About Us
icetana is a global leader in AI-powered video analytics, delivering real-time anomaly detection solutions to enhance situational awareness and security for critical infrastructure, campuses, smart cities, and large enterprises. Our technology helps clients monitor vast camera networks with AI that highlights abnormal behaviors, dramatically reducing the burden on human operators.
Role Overview
We are seeking a driven and strategic Key Accounts Manager to lead and expand our customer and partner footprint across the Middle East. This role will be responsible for nurturing strategic relationships, managing key enterprise accounts, and driving revenue through channel and direct sales initiatives. The ideal candidate brings strong domain knowledge in AI, physical security, or video surveillance technologies, and has a proven track record in managing complex B2B sales cycles across the region.
Key Responsibilities
- Develop and execute account strategies for key clients across sectors such as government, transportation, critical infrastructure, and enterprise (property developers /malls)
- Own and manage the renewal process, ensuring high customer satisfaction and retention.
- Identify upselling and cross-sell opportunities to maximize customer value.
- Proactively address potential churn risks in collaboration with internal teams.
- Manage a portfolio of existing high-value clients, ensuring ongoing satisfaction, renewals, and expansion opportunities.
- Identify and develop new business opportunities through both direct engagement and channel partnerships.
- Act as the primary point of contact for assigned accounts, fostering trusted advisor relationships with senior stakeholders.
- Conduct regular check-ins and business reviews to drive engagement and retention.
- Collaborate with solution engineers and product teams to align client requirements with Icetana’s capabilities.
- Provide accurate forecasting, pipeline updates, and account plans to internal leadership.
- Provide valuable input to sales, marketing, and product teams to refine strategies and improve offerings.
- Lead responses to RFPs, proposals, and presentations tailored to client needs.
- Educate existing clients on Icetana’s value proposition and ensure that upcoming expansion tenders or RFPs are influenced to include Icetana’s specifications and scope.
- Stay current with regional security technology trends, regulatory developments, and competitive landscape.
Desired Qualifications
- Bachelor's degree in Business, Engineering, IT, or a related field. MBA is a plus.
- 5+ years in enterprise sales, account management, or business development in the Middle East.
- Proven experience working with AI/ML products, security technologies, or video surveillance solutions.
- Strong regional network within public sector, large enterprises, and systems integrators.
- Demonstrated ability to manage long sales cycles and complex solution selling.
- Fluent in English; Arabic language proficiency highly preferred.
- Excellent communication, negotiation, and interpersonal skills.
- Ability to work independently, manage multiple priorities, and drive results in a fast-paced environment.
Key Success Metrics
- Revenue growth from key accounts
- Customer satisfaction and retention
- Expansion of icetana footprint across target sectors
- Effective partner/channel engagement
- Strategic account development and upsell success
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