IT Sales Manager – Dubai – BFSI

Responsibilities

• Achieve and exceed targets related to revenue, territory development, territory growth, and customer satisfaction.
• Identify and qualify new business opportunities within assigned accounts.
• Manage the full business development cycle, from understanding customer needs and proposing solutions to supporting the procurement and deal closure process.
• Build and maintain strong relationships with stakeholders at multiple levels within key accounts.
• Develop a clear understanding of account structures, including organizational hierarchy, decision-making processes, procurement cycles, and evaluation criteria.
• Stay informed about customers’ industries, including trends, initiatives, and challenges that may impact their business.
• Engage with senior leadership, including C-level executives, and confidently conduct commercial and financial discussions.
• Take full ownership of opportunities, ensuring proactive follow-ups and accountability through to closure.
• Collaborate with vendor sales teams to drive joint opportunities.
• Work closely with internal technical teams to understand customer requirements and develop appropriate solutions.
• Position the organization as a trusted partner within the assigned customer base.
• Support the achievement of customer satisfaction objectives and long-term relationship development.
• Develop and maintain customer references to support new business opportunities.
• Collaborate effectively with internal teams across the organization.
• Utilize sales enablement tools such as account plans, documentation, and customer approvals where required.
• Continuously build and maintain a healthy sales pipeline to meet or exceed quarterly revenue targets.
• Organize periodic customer sessions and enablement activities to introduce new solutions and offerings.
• Clearly identify key stakeholders such as the economic buyer, decision criteria, decision process, and internal champions for each opportunity.

Qualifications

• Strong experience in selling IT solutions to BFSI clients in Dubai & Northern Emirates
• Team management (minimum 5)
• Strong understanding of IT solutions and their application to customer business needs, enabling identification of new opportunities.
• Proven consultative and solution-based selling skills.
• Ability to negotiate effectively with clients and internal stakeholders to develop suitable solutions.
• Solid awareness of industry trends and the broader IT solutions landscape.
• Demonstrated experience in prospecting, qualifying leads, presenting value propositions, and selling to senior executives.
• Good knowledge of IT infrastructure and related solutions, including infrastructure services, digital transformation, managed services, networking, and cybersecurity.
• Experience selling software licenses and associated services.
• Strong problem-solving abilities with creativity and sound judgment in identifying new approaches and solutions.
• Completion of sales training programs and familiarity with structured solution-selling methodologies.