Sales - Account Lead

Overview

Responsibilities

• **Account Ownership**: Take full ownership of a defined **named account list assigned by the Country Account Director**, ensuring long-term growth, profitability, and client satisfaction.
• **Strategic Business Development**: Drive new customer acquisition while expanding footprint within existing accounts through cross-sell and upsell initiatives.
• **Executive Engagement**: Lead relationship management with senior client stakeholders (CxO, VP, IT, and business leaders), positioning BBI as a strategic partner.
• **Pipeline Management**: Maintain an accurate, high-quality pipeline in CRM, ensuring realistic forecasting, deal qualification, and visibility of sales activities.
• **Account Planning**: Develop and execute strategic account plans, identifying client priorities, risks, competitive threats, and multi-year growth opportunities.
• **Cross-Functional Leadership**: Guide and align internal resources (pre-sales, delivery, marketing, vendor partners) to execute account-specific strategies and ensure client success.
• **Bid & Proposal Oversight**: Work closely with the **Bid Management Team** to ensure proposals and RFP responses meet the highest quality standards and align with client needs.
• **Negotiation & Deal Closure**: Lead negotiations and close medium to large-scale opportunities independently; support the Country Account Director on highly strategic or multi-million-dollar deals.
• **Revenue Accountability**: Consistently meet or exceed assigned revenue and profitability targets.
• **Mentorship**: Provide guidance and coaching to Account Specialists and Account Executives working on the same accounts, ensuring alignment and performance improvement.
• **Reporting & Forecasting**: Deliver regular reports to the Country Account Director on account performance, pipeline status, and corrective actions.
• **Customer Experience**: Act as the primary escalation point for clients, ensuring proactive issue resolution and sustained satisfaction.
• **Market & Industry Insights**: Conduct ongoing research on client industries, competitors, and market dynamics to anticipate client needs and propose innovative solutions.

Internal Communication

• **Direct Manager** – assigns accounts, provides oversight, and aligns on all external engagement.
• **Sales Team Members** – collaborate with Account Specialists and Account Executives for coverage, mentoring, and execution.
• **Pre-Sales & Delivery Teams** – align on solution design, technical validation, and delivery excellence.
• **Bid Management Team** – coordinate on RFPs, proposals, and bids to ensure accuracy and compliance.
• **Marketing Team** – partner on campaigns, events, and account-specific marketing initiatives.
• **Business Support & Finance** – collaborate on contracts, pricing, invoicing, collections, and compliance.

External Communication

• **Clients (Assigned Named Accounts)** – act as the **primary account owner**, engaging directly with executive decision-makers in full alignment with the Country Account Director.
• **Vendors & Technology Partners** – engage strategically to co-sell, build joint value propositions, and align partner resources to maximize account opportunities.

Education

Qualifications & Experience

• **10+ years of quota-carrying enterprise sales experience** in IT/software or professional services.
• Proven success in **managing large/strategic accounts** with complex sales cycles and multiple stakeholders.
• Strong background in **Data-related solutions** (Data Consultancy, Data Management, AI, BI, Lakehouse, GenAI) is highly preferred.
• Demonstrated ability to manage **multi-year account strategies** and achieve significant revenue growth.
• Hands-on experience with **CRM systems** for forecasting and account planning.
• Strong familiarity with **vendor ecosystems** in Data & AI, including collaboration with global and regional technology partners.

Skills & Abilities

• Excellent **strategic selling and complex deal negotiation skills**.
• Ability to **develop and execute account strategies** for long-term growth.
• Proven capability to build and manage **executive-level relationships** at CxO and VP levels.
• Strong **leadership and mentoring** abilities to support and guide junior sales colleagues.
• Exceptional **presentation, communication, and executive storytelling** skills.
• Highly organized with strong **analytical and problem-solving abilities**.
• Self-motivated, resilient, and results-driven, with the ability to work under pressure in competitive markets.
• **Fluent in English; Arabic proficiency preferred.**