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senior business development manager Jobs in Riyadh

senior business development manager

account services manager

Gartner

<div>
 The Account Manager is a field-based, direct sales role responsible for both client retention as well as growth through contract expansion and the introduction of new products and services. You will consult with C-level executives to develop and implement an effective, enterprise-wide strategy that maximizes the value delivered by Gartner&rsquo;s products and services.
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 <br/>
 What you&rsquo;ll do:
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 <ul>
  <li>
   Account management with an outcome of increased customer satisfaction and an increase in retention and account growth
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   Quota responsibility of $800,000+ of contract value within a territory of major client accounts
  </li>
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   Mastery and consistent execution of Gartner&rsquo;s sales methodology
  </li>
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   Account planning and territory management
  </li>
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   Managing forecast accuracy on a monthly/quarterly/annual basis
  </li>
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   Maintaining competitive knowledge and focus
  </li>
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   In-depth knowledge of Gartner&rsquo;s products and services
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   <br/>
  </li>
 </ul>
 What you&rsquo;ll need:
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 <br/>
 <ul>
  <li>
   1-5 years of experience with proven consultative sales, preferably in high technology (services, software, or consultative environment), with evidence of prior success in Sales
  </li>
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   Strong demonstration of intellect, drive, executive presence and sales acumen
  </li>
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   Proven experience building excellent client relationships at C-level within large enterprise organizations
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   Strong computer proficiency and presentation skills
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   Knowledge of the full life cycle of the sales process
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   Bachelor&rsquo;s or master&rsquo;s degree &ndash; desired
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   <br/>
  </li>
 </ul>
 <strong>
  Who are we?
  <br/>
  <br/>
 </strong>
 At Gartner, Inc. (NYSE:IT), we guide the leaders who shape the world.
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 Our mission relies on expert analysis and bold ideas to deliver actionable, objective business and technology insights, helping enterprise leaders and their teams succeed with their mission-critical priorities.
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 <br/>
 Since our founding in 1979, we&rsquo;ve grown to 21,000 associates globally who support ~14,000 client enterprises in ~90 countries and territories. We do important, interesting and substantive work that matters. That&rsquo;s why we hire associates with the intellectual curiosity, energy and drive to want to make a difference. The bar is unapologetically high. So is the impact you can have here.
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 <strong>
  What makes Gartner a great place to work?
  <br/>
  <br/>
 </strong>
 Our vast, virtually untapped market potential offers limitless opportunities &ndash; opportunities that may not even exist right now &ndash; for you to grow professionally and flourish personally. How far you go is driven by your passion and performance.
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 <br/>
 We hire remarkable people who collaborate and win as a team. Together, our singular, unifying goal is to deliver results for our clients.
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 Our teams are inclusive and composed of individuals from different geographies, cultures, religions, ethnicities, races, genders, sexual orientations, abilities and generations.
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 We invest in great leaders who bring out the best in you and the company, enabling us to multiply our impact and results. This is why, year after year, we are recognized worldwide as a great place to work.
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 <strong>
  What do we offer?
  <br/>
  <br/>
 </strong>
 Gartner offers world-class benefits, highly competitive compensation and disproportionate rewards for top performers.
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 In our hybrid work environment, we provide the flexibility and support for you to thrive &mdash; working virtually when it's productive to do so and getting together with colleagues in a vibrant community that is purposeful, engaging and inspiring.
 <br/>
 <br/>
 Ready to grow your career with Gartner? Join us.
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 <br/>
 The policy of Gartner is to provide equal employment opportunities to all applicants and employees without regard to race, color, creed, religion, sex, sexual orientation, gender identity, marital status, citizenship status, age, national origin, ancestry, disability, veteran status, or any other legally protected status and to seek to advance the principles of equal employment opportunity.
 <br/>
 <br/>
 Gartner is committed to being an Equal Opportunity Employer and offers opportunities to all job seekers, including job seekers with disabilities. If you are a qualified individual with a disability or a disabled veteran, you may request a reasonable accommodation if you are unable or limited in your ability to use or access the Company&rsquo;s career webpage as a result of your disability. You may request reasonable accommodations by calling Human Resources at +1 (203) 964-0096 or by sending an email to ApplicantAccommodations@gartner.com.
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 <br/>
 Job Requisition ID:100020
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 <br/>
 By submitting your information and application, you confirm that you have read and agree to the country or regional recruitment notice linked below applicable to your place of residence.
 <br/>
 <br/>
 Gartner Applicant Privacy Link: https://jobs.gartner.com/applicant-privacy-policy
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 <br/>
 <strong>
  For efficient navigation through the application, please only use the back button within the application, not the back arrow within your browser.
 </strong>
</div>


Account Manager, LE/GE, GTS - Eastern Region

Tap Payments

<div><p><b>About Tap</b></p><p>
Tap Payments is revolutionizing online payments across the MENA region by connecting businesses with simple, unified payment experiences. We need exceptional talent to help us on this journey.</p><p><b>
The Business team</b></p><p>
Like getting paid to drink coffee, think big, and hang out with exciting businesses? Or maybe you want to work alongside some great people who are helping businesses of all sizes navigate through the MENA payments labyrinth &ndash; and, most importantly, get the results they need. Then you might want to consider joining our over-caffeinated business team, who are the heartbeat of Tap Payments.</p><p><b><br>
As a Tapster you will:</b></p><ul><li><p>
Develop and implement account management strategies that focus on enhancing merchant experience, improving retention, and increasing Gross Transaction Value (GTV).</p></li><li><p>
Ensure consistent delivery of high-quality client support and solutions.</p></li><li><p>
Serve as the escalation point for key enterprise accounts, ensuring rapid resolution of complex issues while maintaining strong client relationships.</p></li><li><p>
Conduct executive-level engagements with enterprise clients, promoting collaboration and long-term partnerships.</p></li><li><p>
Oversee the implementation of SLAs and retention strategies for strategic accounts.</p></li><li><p>
Collaborate with cross-functional teams, including technical, product, and operations teams, to resolve escalated issues and implement process improvements.</p></li><li><p>
Drive the adoption of tools, processes, and reporting mechanisms that enhance team efficiency and client satisfaction.</p></li><li><p>
Ensure internal alignment to optimize payment cycles and implement scalable solutions.</p></li><li><p>
Analyze account performance and provide strategic insights to enterprise clients to drive GTV growth.</p></li><li><p>
Lead initiatives to identify and capitalize on upselling or cross-selling opportunities with existing merchants.</p></li><li><p>
Oversee reporting processes, providing data-driven recommendations to both clients and internal teams.</p></li><li><p>
Identify opportunities for process improvement within the account management function.</p></li><li><p>
Share insights with leadership to influence product development, features, or services based on client feedback.</p></li><li><p>
Ensure ongoing excellence in enterprise account management.</p></li></ul><p><br>
<br>
<b>What you will bring to the party:</b></p><ul><li><p>
4+ years of experience in account management or client relationship roles within Financial Services, Fintech, or a High-Growth Startup.</p></li><li><p>
Proven success in managing large-scale, strategic enterprise accounts.</p></li><li><p>
Experience in developing and executing retention, upselling, and performance optimization strategies.</p></li><li><p>
Strong client-facing and executive-level communication skills, with the ability to establish credibility and trust.</p></li><li><p>
Proficiency in analyzing data and providing actionable insights to improve client performance.</p></li><li><p>
Proven ability to inspire and drive a high-performing account management team.</p></li><li><p>
Familiarity with payment processing systems, reporting tools, and CRMs.</p></li><li><p>
Advanced proficiency in Excel/Google Sheets for data analysis and reporting.</p></li><li><p>
Strong analytical mindset with the ability to translate data into actionable insights.</p></li><li><p>
Experience with workplace tools like Slack, ticketing systems, and CRMs.</p></li><li><p>
Fluent in English; Arabic is a plus.</p></li></ul><p><b><br>
Are you ready to shape the future of payments in MENA?</b></p></div>

Manager, Business Account Management

Salesforce

<div><p><i>To get the best candidate experience, please consider applying for a maximum of 3 roles within 12 months to ensure you are not duplicating efforts.
</i></p><p></p><p>Job Category
</p>Customer Success
<p></p><p>Job Details
</p><p></p><p><b>About Salesforce
</b></p><p>Salesforce is the #1 AI CRM, where humans with agents drive customer success together. Here, ambition meets action. Tech meets trust. And innovation isn&rsquo;t a buzzword &mdash; it&rsquo;s a way of life. The world of work as we know it is changing and we're looking for Trailblazers who are passionate about bettering business and the world through AI, driving innovation, and keeping Salesforce's core values at the heart of it all.
</p><p></p><p>Ready to level-up your career at the company leading workforce transformation in the agentic era? You&rsquo;re in the right place! Agentforce is the future of AI, and you are the future of Salesforce.
</p><p></p><p>The CSG Account Partner (AP) is a passionate and strategic sales leader. This person will sell the full portfolio of Success Cloud offerings to designated accounts. The AP must be a strategic problem solver with enterprise, commercial, and cross-functional skills, demonstrate high energy, and have strong sales management experience.
</p><p>The AP will earn the right to be a trusted advisor to the customer, with the primary goal of helping customers generate significant business value from their Salesforce investment. This individual will be encouraged to understand and handle our customers throughout their lifecycle, driving adoption through sales activity for new and existing customers; this will include pipeline generation and delivering sales presentations to C-level clients. The primary measurement of success for this role will be YOY growth in overall services bookings and revenue.
</p><p></p><h3 class="jobSectionHeader"><b>Responsibilities
</b></h3><ul><li><p>Exceed CSG Success Cloud growth and bookings; ensure organizational health and customer satisfaction goals as a regional leader.
</p></li><li><p>Use industry expertise and business sense to understand a customer's motivation, business drivers, strategic goals, and desired business outcomes.
</p></li><li><p>Engage customers, especially at the C-Level, using a consultative selling approach that positions Salesforce and yourself as a long-term trusted advisor.
</p></li><li><p>Build a compelling vision and clearly communicate transformative solutions with the goal of generating significant success and business value from a customer's investment in the Salesforce Platform.
</p></li><li><p>Develop and handle a territory plan and a personalized account plan for each customer, aligned with their business goals.
</p></li><li><p>Forecast accurately and timely; build a pipeline and progress opportunities to deliver Success Cloud YOY revenue growth.
</p></li><li><p>Form positive relationships with the License Sales organization and regional Alliances/Partner organizations that are instrumental to success.
</p></li><p></p><li><p>Be a recognized role model for collaboration, leadership, and overall business results.
</p></li></ul><p></p><h3 class="jobSectionHeader"><b>As an Accou </b><b>nt Partner, you will:
</b></h3><ul><li><p>Be internally and externally recognized as a business contributor, industry, or product specialist.
</p></li><li><p>Possess a high level of knowledge regarding emerging business/industry trends and product direction.
</p></li><li><p>Determine the best customer success approach based on general direction from senior management.
</p></li><li><p>Work on complex business issues and initiatives that require deep business or industry knowledge.
</p></li><li><p>Act as an advisor on complex issues and initiatives, exercising discretion and latitude in reaching goals.
</p></li><li><p>Lead cross-functional teams and mentor others.
</p></li></ul><p></p><h3 class="jobSectionHeader"><b>Basic Qualifications &amp; Skills
</b></h3><ul><li><p>7+ years of consultative sales experience with a consistent record of exceeding quota.
</p></li><li><p>5+ years of experience selling and/or delivering professional services for a strategic consulting firm or large-scale system integrator.
</p></li><li><p>Proven ability to develop and maintain C-level relationships where you are recognized as a trusted advisor.
</p></li><li><p>Experience growing accounts with large and complex pursuits ($1M+).
</p></li><li><p>High level of collaboration and the ability to excel in a complex, matrixed environment.
</p></li><li><p>Strong interpersonal skills and a team-player mentality.
</p></li><li><p>Ability to thrive in a fast-paced environment.
</p></li></ul><p></p><p>Unleash Your Potential
</p><p>When you join Salesforce, you&rsquo;ll be limitless in all areas of your life. Our benefits and resources support you to find balance and <i>be your best </i>, and our AI agents accelerate your impact so you can <i>do your best </i>. Together, we&rsquo;ll bring the power of Agentforce to organizations of all sizes and deliver amazing experiences that customers love. Apply today to not only shape the future &mdash; but to redefine what&rsquo;s possible &mdash; for yourself, for AI, and the world.
</p><p></p><p>Accommodations
</p><p>If you require assistance due to a disability applying for open positions please submit a request via this Accommodations Request Form .
</p><p></p><p>Posting Statement
</p><p>Salesforce is an equal opportunity employer and maintains a policy of non-discrimination with all employees and applicants for employment. What does that mean exactly? It means that at Salesforce, we believe in equality for all. And we believe we can lead the path to equality in part by creating a workplace that&rsquo;s inclusive, and free from discrimination. Know your rights: workplace discrimination is illegal. Any employee or potential employee will be assessed on the basis of merit, competence and qualifications &ndash; without regard to race, religion, color, national origin, sex, sexual orientation, gender expression or identity, transgender status, age, disability, veteran or marital status, political viewpoint, or other classifications protected by law. This policy applies to current and prospective employees, no matter where they are in their Salesforce employment journey. It also applies to recruiting, hiring, job assignment, compensation, promotion, benefits, training, assessment of job performance, discipline, termination, and everything in between. Recruiting, hiring, and promotion decisions at Salesforce are fair and based on merit. The same goes for compensation, benefits, promotions, transfers, reduction in workforce, recall, training, and education.</p></div><p></p>

Services Account Partner

Infosys

<div><b>Role Information</b><div><div><div><b>
Role </b></div><div>Senior Engagement Manager
</div></div><br>
<div><div><b>Role Designation </b></div><div>Senior Manager / Senior Manager &ndash; Client Services</div></div><br>
<div><div><b>
Career Stream </b></div><div>Global Markets</div></div><br>
<div><div><b>
Career Sub Stream </b></div><div>Client Services</div></div><br>
<div><div>
</div></div><br>
<div><div><b>Reports to </b></div><div>Group Senior Manager - Client Services</div><h2 class="jobSectionHeader"><b>
Billable</b><b> Role (Y/N)</b></h2><div>
 N</div></div><br>
<div><div><b>
Supervises </b></div><div>Associate Business Development Manager/ Associate Senior Manager - Client Services/ Associate Sales Manager</div><h2 class="jobSectionHeader"><b>
Billable Utilization
 </b></h2><div>NA</div></div><br>
<div><div><h2 class="jobSectionHeader"><b>
Financial Size
</b></h2><h2 class="jobSectionHeader"><b>(Revenue/ Budget/Span)</b></h2></div><div>
 ~ $80M per year across small, medium and large accounts.</div><div><h2 class="jobSectionHeader"><b>
Incumbency
</b></h2><h2 class="jobSectionHeader"><b>(Single/ Multiple)</b></h2></div><div>
 Multiple</div></div><br>
<div><div><h2 class="jobSectionHeader"><b>
Team Size &amp; Dispersion</b></h2><h2 class="jobSectionHeader"><b>
(Direct &amp; Indirect reports, Single/ Multiple locations)</b></h2></div><div>
 Number of Direct reports : 1 AEM and 1 EM. Likely to expand in future</div><div><h2 class="jobSectionHeader"><b>
Location
</b></h2><h2 class="jobSectionHeader"><b>(Onsite/ Offshore)</b></h2></div><h2 class="jobSectionHeader"><b>
Frankfurt, Germany</b></h2></div><div><h2 class="jobSectionHeader"><b><br>
</b></h2></div><br>
<br>
<div></div><div><h2 class="jobSectionHeader"><b>Operating Network </b><b>(Internal)</b></h2><h2 class="jobSectionHeader"><b>
Group Senior Manager - Client Services, Associate Senior Manager - Client Services/ Business Development Associate , All HBUs, IBU delivery, Finance, Legal, HR, CCD, IS, UPAMs, GEMs, DHs, IBU Heads, and NBD team.</b></h2></div><div><h2 class="jobSectionHeader"><b><br>
Operating Network </b><b>(External)</b></h2><h2 class="jobSectionHeader"><b>
Clients (CXOs, Business Leadership, IT Leadership and below, Procurement office, Client Audit &amp; compliance), Alliance partners, and other contractors (direct competitors, other companies managing PMO, independent contractors etc.)</b></h2></div></div><br>
<b>
Educational Qualification* and Experience Requirements</b><br>
<br>
10<div><div><div>
Senior Manager / Senior Manager &ndash; Client Services</div><div><b> Engineering Graduate</b></div><div><b> CA / Tier MBA*</b></div><div><b> Non Engineering Graduate</b></div><div><b> PhD</b></div></div><br>
<div><div><b>
Minimum No. of Years </b></div><div>11</div><div> 9</div><div> 11</div><div><b> Career Stream
</b></div></div><br>
</div><ul><li><i>Categorized based on Infosys recognized list of colleges and courses
</i></li></ul><br>
<b>For Higher Proficiency </b>10<div><div><div><b>
Career Stream </b></div><div><b>Engineering Graduate</b></div><div><b> CA / Tier MBA*</b></div><div><b> Non Engineering Graduate</b></div><div><b> PhD</b></div></div><br>
<div><div><b>
Minimum No. of Years </b></div><div>14</div><div> 12</div><div> 14</div><div> Global Markets</div></div><br>
</div>
1<div><div><div>
Global Markets</div></div><br>
<div><div>
</div></div><br>
</div><div></div><b>Areas of Responsibility</b><br>
<ul><li><b>Market Development and Prospecting</b></li></ul>
The Senior Manager &ndash; Client Services analyses the current accounts and target prospects to identify right set of Buyers, their buying patterns and help tailor offerings, solutions for specific industry segment, account. S/He is responsible for reaching out to identified target Buyers through multiple levers, such as Cold-calling, partnerships, events<br>
<ul><li><b>Opportunity Identification and Qualification</b></li></ul>
The Senior Manager &ndash; Client Services will navigate the account to identify varied kinds of deals in the account <b>in order to</b> increase Infosys' revenue and market share.<br>
<ul><li><b>Proposal Development, Negotiation and Closure
</b></li></ul>The Senior Manager &ndash; Client Services will form pursuit team across Infosys internal units / external partners if needed. S/He positions client-facing team with client, explain client context, coach the pursuit team, suggest win price and drive this among various BUs based on competitive intelligence, future potential, positioning with client. S/He sets up and facilitates proposal-coaching sessions between client and pursuit team's technical / domain experts and drives the proposal to closure.
<br>
<ul><li><b>Contracting and MSA</b></li></ul>
The Senior Manager &ndash; Client Services facilitates the discussion between Client and Infosys teams involved in contracting (Legal, Data Privacy..), and acts as the point-of-escalation if needed, <b>in order to</b> ensure quick closure of the contract with acceptable level of risk to Infosys.<br>
<ul><li><b>Account Planning and Review</b></li></ul>
The Senior Manager &ndash; Client Services develops the Account Plan in conjunction with the other stakeholders (Service line/HBU mix, revenues, profitability. S/He will develop relationship map, and market share analysis. S/He communicates and executes as per the A/c plan; and conducts periodic review of the plan with higher Management in Infosys <b>in order to</b> grow in the Account as per plan.<br>
<ul><li><b>Account Mining</b></li></ul>
The Senior Manager &ndash; Client Services identifies the right contacts within the client organization, secures meetings with the clients appropriately; sets appropriate agenda (client context, pain points, industry / competitive context, Infosys value proposition). S/He anchors meetings and closes any opportunities generated. S/He reviews meeting material <b>in order to</b> grow the account by positioning Infosys strategically and as an existing trusted partner.<br>
<ul><li><b>Account Operations</b></li></ul>
The Senior Manager &ndash; Client Services signs off on SOWs / Contracts and follows up with the client to sign off on the SOWS. S/He is responsible for Collections of AR.
<br>
<ul><li><b>Relationship Management</b></li></ul>
The Senior Manager &ndash; Client Services handles customer complaints about project executions across IBU delivery and HBUs, as well as negotiates on MSAs and SOWs (which the Commercial Senior Manager leads). S/He identifies and recommends the right Infosys executives (starting with Segment Heads) with whom the client can connect; sets up meetings and sets the right expectations. S/He sets up periodic reviews with important customer stakeholders as per the pre-agreed format.<br>
<br>
<b>Knowledge, Skills required for the role</b><br>
<br>
<b><i>Knowledge: </i></b>Knowledge of outsourcing business, cost &amp; revenue drivers for an IT organization, Business case creation, Financial ratios and analyses (IRR, NPV, ROCE etc.), Statistical analyses (regression, correlation, mean, median, mode, frequency distributions), and knowledge of legal &amp; contracting issues.<br>
<br>
<b><i>Skills: </i></b>Effective and structured communication skills (consultative skills combined with business case creation knowledge), conflict resolution / consensus building skills within Infosys as well as with partners / clients. Problem solving skills, negotiation skills, and commercial acumen. Identification of the political landscape, leadership skills, presentation skills and relationship-building skills (a good sense of humor is an advantage).<br>
<br>
<b>Performance Measures</b><br>
<ul><li><b>Revenue Growth, Revenue from New Relationships, Number of Large Deals Closed, Customer Satisfaction Index,</b></li></ul></div>

Senior Manager - Client Services - FS - Riyadh

Nutanix

<div><p><b>Hungry, Humble, Honest, with Heart.</b></p><p></p><p><b><br>
The Opportunity</b></p><p>
Nutanix is looking for a <b>Territory Account Manager </b>in Saudi Arabia. This role will focus on the mid-market <b>SMB </b>segment. As an Account Manager, you are responsible for selling Nutanix Products and Solutions through Channel Partners, leveraging alliances and ISVs and interacting directly with customers. You will also be working closely with a pre-sales specialist in your area.</p><p></p><p><b><br>
About the Team</b></p><p>
Our sales team at Nutanix is growing! We are a driven &amp; passionate team of salespeople who work with Channel Partners and Systems Engineers who desire to disrupt the current state of the data center. Our sales team at Nutanix has a keen ability to develop new accounts and penetrate new divisions and organizations within your assigned accounts. Nutanix provides unrivaled support and tools from the Engineering, Marketing, and Product Development departments for you to leverage to exceed sales performance goals. In this position, you would be working very closely with the leadership team and have a large amount of influence on sales team decisions and initiatives.</p><p></p><p><b><br>
Your Role</b></p><ul><li>
As a<b> </b>Territory Account Manager<b>, </b>you will be a key player within the Nutanix field sales team to drive net new business sales in the assigned territory.</li><li>
Demonstrate strong expertise in technical specifications required to sell Nutanix products and services to customers.</li><li>
Possess an aptitude for understanding how technology products and solutions solve business problems and the competitive landscape.</li><li>
Work collaboratively with employees within the sales function and cross-functional teams such as Marketing, Sales Operations, System Engineering, and Product Development.</li><li>
Target account selling, solution selling, and consultative sales techniques.</li><li>
Use SFDC, strong verbal and written communication skills, including presentation skills.</li><li>
Articulate the Nutanix value proposition, features, product messages and positioning.</li></ul><p></p><p><b><br>
What You Will Bring</b></p><ul><li>
Outside software sales, quota carrying, hunting, and successful closing skills experience.</li><li>
A track record of exceeding assigned sales quotas in multiple, continuous years.</li><li>
Deep understanding of the customers and partner ecosystem in the region and how the drive for simplicity, cloud-first strategies, and cost savings can build positive relationships and deliver significant sales success.</li><li>
An entrepreneurial spirit with an affinity for growth, collaboration, and teamwork.</li><li>
Keen ability to develop new accounts and penetrate new divisions and organizations within your assigned accounts.</li><li>
Highly organized, with deep knowledge of account planning and strategy.</li><li>
Bachelor&rsquo;s degree or equivalent experience</li></ul><p></p><p><b><br>
Work Arrangement</b></p><p>
On Site: This role is based on-site, offering the opportunity to collaborate face-to-face with team members in a dynamic and engaging work environment. Being physically present allows for seamless teamwork and direct access to resources that support your success. Additional team-specific guidance and norms will be provided by your manager.</p></div><p></p>

Territory Account Manager, Saudi Arabia

Trend Micro Inc.

<div><div>When you join Trend, you become part of a unique and diverse global family and you get to work towards a world safe for exchanging digital information.</div><div>
ABOUT TREND MICRO</div><div>
Trend Micro, a global cybersecurity leader, helps make the world safe for exchanging digital information. Fueled by decades of security expertise, global threat research, and continuous innovation, Trend Micro's cybersecurity platform protects hundreds of thousands of organizations and millions of individuals across clouds, networks, devices, and endpoints. As a leader in cloud and enterprise cybersecurity, the platform delivers a powerful range of advanced threat defense techniques optimized for environments like AWS, Microsoft, and Google, and central visibility for better, faster detection and response. With 7,000 employees across 65 countries, Trend Micro enables organizations to simplify and secure their connected world. For additional information, visit <div>www.trendmicro.com</div></div><div></div><div>
POSITION OVERVIEW</div><div>
The Major Account Manager (MAM) with [Saudi Arabia] will focus on proactively selling Trend Micro products and services into Major Enterprise Accounts. The Major Account Manager will drive to meet and exceed quota by engaging customers directly, leveraging and partnering with resellers and Global System Integrators.</div><div></div><div>
PRIMARY RESPONSIBILITIES</div><ul><li>
Act as the account lead for assigned accounts based on the Client Value Proposition</li><li>
Work closely with clients to identify needs, planned initiatives, business directions, and act as trusted adviser and advocate on best practices and solutions to address the clients&rsquo; IT and Cybersecurity goals and objectives</li><li>
Provide back up and support to client teams where required</li><li>
Recognized as the go-to person internally on the own client portfolio</li><li>
Partner internally with cross-functional teams &ndash; such as Technical, Regional Account Managers, Marketing &ndash; to understand customer goals and key performance metrics</li><li>
Pro-actively engage and drive opportunities with respective enterprise customers</li><li>
Develop and manage a reliable forecast and ensure disciplined use of Trend Micro sales forecasting, account plans and customer relationship tools</li><li>
Maintain sound knowledge of the industry, trends and the competitive posture of Trend Micro and other industry leaders regarding software product offerings and support services</li></ul><div></div><div>
SECONDARY RESPONSIBILITIES</div><ul><li>
Participate in industry conferences, trade shows and seminars, as required</li><li>
Participate in the planning and execution of programs designed to promote Trend Micro&rsquo;s activities</li><li>
Document and regularly maintain all relevant information in Salesforce</li></ul><div></div><div>
EXPERIENCE</div><ul><li>
5+ years&rsquo; experience in Account Management in Information Technology / Security solutions companies</li><li>
Experience of with in Oil &amp; Gas, Government, BFSI, Commercial market sectors</li><li>
Ability to effectively engage at the C level</li><li>
Working knowledge and experience in selling key cybersecurity, networking and IT products and solutions, as well as knowledge of top competitive solutions in the market</li><li>
Strong knowledge of Virtualization and cloud-based solutions preferred</li><li>
Pattern of quantifiable success in large account management and selling strategies</li><li>
Bachelor's Degree in Engineering, IT or Management with equivalent work experience preferred</li></ul><div></div><div>
Trend Micro strive to build an environment of equity and inclusion, which reflects diverse points of view. We welcome, value, promote, and celebrate diversity - the very experiences and attributes that make us who we are, including but not limited to race, ethnicity, nationality, gender, gender identification, sexual orientation, level of ability, age, religion, veteran status, socio-economic status, and political philosophy.</div><div>
We embrace change, empower people, and encourage innovation. Join Trend Micro and Thrive with us.</div></div>

Regional Account Manager

Beckman Coulter Diagnostics

<div><h3 class="jobSectionHeader"><b>Account Manager / Key Account Manager &mdash; Private Labs Segment (TLA / Automation)</b></h3><p><b>
Beckman Coulter Diagnostics</b></p><p>
Are you an Account Manager with a hunter demeanor and a passion for winning complex deals? Do you thrive on building strong customer relationships, understanding unmet needs, and creating smart, competitive solutions that drive measurable outcomes?</p><p>
Join our Beckman Coulter Diagnostics commercial team and take ownership of growth in the <b>Private Labs segment</b>, including <b>large, sophisticated Total Lab Automation (TLA) / Automation projects</b>.</p><h3 class="jobSectionHeader"><b>
Role Summary</b></h3><p>
The Key Account Manager (KAM) is responsible for establishing and strengthening robust relationships in the Private Labs segment, identifying and converting new profitable opportunities, and leading key activities across the full sales cycle&mdash;from account planning through implementation&mdash;while maintaining disciplined territory management.</p><h3 class="jobSectionHeader"><b>
Time Allocation</b></h3><ul><li><p><b>
80%</b> of time dedicated to visiting and engaging the Private Labs segment.</p></li></ul><h3 class="jobSectionHeader"><b>
Key Responsibilities</b></h3><p><b>
Key Account Management &amp; Market Execution</b></p><ul><li><p>
Establish relationships with key decision makers and KOLs in the private segment.</p></li><li><p>
Gather market intelligence and stay knowledgeable on existing contracts, competitor activity, and upcoming tenders.</p></li><li><p>
Build the right network within accounts and create customized solutions aligned to customer needs and business realities.</p></li><li><p>
Analyze market trends and customer dynamics to shape effective account strategies.</p></li><li><p>
Maintain a balanced, updated funnel and drive profitable growth through disciplined opportunity management.</p></li><li><p>
Close opportunities in large, complex accounts by initiating, developing, and delivering solutions that improve customer outcomes.</p></li><li><p>
Lead core activities including account planning, selling process execution, and post-sales implementation.</p></li></ul><p><b>
Commercial &amp; Contracting</b></p><ul><li><p>
Promote and customize business solutions using the Beckman Coulter commercial model (reagent deals, OTL, GPPRR).</p></li><li><p>
Establish relationships at account level to win competitive TLA opportunities.</p></li><li><p>
Negotiate long-term agreements and retain profitable accounts by ensuring outstanding service and customer experience.</p></li><li><p>
Promote direct entity presence across the private segment.</p></li></ul><p><b>
Cross-Functional Collaboration</b></p><ul><li><p>
Partner with Lab Consultants, Clinical Promotion, Product Management, and Applications to position Beckman Coulter as the supplier of choice for TLA solutions.</p></li><li><p>
Work with Sales leadership and TP companies to close menu gaps and strengthen solution competitiveness.</p></li><li><p>
Drive account-level initiatives such as performance partnership programs.</p></li><li><p>
Engage in DBS initiatives to accelerate Private Lab Chain wins.</p></li></ul><h3 class="jobSectionHeader"><b>
Key Metrics</b></h3><ul><li><p>
Private segment funnel size and quality</p></li><li><p>
Number of private lab chains won</p></li><li><p>
Private labs segment category growth</p></li><li><p>
Market penetration in private segment</p></li><li><p>
Profitability per account</p></li></ul><p></p><p>
Join our winning team today. Together, we&rsquo;ll accelerate the real-life impact of tomorrow&rsquo;s science and technology. We partner with customers across the globe to help them solve their most complex challenges, architecting solutions that bring the power of science to life.</p><p></p><p>
For more information, visit www.danaher.com.</p></div>

Key Account Manager - Private Labs-Central Region

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