Summary
Ghobash Group’s CNS is seeking a Senior Account Manager for strategic accounts, with the role based in Abu Dhabi. The position focuses on growing client relationships and selling tailored IT solutions across Government, Oil & Gas, and Defense, including account planning, pipeline forecasting, bids, and contract negotiations. The successful candidate should have 7+ years of relevant account management, client relations, or sales experience and strong relationships across the target sectors. A bachelor’s degree in business administration, marketing, or a related field is required; an MBA is desirable.
The posting
As published on ghobash.com. Pulled from the employer's site and shown as they wrote it.
Company Description
CNS is a technology company that powers the future by providing digital solutions essential to support all enterprise and human development. While growing and managing a robust pool of supplier-partners for the benefit of our clients has always been a priority, we are constantly re-inventing ourselves.
Founded in 1987 with more than 30 years of experience, CNS employs over 320 employees including more than 250 certified engineers. We offer in-depth expertise and a range of best-in-class products that support the digital transformation of all major industries. With offices in three countries, we have an extensive reach into, and regional knowledge of the Middle East markets.
A shift into levering our many years of experience to develop pioneering software in-house will add yet another dimension to our highly innovative solutions-portfolio.
Job Description
We are seeking a client-focused Senior Account Manager to drive business growth and manage strategic accounts across Abu Dhabi, with a strong focus on the Government, Oil & Gas, and Defense sectors. The role will be responsible for building and maintaining senior-level client relationships, identifying new business opportunities, expanding CNS’s presence within strategic accounts, and positioning tailored IT solutions aligned with customer requirements and business objectives.
The ideal candidate will have a strong understanding of the Abu Dhabi Government, Oil & Gas, and Defense market, an established network across key government entities, enterprises, and industry stakeholders, and a proven track record of selling complex IT solutions and services. The role requires strong account management, business development, pipeline management, tender and bid management, and commercial negotiation capabilities.
DUTIES & RESPONSIBILITIES
Strategic Account Management & Business Development
- Build and maintain long-term relationships with key clients across Dubai and the Northern Emirates, acting as a trusted advisor and business partner.
- Drive business growth by identifying and developing new accounts, nurturing existing relationships, and expanding CNS’s footprint across assigned sectors.
- Develop and maintain a clear account plan for each major client, aligned with annual sales targets and CNS’s solution portfolio.
Sales Planning and Forecasting
- Create and manage a structured sales pipeline, ensuring accurate revenue forecasting and timely opportunity tracking.
- Identify upcoming projects and budget cycles within key accounts to proactively position CNS solutions.
- Monitor regional market dynamics and competitor activity to inform sales strategies and differentiate CNS offerings.
Solution Selling & Bid Management
- Propose tailored, value-driven technical and commercial solutions across CNS’s full portfolio of IT services and solutions
- Collaborate with pre-sales, principals, and solution architects to deliver compelling proposals, presentations, and demonstrations.
- Lead contract negotiations to closure, ensuring profitability, compliance, and customer alignment.
Customer Satisfaction & Retention
- Ensure high levels of customer satisfaction by maintaining frequent engagement, understanding evolving needs, and resolving issues proactively.
- Serve as a key escalation point, collaborating with delivery, project management, and support teams to resolve client challenges.
Internal Collaboration and Reporting
- Work closely with PMO, finance, collections, and contract teams to support smooth project execution and timely billing.
- Maintain up-to-date client and opportunity data in CRM platforms (e.g., Salesforce, HubSpot).
- Prepare regular status reports and pipeline updates for senior sales management.
Qualifications
Education
- Bachelor’s degree in business administration, Marketing, or related field
- Master’s Degree (MBA or related field) (Desired)
Experience
- 7+ years in account management, client relations, or sales, in Oil & Gas & Defense.
- 10+ years with a proven track record in managing key accounts or enterprise clients (Desired)
Additional Information
Skills & Abilities
- Strong relationship with customers
- Demonstrated achievement of high quota
- Opportunity Qualification
- Proposal Development
- Closing
- Account Planning and Alignment
- Customer Relationship Management
Compliance with policies and procedures based on the ISO standards adopted by CNS.