Senior Client Manager

About the Company

Al Rostamani Group has been serving the region since 1957 and has grown into a diversified business group with operations across general trading, automobiles and heavy equipment, travel, foreign exchange, financial services, property management, construction, infrastructure development, and IT services. The group employs around 2,000 people representing 41 nationalities, creating a diverse and multicultural workplace. Al Rostamani Communications is one of its businesses and provides IT and telecom solutions, systems integration, innovative technology offerings, and professional services to customers in the UAE and other GCC markets.

Role Purpose

This position owns key client accounts and focuses on understanding customer situations and business needs through thoughtful questioning, empathy, and insight. The role is expected to influence clients toward ARC solutions by clearly presenting value in the client’s own terms. It involves managing larger, more strategic domestic accounts while balancing client advocacy with revenue growth and margin improvement for ARC.

Key Responsibilities

• Ensure sales activities are aligned with the company’s commercial strategy and support strategic objectives.
• Develop practical recovery or turnaround approaches so sales plans can still be achieved, while following the sales policies and procedures set by senior management.
• Handle accounts in a structured manner by defining the approach needed to grow each account profitably.
• Assess ARC’s exposure versus competitors and vendors so that proposals keep the client’s needs central.
• Create and execute sales, marketing, and go-to-market plans, including product, pricing, cost, and margin management.
• Design and roll out tactical promotions and integrated marketing initiatives for targeted customer groups.
• Drive account management, cross-selling, and upselling across existing and new customers.
• Support market expansion by growing current accounts and building new ones.
• Manage vendor relationships against targets and quotas.
• Negotiate with vendors on product terms, pricing, marketing support, technical assistance, sales rebates, and related matters.
• Identify and build partnerships with new vendors to strengthen and expand the portfolio.
• Oversee operational matters such as inventory, vendor rebates, marketing funds, and technical support.
• Manage product lifecycles, pre-sales architecture for large orders, and operational challenges.
• Use ARC sales tools and methods to manage accounts, opportunities, pipeline, and forecasts effectively.
• Develop long-term client relationships by understanding the customer’s industry, business context, and strategy to uncover current and future opportunities.
• Ensure strong client satisfaction throughout the buying journey by coordinating commercial agreements and pushing for revenue and margin targets.
• Work closely with the Head of Sales, Business Unit Managers, pre-sales and post-sales teams, and Project Managers to support product marketing and supplier coordination.
• Take on additional responsibilities assigned by the line manager, as long as they fall within the scope of the role.

Requirements

• A degree in engineering or another relevant discipline is required; an engineering degree with an MBA is considered a plus.
• At least 12 years of relevant industry experience is needed.
• Strong background in ICT solutions sales, especially infrastructure, compute, networking, unified communications, IT security, and digital solutions, is preferred.
• Experience working with well-known ICT system integrators in the UAE is essential.
• Proven success in closing large ICT solution deals is required.
• Relevant vendor certifications are expected.
• Strong technical knowledge of IT and the industry is preferred.
• Excellent teamwork, written communication, verbal communication, and presentation abilities are needed.
• Strong relationship-building, negotiation, and influencing skills are important.
• The candidate should be highly results-oriented.

Additional Information

This opportunity is part of a talent pooling effort intended to support current and upcoming project needs. The organisation values people who are hardworking, eager to learn, and aligned with its core principles of care, commitment, and vision.