Sales - Account Lead

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.