ROLE OBJECTIVE The Senior Manager Sales Account Manager responsible for leading new business development and client acquisition within the different sector. The role is accountable for building and executing a sector-specific sales strategy, identifying new opportunities, and closing high-value deals that drive sustainable revenue growth for Otech. This role combines strategic market leadership, enterprise relationship management, and pursuit execution. The incumbent will work closely with Pre-Sales, Delivery, Partner Management, Marketing, and Revenue Operations to ensure a consistent pipeline of qualified opportunities, robust governance, and profitable deal closures. RESPONSIBILITIES Sector Strategy & Market Development • Develop and execute a comprehensive sales strategy for the sector, aligned with Otech’s annual business plan and growth objectives. • Identify emerging technology needs, investment cycles, and transformation priorities within the sector. • Build a strong understanding of the sector’s regulatory environment, procurement models, and budgetary cycles to anticipate buying behavior. • Maintain a high-level view of competitive dynamics, pricing trends, and partner ecosystems relevant to the sector. Business Development & Opportunity Management • Identify, qualify, and pursue new business opportunities across Otech’s solution portfolio — including cloud, system integration, cybersecurity, and managed services. • Drive engagement with decision-makers, procurement authorities, and influencers within target organizations. • Lead the end-to-end sales lifecycle — from lead qualification, proposal and solution definition, to commercial negotiation and closure. • Collaborate with Pre-Sales teams to craft tailored technical and commercial proposals that meet client needs and internal profitability goals. • Ensure proper deal governance through adherence to internal review processes, pricing validations, and DOA thresholds. Relationship Management & Stakeholder Engagement • Establish and maintain strategic, trust-based relationships with CXOs, CIOs, CISOs, and functional heads in the sector. • Build deep account intelligence across target entities, ensuring long-term client partnerships and recurring opportunities, in coordination with account management team • Represent Otech at industry events, summits, and roundtables to enhance visibility and credibility within the sector. • Leverage ecosystem partnerships (OEMs, hyperscalers, ISVs) for joint GTM motions and co-branded engagements. Leadership & Collaboration • Lead and mentor a small team of Senior and Junior Specialists responsible for pipeline building and pursuit execution in the sector. • Drive structured sales rhythms — opportunity reviews, pursuit planning, and performance tracking. • Partner with Marketing for sector campaigns, thought leadership content, and client events to generate qualified leads. • Coordinate with Revenue Operations for opportunity tracking, forecast accuracy, and performance reporting. • Work collaboratively with Delivery and Finance to ensure that client expectations are aligned with delivery capability and financial goals. Performance Accountability & Governance • Own sector-specific KPIs, including total contract value (TCV), number of new clients, win rate, and profitability. • Maintain discipline in opportunity qualification to ensure high conversion ratios across the sales funnel. • Provide periodic sales forecasts, pipeline health reports, and competitive insights to leadership. • Drive continuous improvement through pursuit retrospectives, lessons learned, and market intelligence sharing. ROLE SPECIFICATIONS Qualification • Bachelor’s/Master’s degree in Business, Technology, or related field Certification • MBA or certification in enterprise sales, solution selling, or business development preferred. Experience • 10–14 years in B2B or enterprise sales, preferably within ICT, cloud, system integration, or managed services. • Demonstrated success in closing large, complex technology deals (multimillion OMR range). • Proven track record of driving sales in the assigned or similar sector (public, energy, telecom, etc.). • Experience managing cross-functional sales pursuits and working with technical and partner ecosystems. Skills • Strategic selling and opportunity pursuit management. • Strong commercial acumen and deal structuring capability. • Excellent stakeholder management and negotiation skills. • Deep understanding of sector trends, digital transformation, and ICT buying patterns. • Leadership ability to coach, influence, and coordinate cross-functional teams.
اشترك مجاناً واختر تخصصاتك، وسنرسل لك الوظائف المناسبة مباشرة على واتساب
اشترك عبر واتساب مجاناً