About the job
As a Solutions Account Manager, you play a vital part in Canon´s innovative business sales team & you will be responsible for bringing in new Business to Business (B2B) clients & renewing, upselling & cross selling to existing clients in UAE hence creating revenue growth by growing sales of Canon service & solutions (Non-hardware products)
By regularly engaging with new potential customers & existing customers in this vertical, you will serve as the relationship lead to these clients, as well as an internal advocate for the clients at Canon Direct Operations.
You are responsible for understanding each clients unique environment, business needs, technology vision & internal motivations. Using this knowledge & your technical background, you will seek out ways to fulfill clients needs & grow each clients annual revenue & strive to ensure client satisfaction & retention & maximise the awareness of the brands name within UAE.
What We Give
With Canon, you’ll get the support and encouragement you need to grow, from people who share your ambition. We’ll invest in your professional development to help you learn and progress in your role with us. You’ll find leaders who give you the freedom to explore new things and a team where knowledge is shared openly.
Responsible to sell the Canon & 3rd party solutions and achieve revenue targets
Understanding and shaping the digital transformation needs of clients and identifying solutions for their business challenges
Generating top quality prospects from small to big-size new businesses across the territory & manage a very active pipeline with short or long sale cycles. Acquire & close new business deals through cold calling & prospecting
Responsible for the care, retention & revenue growth of the existing Canon Middle East clients
Establishing strong business contacts/relationships with stakeholders, including data gathering & leading the customer on journey to becoming a customer and keeping them happy
Identify qualified prospects & navigate company structures to identify decision makers. Proactively seek new avenues to penetrate clients & attract prospects and Identify opportunities to grow business with existing clients
Applying consultative sales skills required to assist in explaining product benefits & features, overcoming objections, & closing sales
Drives customer engagements, meetings, develop opportunities & other skilled assets to position, propose & close deals
Deliver face to face &/or online presentations & proposals
Maintain active pipeline report through Salesforce, logging all activities
Quotes prices & rates as needed to close the deal
Assist with the analysis and preparation of recommendations that will drive greater productivity, cost reduction, or quality/process improvement
Able to gather (high level/detailed) customer requirements & sound understanding of business processes translating in a high-level solution design
Build compelling value propositions supported with a solution design supported with a clear business case (financial & business drivers) in customers meeting
Work in collaboration with the Canon Presales Consultants and Professional Services to define the best solution to propose to the customer
You are able to formulate complex facts/solutions comprehensibly
What we ask
Bachelors Degree in any field, preferably engineering, IT or business related.
Experience in (pre)sales in the IT, Software and/or BPO Industry
Extensive know-how in the area of business process optimization, digital transformation themes and/or in the field of cost calculation, as well as analysis and benchmarking
Sound knowledge of IT background & business software (capture/DMS/ERP/eForms/and so on) & technologies (RPA/blockchain/Artificial Intelligence) is an advantage
Good technical background with ability to build proof of concept (POC) and conduct high level and detailed demonstrations of products and solutions to customers IT and Business Managers.
Strong interest and motivated in familiarising yourself with the topic of new technologies and current IT vendors landscape.
Proven lead generation and cold calling (telephone or face2face) experience
Outstanding lead generation, sales, business development & negotiation skills
Social media skills (Linked In, Networking etc.)
Excellent Interpersonal & Communication Skills (written & verbal)
Excellent Mathematical & analytical thinking
English is mandatory & Arabic is an advantage
Experience using MS Office tools, Advanced Salesforce.com usage & Knowledge
Adaptable to unforeseen situations, keep focus on the customer & make empowered decisions with integrity, empathy, & compassion.
Consultative sales skills required to assist in explaining product benefits & features, overcoming objections, & closing sales
Ability to translate potential client needs into sales opportunities
Excellent listener, assertive, persistent, persuasive & results oriented
Strong hunter / new business development skills in B2B sales with a desire to exceed expectations & quotas.
Ensure the timely & successful delivery of our solutions according to customer needs & objectives
Responsible for keeping current clients satisfied & delivering exceptional client service on a day-to-day basis
apply appropriate sales techniques & demonstrate sustained achievement of stated goals.
Must be a self-starter with effective time management skills.
Valid local driving license & car is a must
You will need
Canon is enriching lives and businesses in incredible new ways. You can play a part in shaping the future of a company thats visionary, innovative and bold. As the world’s best imaging company, we’re living and working together for the common good.
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