Sales - Account Lead

Overview

A strategic and results-driven sales professional responsible for leading business growth within a defined portfolio of named accounts. The Account Lead owns the end-to-end sales cycle, develops long-term client strategies, and ensures revenue growth across assigned accounts. Acting as the key bridge between clients, internal teams, and vendor partners, the Account Lead is accountable for building executive-level relationships, shaping account strategies, and closing complex opportunities, all in full alignment with the Country Account Director.

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.