Sales & Account Manager

LATRO is a multinational company with worldwide operations and support offices. Headquartered in the United States, we have major operating offices in Dubai, UAE and Amman, JOR, as well as personnel based in every major global region. We are a thriving multicultural, globally positioned team of seasoned technical and business industry experts, driven by our mission to help communication and fintech service providers thrive in the digital era through our expert technologies and trusted services, empowering them to connect the world.    

We provide innovative RAFM (Revenue Assurance and Fraud Management) and AI/ML Analytics-driven solutions as well as comprehensive telecom application managed services to the telecommunications and Fintech industry. A recognized and trusted name in the industry for more than a decade, we believe that helping our customers safeguard their bottom lines powers investment and fuels job sustainment, resulting in overall economic growth where it is most needed.   

We are an agile, non-bureaucratic company characterized by technological innovation, extraordinary effort, and dedication to our customers and employees. The atmosphere is dynamic and fast paced, shifting rapidly to the pressing needs of our customers.   

We believe that our success is driven by the talent and dedication of our team.  When you join us, you’re not just starting a job – you are embarking on a fulfilling career journey offering you the opportunity to grow, embrace innovation, experience meaningful work, and collaborate with a global team of expert colleagues across diverse disciplines.  All in addition to a competitive compensation package.   

Our supportive, collaborative work culture is a hallmark of the LATRO employee experience.  To learn more about our core values and organizational culture, including from some of our existing team members, as well as the application process, please visit our Careers Page.   

As Sales and Account Manager you will be responsible for establishing a regional sales strategy in the assigned territories and countries for both existing clients and new prospects, leveraging various channels (direct or via a partner) to develop and convert the deals you bring in the pipeline. You will leverage your experience, knowledge, and client relationships in the telecom and possibly RAFM industry to identify and capture new revenue opportunities for LATRO. Our senior management team will support you as you build and manage your pipeline for the region and close existing opportunities already in progress. 

The Sales and Account Manager reports to the Senior Sales & Account Director assigned and collaborates with marketing, business development, pre-sales, product team as well as the overall global sales team. This position is intended to be based in Africa region in a country that supports efficient travel accessibility to LATRO’s customer location.  The role requires approximately 15% travel.   

JOB RESPONSIBILITIES 

• Achieve sales booking goals from new and existing accounts based on TCV. 

• Manage existing clients to secure renewal bookings and cross sell and upsell to drive expected account revenue growth. 

• Build and close new pipeline in net new and existing accounts. 

• Serve as the primary point of contact for existing accounts, build strong, long-lasting relationships with key stakeholders and senior management across the account’s corporate and operating organizations. 

• Work closely with LATRO’s pre-sales and operations teams to ensure seamless service delivery and timely issue resolution. 

• Recommend innovative solutions that align with clients' objectives and contribute to their business success with a focus on future opportunities related to cloud migration and cloud native solutions and support. 

• Leverage your in-depth industry knowledge and understanding of telecommunications technologies to provide strategic guidance and advice to existing and new clients with a focus on IN/IT segments of the network – Charging, Value Added Services, and Enterprise functions to drive uptake of LATRO’s managed services. 

• Articulate and evangelize the vision and positioning of both the company and the full LATRO portfolio of solutions and services to generate interest for further deep dive supported by LATRO’s pre-sales team.  

• Successfully orchestrate resources and virtual team support around opportunities to ensure success.  

• Match LATRO’s solutions to the customer’s business needs, challenges, and technical requirements.  

• Manage complex enterprise sales drives while handling a diverse set of stakeholders within the client organization.  

• Ensure LATRO’s participation in RFP/I/X/s in assigned territory, provide strategic response input and be part of the bid team to ensure timely and competitive response  

• Present at weekly and monthly sales team and wider company meetings the progress of your pipeline and initiatives. 

• Infuse your past telecom and preferably RAFM solutions sales success into the company’s organization and culture  

• Stay up to date with industry trends, competitive landscape, and emerging technologies in the telecommunications sector and provide ideas to management that drive revenue growth and innovation 

• Represent LATRO professionally at industry events and other relevant gatherings 

• Accurately forecast business on a monthly and quarterly cadence and ensure continuous CRM updates to reflect the state of your business activities 

JOB SKILLS AND QUALIFICATIONS 

• Minimum +10 sales and account management experience whereof experience from a telecom solutions focused company selling to MNOs is minimum +7 and other related enterprise sales and account management experience is +3 years 

• Successful track record of closing considerable TCV deals with MNOs   

• Existing network of contacts and influencers within telecom operators and the industry 

• Clear history of engaging at executive management level to secure strategic large size TCV business  

• Executive presence and credibility  

• Selling managed services on a consultative approach is an advantage 

• Solid problem-solving and analytical skills 

• Strategic and innovative thinker 

• High level of interpersonal, communication and presentation skills 

• Energy, passion, tenacity and resilience 

• Self-starter and go get attitude 

• Disciplined and focused 

• Stable and consistent work history 

• Experience working in international, geographically distributed and multicultural teams 

• Willingness and ability to travel internationally (+50% of the time) 

• Fluent in spoken and written professional English and French; other languages specific for the region is preferred   

• Proficiency in CRM software and Microsoft Office Suite