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senior national account manager

Nudura Insulated Concrete Forms

<div>
 <strong>
  BUILD YOUR FUTURE WHILE YOU HELP BUILD A BETTER WORLD!
  <br/>
  <br/>
 </strong>
 As North America&rsquo;s largest roofing maintenance service provider, we&rsquo;re obsessed with making good roofs, and good buildings, better.
 <br/>
 <br/>
 Restoring instead of replacing wherever we can is the right thing for our customers and our planet, and it&rsquo;s a big part of what makes Tremco Roofing and WTI so unique.
 <br/>
 <br/>
 If you&rsquo;re looking for a place to build a career and a life, with great benefits, advancement opportunity, technology, people and a commitment to a sustainable future, you&rsquo;ve found it with us.
 <br/>
 <br/>
 Qualified applicants will receive consideration for employment without regard to their race, color, religion, national origin, sex, sexual orientation, gender identity, protected veteran status or disability.
 <br/>
 <br/>
 Tremco is currently searching for a
 <strong>
  National Accounts Manager - Grainger Specialist
 </strong>
 . This is a remote position. This role is primarily responsible for cultivating relationships and improving the revenue and profitability of existing and new National Accounts, along with developing the customer strategies within the National Accounts Program required to achieve, in part, the annual Tremco sales and profit plan.
 <br/>
 <br/>
 <strong>
  Specific Responsibilities
  <br/>
  <br/>
 </strong>
 ESSENTIAL DUTIES AND RESPONSIBILITIES:
 <br/>
 <br/>
 <ul>
  <li>
   Target new and develop existing National Account opportunities within the Grainger program.
  </li>
  <li>
   Establish senior level relationships within targeted National Accounts.
  </li>
  <li>
   Establish agreements, contracts, MSA&rsquo;s for long-term business with National Account customers.
  </li>
  <li>
   Identify perceived gaps in our value offerings that present opportunities for National Account growth.
  </li>
  <li>
   Manage a revenue forecast process for each National Account.
  </li>
  <li>
   Communicate closely with National Accounts Director, Business Development team within Tremco regarding National Account activity tied to product/service recommendations, bidding, estimating, quoting, project pipeline, forecast, etc.
  </li>
  <li>
   Identify and execute all required sales tools and resources required to positively impact National Account customer satisfaction.
  </li>
  <li>
   Manage margin, revenue growth and account targeting in alignment with Tremco and National Accounts program goals.
  </li>
  <li>
   Manage, mentor, lead team members aligned to the National Accounts program to ensure program goals are obtained.
   <br/>
   <br/>
  </li>
 </ul>
 <strong>
  Key Activities
  <br/>
  <br/>
 </strong>
 <ul>
  <li>
   Customer meetings, presentations, and events with Tremco / WTI / Grainger National Account team members.
  </li>
  <li>
   Develop programs, scopes-of-work, pricing, and contract negotiation for national projects.
  </li>
  <li>
   Lead weekly / bi-weekly cadence calls with National Account customers and aligned National Account support teams to ensure all internal/external stakeholders are up to date on the status of the program.
  </li>
  <li>
   Account conflict resolution with corporate contacts and field sales as needed.
  </li>
  <li>
   Presentations to corporate and sales management on account development progress and success.
  </li>
  <li>
   Provide coaching to Tremco reps and Tremco corporate account representatives assigned to manage / develop National Account opportunities (communication, messaging, presentation preparation, pricing, best practices, contract negotiations, proposal submission etc.).
  </li>
  <li>
   Actively communicate with Tremco representatives to ensure they are aware of all National Account responsibilities within their territory (goals and parameters of specific National Account programs; key contract elements; messaging to local site level contacts; expectations, deliverables, and timelines etc.).
  </li>
  <li>
   Participate in monthly meetings with Tremco/Grainger teams to update on past 30 day / next 30-day activities tied to National Account programs.
  </li>
  <li>
   Lead discussions with current and future National Account clients regarding OneTremco / WTI&rsquo;s capabilities in the area of new construction and existing infrastructure.
  </li>
  <li>
   Identify and target National Account clients biggest pain point, and drive education centered around building envelope
  </li>
  <li>
   solutions (roofing, rooftop safety, HVAC, fa&ccedil;ade, flooring, air barrier, below-grade waterproofing, parking structures etc.).
  </li>
  <li>
   Collaborate with WTI&rsquo;s Accounts team and aligned Tremco representatives to build complex, comprehensive long-term asset management plans (i.e. 5 to 10-year capital plans) that leverage cost avoidance opportunities by prioritizing proactive maintenance, repair, and restoration over replacement.
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   <br/>
  </li>
 </ul>
 <strong>
  Accountability
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  <br/>
 </strong>
 <ul>
  <li>
   Meet and exceed sales targets / plan based on National Accounts program goals.
  </li>
  <li>
   Add and develop new accounts within the National Accounts portfolio.
  </li>
  <li>
   Develop and facilitate senior level relationships at strategic accounts to leverage incremental sales growth.
  </li>
  <li>
   Ability to support international team and coordinate projects remotely (U.S., Canada, International).
  </li>
  <li>
   Provide monthly / quarterly reports on National Account activity.
  </li>
  <li>
   Assist in managing opportunities and reporting within Tremco&rsquo;s CRM systems.
  </li>
  <li>
   Provide monthly status updates regarding National Account activities, as part of the National Accounts intake process.
  </li>
  <li>
   Provide updates as part of the National Accounts MPGT monthly communication.
   <br/>
   <br/>
  </li>
 </ul>
 <strong>
  Other Requirements
  <br/>
  <br/>
 </strong>
 <ul>
  <li>
   Travel to National Account locations as needed based on priority business development.
  </li>
  <li>
   Actively participate in various tradeshows and industry networking events.
  </li>
  <li>
   Must have previous experience in developing large corporate accounts.
  </li>
  <li>
   Team selling and leadership experience.
  </li>
  <li>
   Provide strategic and technical insight utilizing industry specific best practices.
  </li>
  <li>
   Ability to present to large groups and deliver Tremco&rsquo;s value proposition.
  </li>
  <li>
   Proficient public speaker.
  </li>
  <li>
   Strong facilitation &amp; communication skills.
  </li>
  <li>
   Proficient in PowerPoint, Excel, Word, Outlook etc.
   <br/>
   <br/>
  </li>
 </ul>
 <strong>
  Critical Success Factors
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  <br/>
 </strong>
 <ul>
  <li>
   Self-starter - the ability to build something utilizing all available resources.
  </li>
  <li>
   Innovative &ndash; the ability to find new methods and solutions to complex and unique customer opportunities.
  </li>
  <li>
   Flexibility &ndash; the ability to work with multiple personality types across various divisions / functional areas.
  </li>
  <li>
   Technically Savvy &ndash; the ability to harness existing technology to become proficient at delivering a complete vision.
   <br/>
   <br/>
  </li>
 </ul>
 <strong>
  Education
  <br/>
  <br/>
 </strong>
 Bachelor's degree from four or 5-year college or university
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 <br/>
 <strong>
  Experience
  <br/>
  <br/>
 </strong>
 Four to seven years related experience and/or training
 <br/>
 <br/>
 The salary range for applicants in this position generally ranges between $150,000 and $160,000. This range is an estimate, based on potential employee qualifications, operations, needs, and other considerations permitted by law.
 <br/>
 <br/>
 <strong>
  Benefits
  <br/>
  <br/>
 </strong>
 Tremco offers a variety of benefits to its employees, including not limited to: health insurance, paid holidays, paid time off, 401(k) with company match, Company Pension Plan, Performance Based Commission, and continuing education.
 <br/>
 <br/>
 <ul>
  <li>
   Job Identification 12578
  </li>
  <li>
   Job Category Sales
  </li>
  <li>
   Posting Date 10/08/2025, 06:04 PM
  </li>
  <li>
   Degree Level Bachelor's Degree
  </li>
  <li>
   Job Schedule Full time
  </li>
  <li>
   Job Shift Day
  </li>
  <li>
   Locations 3735 Green Road, Beachwood, OH, 44122, US (Remote)
  </li>
 </ul>
</div>


National Account Manager

CES - MATLAB® in the Middle East

<div>
 <p>
  <strong>
   Job Summary
  </strong>
 </p>
 <p>
 </p>
 <p>
  As a Senior Account Manager, you will be responsible for selling MathWorks software and services to strategic accounts base in a geographic territory.
 </p>
 <p>
  Responsibilities include understanding the organization, their mission, and priorities. In addition, you will develop relationships with new and existing customers and identify and develop new business. You will work closely with the technical experts and marketing to bring the full range of MathWorks product and service offerings to the customer. The qualified candidate should have experience selling complex software solutions into large organizations.
 </p>
 <p>
 </p>
 <p>
  <strong>
   Responsibilities
  </strong>
 </p>
 <ul>
  <li>
   Achievement of quarterly and annual sales goals and revenue targets using a consultative sales approach (solution selling).
  </li>
  <li>
   Work closely with potential customers at different levels to understand and address users' requirements and management business issues.
  </li>
  <li>
   Gain access to and influence the appropriate decision makers to bring business opportunities to a successful conclusion.
  </li>
  <li>
   Prospect to find new customers in the assigned territory and increase the adoption of MathWorks products and services.
  </li>
  <li>
   Closely collaborate with your Application Engineering, Marketing and Sales Team to develop and execute the account strategy.
  </li>
  <li>
   Maintain an accurate record of all sales opportunities throughout the sales process using the CRM system and perform regular sales reporting.
  </li>
 </ul>
 <p>
 </p>
 <p>
  <strong>
   Minimum Qualifications
  </strong>
 </p>
 <ul>
  <li>
   M.Sc. or B.Sc. degree in an Engineering or Scientific discipline.
  </li>
  <li>
   5 to 8 years&rsquo; direct sales experience with customers in MENA territory preferably in selling technology products and services.
  </li>
  <li>
   Experience in using a CRM system.
  </li>
  <li>
   Fluency in English.
  </li>
  <li>
   Willingness to travel to customer locations.
  </li>
  <li>
   Self-driven, high-energy level.
  </li>
 </ul>
 <p>
 </p>
 <p>
  <strong>
   Additional Qualifications
  </strong>
 </p>
 <ul>
  <li>
   Arabic is a huge plus.
  </li>
  <li>
   Application Engineering or Sales Engineering experience welcome.
  </li>
  <li>
   A candidate with less experience can be considered possessing the appropriate level of experience, past success, and drive.
  </li>
 </ul>
 <p>
 </p>
 <p>
  <br/>
 </p>
 <p>
  <strong>
   About CES
  </strong>
 </p>
 <p>
  As the only partner of MathWorks in the Middle East, CES is helping companies unleash the value of simulation and digital transformation through advanced technology that harnesses the power of artificial intelligence, multidomain simulation, code generation and much more.
 </p>
 <p>
  MathWorks develops MATLAB and Simulink, the leading technical computing and simulation software globally used by engineers and scientists in most industries and across a wide array of engineering and research applications.
 </p>
 <p>
 </p>
</div>


Senior Account Manager

CoRE MENA

<p>Senior Accounting Manager</p><p>Job Summary:</p><p>We are seeking a detail-oriented and experienced Senior Accountant to manage and oversee our financial data and compliance by maintaining accurate books on accounts payable and receivable, and daily financial entries and reconciliations. The ideal candidate should have strong analytical and problem-solving skills and the ability to work independently.</p><p>Job Description</p><ul><li>Lead and manage all accounting operations, including accounts payable/receivable, general ledger, payroll, and reconciliations.</li><li>Ensure timely and accurate monthly, quarterly, and annual financial statements in compliance with IFRS and company policies.</li><li>Oversee VAT compliance, filings, and documentation in accordance with UAE tax laws, ensuring maximum recoverability where applicable.</li><li>Design, implement, and monitor internal controls over financial reporting and operations.</li><li>Prepare and manage budgets, forecasts, and variance analysis to support business planning and decision-making.</li><li>Act as the key point of contact for external auditors, tax advisors, regulatory bodies, and due diligence teams during the M&amp;A process.</li><li>Maintain complete and audit-ready financial records, supporting the company&rsquo;s readiness for future inspections or audits.</li><li>Provide financial analysis and strategic insights to management, supporting regional business growth initiatives.</li><li>Supervise and develop junior finance staff (if any), fostering a culture of accountability and continuous improvement.</li><li>Stay abreast of changes in UAE tax laws, accounting standards, and best practices, advising management accordingly.</li><li>Demonstrate international accounting knowledge and experience, ensuring alignment with global financial practices and compliance standards.</li><li>SAP experience is highly desirable, particularly in financial modules relevant to accounting and reporting.</li></ul><p>Required Qualifications &amp; Skills</p><ul><li>Bachelor&rsquo;s degree in Accounting, Finance, or a related field; a professional qualification ( CA ) is preferred.</li><li>Minimum 5&ndash;7 years of relevant experience, with at least 3 years in the UAE in a senior accounting or finance role.</li><li>Strong knowledge of UAE VAT laws, IFRS, and corporate tax compliance.</li><li>Hands-on experience with financial controlling, budgeting, and forecasting.</li><li>Proven experience in audit preparation.</li><li>Proficiency in accounting software and advanced MS Excel skills.</li><li>Experience with SAP is a strong advantage.</li><li>Familiarity with international accounting standards and cross-border financial operations.</li><li>Excellent analytical, organizational, and problem-solving abilities.</li><li>Strong interpersonal and communication skills, with the ability to collaborate effectively across teams.</li><li>Ability to work independently, maintain confidentiality, and meet tight deadlines.</li></ul><p>Job Type: Full-time</p><p>Experience:</p><ul><li>relevant : 5 years (Required)</li></ul><p>Job Type: Full-time</p>

Means Design

<p><b>PR Account Manager</b></p><p><b>This is a full-time role which reports to the PR Director.</b></p><p><b>Key Responsibilities include:</b></p><ul><li>Develop and implement strategic PR campaigns aligned with client objectives and brand positioning.</li><li>Serve as the main point of contact for assigned client accounts, ensuring day-to-day management, satisfaction, and campaign delivery.</li><li>Build and maintain strong relationships with English and Arabic media, influencers, and key industry stakeholders, particularly in the UAE/GCC region.</li><li>Supervise and mentor junior team members, ensuring high-quality output and professional growth.</li><li>Lead client calls, prepare PR plans, and provide regular reporting on coverage, KPIs, and ROI.</li><li>Draft, review, and oversee the creation of press releases, media kits, speeches, Q&amp;As, and talking points.</li><li>Provide the management with support during sensitive or clients crisis situations with proactive and reactive strategies.</li><li>Coordinate press events, influencer activations, interviews, and media briefings on behalf of clients.</li><li>Monitor media coverage and competitor activity, providing actionable insights and recommendations.</li><li>Collaborate with social media, digital, and marketing teams to ensure message consistency across channels.</li><li>Stay abreast of media trends, PR innovations, and shifts in the regional media landscape.</li></ul><p><b>Requirements:</b></p><ul><li>Bachelor&rsquo;s degree in Public Relations, Communications, Journalism, or related field.</li><li>4&ndash;6 years of PR experience, preferably within an agency, with proven client and junior team management skills.</li><li>Strong media network in the UAE/GCC region is essential.</li><li>Strong verbal and written communication skills in English.</li><li><b>Arabic fluency is highly desirable.</b></li><li>Proven ability to manage multiple accounts and deadlines in a fast-paced environment.</li><li>Experience in industries such as <b>hotel, hospitality, luxury, lifestyle, fashion, or F&amp;B</b> is essential.</li><li>Strong project management, strategic thinking, and organisational skills.</li><li>Experience in managing PR reporting, and agency coordination.</li><li>Knowledge of <b>digital PR, influencer engagement,</b> or <b>social media integration</b> is a highly desirable.</li></ul><p>Job Type: Full-time</p>

Sr. Account Manager - pr

Shamily Business Corporate Services

<p><b>Key Responsibilities:</b></p><ul><li><b>Financial Oversight:</b> Lead and manage the accounting department, ensuring accurate and timely financial reporting in compliance with UAE regulations.</li><li><b>Financial Reporting:</b> Prepare and review monthly, quarterly, and annual financial statements, including profit and loss statements, balance sheets, and cash flow statements.</li><li><b>Budgeting &amp; Forecasting:</b> Develop and manage budgets, forecasts, and financial plans to support strategic decision-making.</li><li><b>Internal Controls:</b> Implement and maintain robust internal controls to safeguard company assets and ensure the integrity of financial data.</li><li><b>Audit Coordination:</b> Coordinate with external auditors during audits and ensure timely completion of statutory audits.</li><li><b>Tax Compliance:</b> Ensure compliance with VAT, corporate tax, and other relevant tax regulations in the UAE.</li><li><b>Team Leadership:</b> Supervise, mentor, and develop accounting staff, fostering a collaborative and efficient work environment.</li><li><b>Process Improvement:</b> Identify opportunities for process improvements and implement best practices to enhance efficiency and accuracy in accounting operations.</li></ul><p><b>Qualifications:</b></p><ul><li><b>Education:</b> Bachelor's degree in Accounting, Finance, or a related field. A professional accounting qualification (e.g., CPA, ACCA) is preferred.</li><li><b>Experience:</b> Minimum of 3-4 years of progressive accounting experience, with at least 3 years in a managerial role, preferably within the UAE.</li><li><b>Technical Skills:</b> Proficiency in accounting software and Microsoft Excel. Experience with ERP systems is advantageous.</li><li><b>Knowledge:</b> Strong understanding of UAE financial regulations, tax laws, and accounting standards.</li><li><b>Language Skills:</b> Fluency in English is required; proficiency in Arabic is a plus.</li></ul><p>Job Type: Full-time</p><p>Pay: AED4,000.00 - AED5,000.00 per month</p>

Infosys

<div><b>Role Information</b><div><div><div><b>
Role </b></div><div>Business Development Manager</div></div><br>
<div><div><b>
Role Designation </b></div><div>Business Development Manager/ Sales Manager<br>
Senior Business Development Manager/ Senior Sales Manager</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>Sales</div></div><br>
<div><div>
</div></div><br>
<div><div><b>Reports to </b></div><div>Sales Head</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>Not specified</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>
 2-3 New accounts (1-2 class A) per half<br>
US$ 1-2M per half</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>
 TAL of 30-35 account; 7-10 being Class A/Must Win<br>
Number of Direct reports : 1-2</div><div><h2 class="jobSectionHeader"><b>
Location
</b></h2><h2 class="jobSectionHeader"><b>(Onsite/ Offshore)</b></h2></div><h2 class="jobSectionHeader"><b>
Onsite / Offshore</b></h2></div><div><h2 class="jobSectionHeader"><b><br>
</b></h2></div><br>
<div><h2 class="jobSectionHeader"><b>Operating Network </b><b>(Internal)</b></h2><h2 class="jobSectionHeader"><b>
Head of Sales, Account Development Specialist, All HBUs, IBU delivery, Finance, Legal, HR, CCD, IS, UPAMs, GEMs, DHs, IBU Heads, NBD team, HoS</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 and compliance), Alliance partners, other contractors at Client (direct competitors, other companies managing PMO, independent contractors etc.)</b></h2></div><br>
</div>
0<div><div><div>
Business Development Manager/ Sales Manager<br>
Senior Business Development Manager/ Senior Sales Manager</div></div><br>
<div><div>
Generate leads through &ndash; meetings / presentations at conferences, partner contacts, contacts in client organizations, news reports, analysts, and deal consultants. Do customer profiling, A/C Planning and set revenue / margin targets by services line at the account level. Create and / or edit messaging around Infosys services and solutions as is necessary. Identify and secure meetings with the right contacts in the client organization; Anchor meetings and pursue any opportunities generated with the help of pre-sales, partner units and external partners. Research and provide analysis on all key accounts to attain an understanding of needs, develop organization charts / structures for all key accounts. Identify the right team internally and for meetings, identify the right external partners (based on fitment, market presence, internal capabilities, and price and prospect preference), Provide intelligence on competition, Figure out the target price, help get the internal approvals, co-develop and provide inputs to model / solution and provide content as is necessary. Negotiate teaming agreements and prices with external partners. Negotiate MSA terms and conditions. Effectively handover the project to delivery for execution (in case of the won projects). Develops account plan, relationship map, Signs off on SOWs, submits invoices, follows up for payment release. Handover the account to the right person(mostly an EM) at the right time based on guidance from the manager WITH THE OBJECTIVE OF coming up with a winning strategy to meet A/C opening and revenue targets, penetrating the account by positioning Infosys strategically and as a trusted partner, develop a winning proposal, ensure a win and sufficient and necessary document to start the work, creating a pipeline of opportunities across the service mix, creating a long term relationship with the prospect and growing in the account as per 18 m plan and ensuring account is moved from &quot;hunt&quot; to &quot;farm&quot; mode WITHIN the assigned set of accounts and within organizational policies and guidelines.</div></div><br>
</div><br>
<b>
Educational Qualification and Experience Requirements</b><br>
<br>
20<div><div><div>
Business Development Manager/ Sales Manager<br>
Senior Business Development Manager/ Senior Sales Manager</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><b> Career Stream </b></div><div>NA</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>20<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> Global Markets</div><div> NA</div></div><br>
</div><br>
2<div><div><div>
Global Markets</div></div><br>
<div><div>
Knowledge of business processes of the client and the underlying Economics of the industry, competitive dynamics<br>
</div></div><br>
</div><br>
<div></div><b>Areas of Responsibility</b><br>
<ul><li><b>Business Planning &ndash; Organization / Unit Level</b></li></ul>
The Business Development Manager will provide revenue and profitability numbers for TAL accounts. S/He will market / segment analysis and needs / services / solutions identification to the HOS, <b>in order to</b> help setting revenue / margin goals at the unit level.<br>
<ul><li><b>Sales Planning and Review
</b></li></ul>The Business Development Manager will, for the assigned the target accounts(TAL) identified by HoS, do customer profiling, A/C Planning and set revenue / margin targets by services line at the account level, <b>in order to</b> come up with a winning strategy to meet A/C opening and revenue targets.<br>
<ul><li><b>Market Development</b></li></ul>
The Business Development Manager will persuade clients to provide and commit to industry wide reference, analyst references, case studies, joint webinars, and joint speaking engagements. S/He will provide input on specific events / sponsorships to corporate marketing. Create and / or edit messaging around Infosys services and solutions as is necessary, participate in events and conferences, identify new alliances, participate in joint alliance marketing events, and conferences <b>in order to</b> support revenue growth and increase ROI on events.<br>
<ul><li><b>Customer Prospecting</b></li></ul>
The Business Development Manager will identify the right contacts in the client organization, secure meeting with the clients concerned, set appropriate agenda (client context and pain points, industry / competitive context, Infosys value propositions, anchor meetings and pursue any opportunities generated with the help of pre-sales, partner units and external partners, research and provide analysis on all key accounts to attain an understanding of needs, develop organization charts / structures for all key accounts.<br>
<br>
The Business Development Manager will create a/c plan, enlist executive sponsorship, ensure active participation from HBUs / Partners concerned, provide account context (includes topics to avoid), allocate roles and responsibilities for ongoing client interactions, review meeting material <b>in order to</b> penetrate the account by positioning Infosys strategically and as a trusted partner. S/He generates leads through &ndash; meetings / presentations at conferences, partner contacts, contacts in client organizations, news reports, analysts, deal consultants, <b>in order to</b> create a pipeline of opportunities (unqualified pipeline).<br>
<ul><li><b>Opportunity Identification and Qualification</b></li></ul>
The Business Development Manager will identify the opportunities in the TAL and get them qualified for pursuit, create an opportunity plan for top opportunities, ensure alignment with appropriate partner units, exec sponsorships etc.<b> in order to</b> create a healthy pipeline across the service mix.<br>
<ul><li><b>Proposal Development</b></li></ul>
The Business Development Manager will identify the right team (with help of HoS, if required), right external partners (based on fitment, market presence, internal capabilities, price and prospect preference). S/He will provide intelligence on competition, Figure out the target price, help get the internal approvals, co-develop and provide inputs to the model / solution and provide content as is necessary <b>in order to</b> develop a winning proposal.<br>
<ul><li><b>Proposal Negotiation and Closure</b></li></ul>
The Business Development Manager will set up meeting with the prospect to present technical proposal, discuss the commercials, identify the right team for the meetings, negotiate commercials, get LOE / SOW, and upload the LOE/SOW in the system, <b>in order to</b> ensure a win and sufficient and necessary document to start the work and negotiate teaming agreements and prices with external partners <b>in order to</b> get the best price. S/He will unsure effective handover of the project to delivery for execution (in case of the won projects).<br>
<ul><li><b>Contracting and MSA</b></li></ul>
The Business Development Manager will identify &quot;MSA accounts&quot;, position Infosys as strategic partner with presenting value proposition and create environment for signing an MSA (e.g. empanelment.), negotiate MSA terms and conditions <b>in order to</b> create a long term relationship with the prospect.<br>
<ul><li><b>Account Planning and Review</b></li></ul>
The Business Development Manager will develop the Account Plan in conjunction with the other stakeholders (Service line mix, revenues, profitability.) S/He develops relationship map, market share analysis, owns, communicates and executes as per the A/c plan, and conducts periodic review of plan with higher Management <b>in order to</b> grow in the Account as per 18m plan.<br>
<ul><li><b>Account Mining</b></li></ul>
The Business Development Manager will identify the right contacts in the client organization, secure meeting with the clients concerned and sets appropriate agenda (client context and pain points, industry / competitive context, Infosys value propositions), anchor meetings and close any opportunities generated.<br>
S/He will ensure active participation from HBUs / partners concerned provides account context (including topics to avoid), allocates roles and responsibilities for ongoing client interactions, reviews meeting material, <b>in order to</b> grow the account by positioning Infosys strategically and as an existing trusted partner. Handover the account to the right person (mostly an EM) at the right time based on guidance from the manager <b>in order to</b> ensure account is moved from &quot;hunt&quot; to &quot;farm&quot; mode.<br>
<ul><li><b>Account Operations</b></li></ul>
The Business Development Manager will sign off on SOWs / Contracts and follow up with the client to sign SOWs and upload into OMS. S/He submits invoices to client periodically and resolves any disputed amounts invoiced, follows up with clients (at succeeding levels if necessary) for release of payments, identifies the right list of clients for CSAT and follows up with client if necessary for CSAT and ELF <b>in order to</b> minimize revenue leakage for services delivered and enhance client satisfaction.
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The Business Development Manager will (Cimba Related) engage in creation of company, opportunity, contacts, proposal, proposal number, ensure creation of OM; ensure opportunity is kept up to date in terms of profile, start date, value etc. Schedule top 10 opportunity, pipeline and account review with HoS on defined periodic basis <b>in order to</b> ensure discipline, availability of data (person independence), right projections at the org level and data driven decision making.<br>
<ul><li><b>Relationship Management</b></li></ul>
The Business Development Manager will handle customer complaints about project executions across IBU delivery and HBUs identify and recommend the right Infosys executives with whom the client can connect, set up meetings and set the right expectations. S/He recommends public engagements / conferences / Infosys events that the client and Infosys can jointly benefit from, gets the clients to participate in events and conferences of mutual benefit, sets up periodic reviews with important customer stakeholders per pre-agreed format, expectation setting with individual clients (who can be influenced) before the Account relationship review document is presented formally, publishing of action items and tracking to closure.<br>
3rd party: S/He develops relationship with third party vendors as is necessary.
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The Business Development Manager will (Within Infosys) collaborate with Delivery management (HBU &amp; IBU delivery), HoS, Finance / Legal and IBU Leadership to resolve escalations. S/He identifies and sells to Infosys executives the specific client they should connect with, prepares executive briefing documents. Coaches on high level messages that resonate with account context. S/He identifies the right speakers / hosts (including self if applicable- higher proficiency) at the conferences with whom the client can connect / address the audience, incorporates internal feedback on the relationship review document to be presented, allocates roles to Infosys participants in the review and track action items to closure, <b>in order to </b>ensure a delighted customer.<br>
<ul><li><b>People Management</b></li></ul>
The Business Development Manager will guide team members, career planning, mentoring, reviews, appraisals, salary input, promotion input, grievance handling, <b>in order to</b> ensure an engaged employee.<br>
<ul><li><b>Organization Initiatives</b></li></ul>
The Business Development Manager will take part in the organization level initiatives as guided by the manager <b>in order to</b> contribute to the growth / success of the organization.<br>
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<b>Knowledge, Skills required for the role</b><br>
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<b><i>Knowledge:</i></b> Knowledge of outsourcing business, cost and revenue drivers for an IT organization, Business case creation, Financial ratios and analysis (IRR, NPV, ROCE etc.), Statistical analysis (regression, correlation, mean, median, mode, frequency distributions), Presentation skills, knowledge of legal and contracting issues, develop a high level knowledge (including value proposition) of Infosys&rsquo; offerings.<br>
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<b><i>Skills:</i></b> Effective and structured communication skills (consultative skills when combined with business case creation above), conflict resolution / consensus building skills, problem solving skills, negotiation skills, Commercial Acumen, identification of political land, sense of humor, leadership and networking skills.<br>
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<b>Performance Measures</b><br>
<ul><li><b>Sales Planning and Review
</b></li></ul><ul><li>18 month Revenue</li><li>
Number of new A/Cs opened</li><li>
Profitability</li><li>
Service Line Mix</li></ul>
<ul><li><b>Market Development</b></li></ul>
Number of references provided<br>
<ul><li><b>Customer Prospecting</b></li></ul>
Unqualified Pipeline<br>
<ul><li><b>Opportunity Identification and Qualification</b></li></ul>
Qualified Pipeline<br>
<ul><li><b>Proposal Development</b></li></ul>
Win ratio<br>
<ul><li><b>Proposal Negotiation and Closure</b></li></ul><ul><li>
Win ratio</li><li>
Revenue at risk</li></ul>
<ul><li><b>Contracting and MSA</b></li></ul><ul><li>
Suggested - time to close MSA</li><li>
Ensuring MSAs are up to date</li></ul><br>
<ul><li><b>Account Planning and Review</b></li></ul><ul><li>
Account Revenue</li><li>
HBU Revenue mix</li><li>
Account margin</li><li>
Number of large deals</li><li>
Percentage of non-linear revenue</li></ul>
<ul><li><b>Account Mining</b></li></ul><ul><li>
Number of new buying centers</li><li>
$ From new buying centers</li><li>
Number of new service lines</li><li>
$ from new service lines</li></ul>
<ul><li><b>Account Operations</b></li></ul><ul><li>
RAR, DSO days</li><li>
CSAT Score</li><li>
ELF score</li><li>
Sales process compliance (percentage) - generated in Cimba</li></ul>
<ul><li><b>Relationship Management</b></li></ul><ul><li>
Number of client escalations</li><li>
Number of CXO meetings</li><li>
CSAT</li><li>
ELF scores</li></ul>
<ul><li><b>People Management</b></li></ul>
Score on 360-degree feedback<br>
<ul><li><b>Organization Initiatives</b></li></ul>
Number of organization level initiatives<br>
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<b>Additional Criteria for Higher Proficiency:</b><br>
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<b>Tasks</b>:
<br>
Bigger portfolio, a team of ABDM/BDMs, Org level initiatives</div>

Business Development Manager - FS

Trend Micro

<div>
 <strong>
  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.
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 </strong>
 <strong>
  About Trend Micro
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  <br/>
 </strong>
 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 www.trendmicro.com
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 <strong>
  Position Overview
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 </strong>
 The Regional Account Manager (RAM) with
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  [U
 </strong>
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  AE/ Dubai]
 </strong>
 will focus on proactively building new clients and grow assigned territories by working closely with our Technical, Channel Partner and Marketing team to formulate selling strategies and campaigns - to build trusted relationships with customers and their senior representatives. The Regional Account Manager is accountable for achieving and overachieving sales target to contribute to the sales performance of the assigned region. The Regional Account Manager will be the trusted advisor of Trend Micro as you articulate and promote the company&rsquo;s value proposition and services to customers.
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  Primary Responsibilities
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 </strong>
 <ul>
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   Identify and pro-actively target prospects and existing clients to drive the adoption of Trend Micro technologies and services
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   Increasing market share in the defined territory objectives of accounts and develop market strategies for each product and service
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   Knowledge of assigned territory, connect with CIO/CISO to create and grow opportunities
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   Work with relevant stakeholders (Pre-Sales, Marketing and Sales Head) to take the right value proposition to Channel CEO and associated sales and technical teams
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   Attain revenues goals per quarter allocation in line with BU goals
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   Develop relationships with our ecosystem of alliances or technology partners (AWS/ Microsoft/ Vmware/ Google)
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   Knowledge of security frameworks like Zero Trust, SASE, UEBA, XDR and Security Platforms like SIEM and SOAR can be added advantage
  </li>
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   Document and maintain all account information in Salesforce to facilitate opportunity management, accurate revenue forecasting, and account planning
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   Communicate relevant information to stakeholders to facilitate decision making
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   Build and maintain client contacts and relationships by understanding client&rsquo;s business and requirements
  </li>
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   Consult customers on cyber security initiatives and drive constant engagement from demos till post implementation support
  </li>
  <li>
   Lead and support any client meetings/calls
  </li>
  <li>
   Hold and participate in the account review meetings to discuss claims customer experience, service performance and client feedback as well as possible future opportunities for CVP
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  </li>
 </ul>
 <strong>
  Secondary Responsibilities
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 </strong>
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   Exposure to both End Customer Environments and Channels
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   Selling value to CIO, and complex multiple customer scenario showcasing technical and sales expertise
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   Proven Account Management experience in commercial sector
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   Knowledge of competition, new cybersecurity technologies, upcoming trends (Cloud, Digital Transformation, IIoT, industry etc), country regulations that affect target markets
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   Must have growth-oriented mindset and experience of working in the collaborative environment
  </li>
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   Collaborative across various functions such as Technical, Marketing, Channel, to ensure customer success at all level
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   Ability to network, create and build strong relationships senior executive relationships
  </li>
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   Excel in presenting business value proposition, solutions/benefits of complex technology in easy-to-understand business language
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  </li>
 </ul>
 <strong>
  Experience
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 </strong>
 <ul>
  <li>
   Minimum 6 years of relevant Sales Experience and preferably few years in Security Industry.
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   Account Management certification such as SPIN or TAS would be highly regarded.
  </li>
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   Sales Based Certifications
  </li>
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   Security Certification
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   <br/>
  </li>
 </ul>
 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.
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 We embrace change, empower people, and encourage innovation. Join Trend Micro and Thrive with us.
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</div>


Regional Account Manager

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