The Sales Manager is responsible for meeting revenue targets and managing a team of sales executives. They are responsible for driving the team to achieve their individual and team revenue targets. Throughout the sales lifecycle, the Sales Manager will work closely with internal teams responsible for sales operations, solutioning/delivery, partner management, and in some cases, external vendors/partners to propose and sell the right solutions to customers.

The Sales Manager is also responsible for providing reports to the Managing Director on sales team performance, customers, competitors, and the overall technology landscape in relevant markets. Creating and maintaining sustainable relationships with senior client-side stakeholders is also within the scope of work for the Sales Manager.

Sales Life Cycle Ownership

• Own the whole sales cycle for your self-performance and the team’s performance, including: Generate new leads through self and team, Lead generation should focus on hunting for new opportunities through existing professional networks, cold calling and leveraging on any other method to reach the right decision maker.
• Work closely with  clients in developing solutions, identifying the right technologies and in positioning TecCentric as the prime contender to win the deal.
• Own and manage the bidding process in cooperation with the bidding team and be responsible for the accuracy and quality of the end proposal and bid package until ultimately signing the deal.
• Leads and own all elements of negotiation with clients. Provide Managing Director  with the right inputs in making decisions on discounts or changes in scope during negotiations. Review contracts in consultation with internal (delivery, finance etc.) and external parties(legal)and own contract sign-off. Ensure proper handover of a closed deal to the delivery team.

Customer Relationship Management

• Visit major customers on regular basis, in order to strengthen relations and establish business opportunities. Entertain customers as and when necessary, to build strong relationships with the customers. Build relationships with the senior business and financial executives who influence purchasing decisions in customer companies.
• Focus on maintaining relationships with technical decision makers such as Chief Information Officers, Information Technology Directors and Information Technology Managers on a day-to-day level.
• Ensure proper usage of CRM by the assigned sales team.

Revenue Generation and Reporting and Analysis

• Responsible for the sales team meeting and exceeding its revenue targets.
• Ensure that revenue targets are met at acceptable gross profit margins.
• Generate and maintain a credible forecast for accounts and report this information on a regular basis. to management.
• Supply Managing Director  with regular reports on customer revenue and variances in line with targets agreed in Business Plan.
• Gather and share market intelligence about activities of clients, competitors and partners.

Required Qualifications

• Bachelor’s degree in Computer Sciences or a related field.
• Master’s degree in business studies is highly desirable.
• Should show evidence of continued education in the field of Sales and Technology.
• 10-12 years of post-qualification professional experience out of which the initial 5-8 years would be in a client facing sales role as an individual sales contributor.
• Experience in managing a frontline sales team is mandatory while experience in managing account managers is desirable.
• Experience in customized IT solution sales is mandatory.
• Experience in sales within the “Digital” space is highly desirable.
• Sales experience in the Middle East and specifically in Qatar is highly desirable but not mandatory.