Key Account Manager - Information and Communications Technology

Key Account Manager - Information and Communications Technology - Dubai

Dubai, United Arab Emirates | Posted on 09/24/2025

The Key Account Manager will be responsible for maintaining and expanding relationships with strategically important customers. The role is focused on achieving sales targets and assigned strategic account objectives, representing the full range of Devices, Infrastructure solutions, Managed Services, and Data Center products to customers while leading the customer account planning cycle and ensuring that customer needs and expectations are met by the company.

The Key Account Manager is accountable for achieving business objectives, KPIs and targets. The KAM must develop new customers in a manner that achieves short‑term and long‑term, profitable growth. This position requires extensive travel across the UAE; all prospective employees must pass a background check and possess a valid driving license and vehicle.

• Establish productive, professional relationships with key personnel in customer accounts.
• Meet assigned targets for profitable sales volume and strategic objectives of accounts.
• Lead a joint company‑strategic account planning process that develops mutual performance objectives, financial targets, and critical milestones for a one‑ and three‑year period.
• Proactively assess, clarify, and validate customer needs on an ongoing basis.
• Lead solution development efforts that best address customer needs, coordinating the involvement of all necessary company personnel.
• Bears overall responsibility for customer ownership and acts as central point of contact and interface between customer and organization.
• Identify sales opportunities, network, fact‑find, and close new accounts.
• Manage and penetrate customers at all levels and develop relationships with accounts that enable achievement of plans and objectives.
• Prepare and deliver effective selling presentations that implement approved Customer Business Plans and employ effective game‑theory and negotiating strategies.
• Develop timely and accurate forecasts (volume and spend) for accounts and revise based on actual performance.
• Coordinate the involvement of company personnel, including support, services, and management resources, to meet account performance objectives.
• Identify market potential, new technology trends, and conduct observation and analysis of the market and competition.

• Proven account management experience in the ICT industry, handling Hospitality, Financial services, Education or Real Estate industry clientele.
• Demonstrated ability to communicate, present and influence credibly and effectively at all levels of the organization, including executive and C‑level.
• Experience delivering client‑focused solutions based on customer needs.
• Proven ability to manage multiple projects simultaneously while paying strict attention to detail.
• Excellent listening, negotiation, and presentation skills.
• Excellent verbal and written communication skills.
• Graduate degree or equivalent (MBA preferred).
• Proficiency in English; additional languages are an advantage.
• Willingness to travel up to 75% of the work schedule (in‑country).