Client Manager

GBM is the leading partner for IBM in Qatar. We also have strategic partnerships with other Global suppliers. A Client Manager will drive revenue growth by identifying and pursuing new opportunities to Sell GBM’s complete portfolio of products and services offerings to his/her designated territory (Government Sector) in Qatar across multiple Industry Verticals and while doing so will also establish and nurture lasting client relationships.

• Acquire strategic position for GBM and differentiate GBM from competition.
• Identify large opportunities to drive business growth and enhance profitability.
• Promote and sell GBM services and GBM partners products.
• Lead & win digital transformation engagements, GBM services and support & maintenance contracts.
• Build and develop GBM pipeline of qualified and to be qualified business opportunities.
• Innovate and develop demand for GBM portfolio of products and services.
• Promote GBM events, generate leads and follow up on leads generated by other GBM colleagues and GBM partners.
• Maximize GBM wallet share by increasing GBM participation in customers’ projects Up-sell and cross sell when appropriate.
• Co-own bid preparation and lead bid readiness & submission.
• Achieve assigned revenue and GBM value-add services targets.
• Work closely with GBM Project Managers to ensure successful projects’ delivery according to contract scope, budget, and time schedule while improving customer satisfaction and customer experience in working with GBM.
• Cooperate with LOB to maximize GBM profit and reduce GBM risks.
• Manager customer expectations and avoid over commitment.
• Lead and support GBM team in contract negotiation with customers to protect GBM interest, reduce financial and legal risks while improving customers’ payment terms in favor of GBM.
• Coordinate with GBM team to ensure GBM met its commitments, GBM invoices are accepted by customers and are paid on time.
• Proactively engage with GBM A/R Team to identify solutions for account receivable issues.
• Align customer expectations and GBM execution to ensure great customer experience in dealing with GBM.
• Address customers’ concerns and propose a remedial action agreeable in-between GBM and customer.
• Monitor the execution of the action plan and ensure that the progress meets the expectations and to the satisfaction of GBM and your customer.
• Build relationships and coordinate GBM engagement for best customer experience and for customer to rate GBM as the best company to do business with.
• Gain respect as a trusted advisor and manager for customers set with the IT Department team, management and customers LOB team and management.
• Acquire deep understanding of customers’ corporate strategy, KPIs, future projects, initiatives, and immediate needs of customer set.
• Gain a detailed understanding of customers’ organization structure and decision-making process.
• Build a trusted relationship with key decision makers for each major opportunity, understand the influence map and build effective strategy for closing major opportunities.
• Regularly arrange meetings with GBM management to maintain dialog with customers’ High management and leadership team.
• Gain competitive insights from customer related to key initiatives including but not limited to preference in technology, partners, budget and position GBM major value proposition.
• Keep abreast with GBM portfolio of offerings and solutions.
• Develop and maintain a deeper understanding of the industry sector that customers are in and keep up with trends and challenges directly or indirectly affecting the customers.
• Keep up to date with the latest information about local market influences, challenges and competition.
• Acquire and maintain IT and industry sector sales certifications and improve your capabilities.
• Maintains professional and technical knowledge by attending educational workshops, reviewing professional publications, and establishing personal networks.
• Adhere to GBM’s processes and guidelines.
• Meet assigned revenue, GBM services, and A/R collection targets.
• Provide timely and accurate business forecasts.
• Conduct, lead, document, and update Account Planning involving…