Senior Client Manager

About the Company

Al Rostamani Group has been building its legacy since 1957, guided by commitment, care, and vision. The group operates across a wide range of sectors, including general trading, automobiles and heavy equipment, travel, foreign exchange, financial services, property management, construction, infrastructure development, and information technology services. It employs around 2,000 people representing 41 nationalities, creating a diverse and multicultural workplace.

Al Rostamani Communications is a major provider of IT and telecommunications solutions in the UAE and across other GCC countries, delivering integrated technology solutions and professional services.

Role Purpose

The Senior Client Manager is responsible for key client accounts, with a strong focus on understanding each client’s business situation and needs through careful analysis, empathy, and effective questioning. The role involves influencing clients toward ARC solutions by clearly communicating the value in terms that matter to them. This position owns a portfolio of larger, more strategic domestic-market clients, balancing client advocacy with the need to grow revenue and improve margins for ARC.

Key Responsibilities

The role calls for close alignment with the sales strategy so that ARC’s strategic goals are achieved. It also requires developing practical turnaround approaches to meet sales plans even in challenging situations, while ensuring that sales policies and procedures set by senior leadership are followed.

You will manage accounts in a structured way, defining a clear strategy to grow them profitably. This includes assessing ARC’s position against competitors and vendors to make sure the client’s requirements remain central to the proposed solution.

The position involves shaping and executing sales, marketing, and go-to-market plans, along with handling product strategy, pricing, costing, and profit margins. You will also design and roll out tactical promotions and integrated marketing programs for targeted customer groups.

Additional duties include managing existing and new customer relationships through cross-selling and upselling, driving market development, and expanding penetration within current accounts while opening new accounts and markets. Vendor management is also a major part of the role, including target and quota management, negotiation on product and pricing terms, marketing support, technical support, rebates, and the identification of new vendor partnerships to expand the portfolio.

The job further covers operational oversight such as inventory, vendor rebates, marketing funds, and technical support. You will be expected to manage product life cycles, support pre-sales architecture for large orders, and address operational challenges. The role also requires use of ARC sales tools and methodology to manage accounts, opportunities, pipelines, and forecasts effectively.

Building long-term client relationships, understanding client industries and strategies, and identifying both current and future business opportunities are essential. You will drive client satisfaction throughout the buying cycle, coordinate commercial agreements, and work to achieve revenue and margin targets while maintaining a strong customer-service mindset. Coordination with the Head of Sales, Business Unit Managers, pre-sales and post-sales teams, Project Managers, and suppliers is also required. Other tasks may be assigned by the line manager as long as they fall within the scope of the role.

Requirements

Applicants should hold a degree in Engineering or a related field. An Engineering degree plus an MBA is considered an advantage.

The role requires at least 12 years of relevant industry experience, with preference for hands-on ICT solutions sales experience across infrastructure, compute, networking, unified communications, IT security, and digital technologies.

Candidates must have experience working with reputable ICT system integrators in the UAE and a proven record of closing large ICT solution deals. Relevant vendor certifications are also required.

Strong technical and industry knowledge in IT is preferred, along with solid teamwork, written and verbal communication, and presentation skills. The ideal candidate will also bring excellent relationship-building, negotiation, and influencing abilities, with a strong results-driven mindset.

Additional Information

Al Rostamani Group looks for people who are motivated, hardworking, and eager to achieve meaningful results. Beyond experience and skills, the company also values passion for the role, a willingness to learn, and alignment with its core values of care, commitment, and vision.