Sr. Manager Account Management || مدير أول إدارة الحسابات

<p dir = "auto">ROLE OBJECTIVE </p>
<p dir = "auto">The Senior Manager, Account Management is responsible for leading Otech’s client retention and growth strategy across key enterprise, government, and strategic accounts.</p>
<p dir = "auto">The role ensures that each client relationship matures into a long-term commercial partnership through proactive engagement, structured governance, and continuous expansion of wallet share.</p>
<p dir = "auto">This position drives renewals (in coordination with renewal team), cross-sell and upsell initiatives, client satisfaction, and profitability while building and mentoring a team of account management professionals to deliver measurable growth across assigned portfolios.</p>
<p dir = "auto">RESPONSIBILITIES</p>
<p dir = "auto">Client Relationship Leadership</p>
<p dir = "auto">• Serve as the executive point of contact for strategic clients, managing multi-level relationships and ensuring sustained satisfaction and retention.</p>
<p dir = "auto">• Build long-term trust by aligning Otech’s technology roadmap with clients’ transformation agendas.</p>
<p dir = "auto">• Conduct strategic account reviews, quarterly business reviews (QBRs), and governance meetings with senior client stakeholders.</p>
<p dir = "auto">Revenue Retention, Cross-Sell & Upsell Growth</p>
<p dir = "auto">• Own renewal (in coordination with renewal team), cross-sell, and upsell targets across all managed accounts.</p>
<p dir = "auto">• Identify whitespace opportunities and develop account growth strategies to increase share of wallet across cloud, cybersecurity, system integration, and managed services.</p>
<p dir = "auto">• Collaborate with pre-sales, delivery, and finance (in coordination with Rev. Ops team) to structure commercial proposals for expansions, renewals, and add-on services.</p>
<p dir = "auto">• Drive the creation of bundled or multi-service offerings aligned to client needs and strategic goals.</p>
<p dir = "auto">• Track and report growth pipeline, renewal forecasts, and incremental revenue contribution per account.</p>
<p dir = "auto">Commercial & Governance Oversight</p>
<p dir = "auto">• Ensure timely renewals, invoicing accuracy, and compliance with contract terms and SLAs.</p>
<p dir = "auto">• Monitor account profitability, margins, and receivables; intervene proactively to maintain commercial health.</p>
<p dir = "auto">• Establish internal governance between sales, delivery, and finance to manage escalations and service risks.</p>
<p dir = "auto">Leadership & Team Enablement</p>
<p dir = "auto">• Lead and develop a team of Senior and Junior Account Managers, ensuring consistent adoption of account management frameworks and best practices.</p>
<p dir = "auto">• Define growth targets, KPIs, and incentive structures for the account management function.</p>
<p dir = "auto">• Build repeatable playbooks for renewals, cross-sell, and client retention to drive efficiency and scale.</p>
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<p dir = "auto">ROLE SPECIFICATIONS </p>
<p dir = "auto">Qualification </p>
<p dir = "auto">• Bachelor’s/Master’s degree in Business, Technology, or related field</p>
<p dir = "auto">Certification </p>
<p dir = "auto">• MBA and Certification in Key Account Management preferred.</p>
<p dir = "auto">Experience </p>
<p dir = "auto">• 10–14 years in account management or enterprise sales within ICT, system integration, or managed services sectors.</p>
<p dir = "auto">• Proven success in driving renewals, cross-sells, and upsells with large enterprise or government clients.</p>
<p dir = "auto">• Experience managing a team and leading strategic commercial discussions.</p>
<p dir = "auto">Skills </p>
<p dir = "auto">• Advanced stakeholder management, negotiation, and commercial acumen.</p>
<p dir = "auto">• Experience developing growth plans and multi-year account strategies.</p>
<p dir = "auto">• Strong presentation, communication, and analytical skills.</p>
<p dir = "auto">• Proficiency with CRM, pipeline, and forecasting tools.</p>
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<p dir = "auto">Competency Type Competency</p>
<p dir = "auto">Leadership Strategic mindset & decision-making</p>
<p dir = "auto">Leadership Leading team & performance</p>
<p dir = "auto">Behavioural Relationship management & influencing</p>
<p dir = "auto">Behavioural Commercial acumen & negotiation</p>
<p dir = "auto">Core Integrity & Ethical behaviour </p>
<p dir = "auto">Core Operational excellence</p>
<p dir = "auto">Core Effective communication </p>
<p dir = "auto">Technical Account planning & growth forecasting</p>
<p dir = "auto">Technical Cross-sell & upsell pipeline management</p>
<p dir = "auto">Technical Client health & NPS governance</p>
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