution design supported with a clear business case (financial & business drivers) in customer’s meeting 

  • Work in collaboration with the Canon Presales Consultants and Professional Services to define the best solution to propose to the customer  

  • You are able to formulate complex facts/solutions comprehensibly.  

*The above statements are intended to describe the general nature and levels of work being performed as assigned for this job. This is not intended to be an exhaustive list of all. 

What we ask

Must have/be: 

  • Bachelor’s Degree in any field, preferably engineering, IT or business related. 

  • Experience in (pre)sales in the IT, Software and/or BPO Industry 

  • Extensive know-howin the area of business process optimization, digital transformation themes and/or in the field of cost calculation, as well as analysis and benchmarking 

  • Sound knowledge of IT background & business software (capture/DMS/ERP/eForms/and so on) & technologies (RPA/blockchain/Artificial Intelligence) is an advantage 

  • Good technical background with ability to build proof of concept (POC) and conduct high level and detailed demonstrations of products and solutions to customers IT and Business Managers. 

  • Strong interest and motivated in familiarising yourself with the topic of new technologies and current IT vendor’s landscape.  

  • Proven lead generation and cold calling (telephone or face2face) experience  

  • Outstanding lead generation, sales, business development & negotiation skills 

  • Social media skills (Linked In, Networking etc.) 

  • Excellent Interpersonal & Communication Skills (written & verbal)  

  • Excellent Mathematical & analytical thinking  

  • English is mandatory & Arabic is an advantage 

  • Experience using MS Office tools, Advanced Salesforce.com usage & Knowledge 

  • Adaptable to unforeseen situations, keep focus on the customer & make empowered decisions with integrity, empathy, & compassion.  

  • Consultative sales skills required to assist in explaining product benefits & features, overcoming objections, & closing sales 

  • Ability to translate potential client needs into sales opportunities 

  • Excellent listener, assertive, persistent, persuasive & results oriented 

  • Strong hunter / new business development skills in B2B sales with a desire to exceed expectations & quotas. 

  • Ensure the timely & successful delivery of our solutions according to customer needs & objectives 

  • Responsible for keeping current clients satisfied & delivering exceptional client service on a day-to-day basis 

  • apply appropriate sales techniques & demonstrate sustained achievement of stated goals. 

  • Must be a self-starter with effective time management skills. 

  • Valid local driving license & caris a must 

*the above the core KPIs and there maybe others based on business requirements  

You will need

Further information

  • Mission focused: mission is to close new business. Anything that deviatesyourfrom your mission is a hindrance 

  • Numbers-driven: know that sales is a numbers game & are always looking for ways to be more productive & efficient 

  • Competitive: thrive on competition with others or yourselves. You hate to lose even more than you love to win  

  • Persistent: do not take no for an answer, &you have no problem being seen as borderline pushy 

  • Independent: like to see yourselves as lone wolves who do not need a pack or even a leader to get the job completed  

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