Sales - Account Lead

About This Role

Overview

A strategic and results-driven sales professional responsible for leading business growth within a defined portfolio of named accounts. The Account Lead owns the end-to-end sales cycle, develops long-term client strategies, and ensures revenue growth across assigned accounts. Acting as the key bridge between clients, internal teams, and vendor partners, the Account Lead is accountable for building executive-level relationships, shaping account strategies, and closing complex opportunities, all in full alignment with the Country Account Director.

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.

Key Relationships

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.

Profile

Education

Bachelor's degree in Business, Engineering, or related field; MBA is a plus.

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.