Major Account Manager

Job Title: Major Account Manager

Location: Dubai, United Arab Emirates

Experience: 4–6 years

About the Company

Pixel Digital Systems LLC is a leading GCC systems integrator helping organizations manage information, automate processes and improve operational performance. Serving more than 6,500 clients, Pixel delivers end-to-end enterprise solutions across enterprise content management, business process management, enterprise performance management, ERP, analytics, digital reporting, mobility and high-performance print. Its private, integrated cloud supports secure, connected delivery across the customer environment. The company implements and supports SAP, Oracle and IBM Cognos solutions, alongside workflow, records management and managed print capabilities. Pixel serves customers across manufacturing, retail, healthcare, banking and financial services, and construction, with a presence spanning the Middle East, Africa, the United States, Europe and Asia-Pacific. Its mission is to provide effective, innovative information management technology while building enduring partnerships through service excellence and continuous innovation. Based in Dubai, Pixel aims to be the UAE’s foremost systems integrator and a technology leader in operational excellence.

About the Role

The Major Account Manager – New Business owns the acquisition of high-value corporate and enterprise customers for Pixel’s Managed Print Services and Print Management solutions. This is a true hunting role, accountable for creating demand, opening senior-level relationships and converting qualified opportunities into sizeable new contracts. The role controls the complete commercial cycle from target-account selection and prospecting through discovery, solution development, proposal, negotiation and closure. Success depends on building a disciplined pipeline, understanding each prospect’s print environment and connecting operational inefficiencies to cost, service and productivity outcomes. Working with pre-sales and technical teams, the Major Account Manager develops credible, customer-specific propositions for organizations with multiple offices, branches or locations. The role is measured by new-account wins, revenue, margin quality, forecast accuracy and sustained major-account growth.

Key Responsibilities

• Build and own a target-account universe across corporate, enterprise and major-account segments, using cold calling, email, networking, referrals, LinkedIn and other channels to create qualified opportunities.

• Engage CXO, Procurement, IT, Administration, Finance and other decision-makers, converting access into discovery meetings that expose print infrastructure, volume, cost and service requirements.

• Diagnose fleet inefficiencies, consumables issues, service gaps and cost drivers, then shape consultative MPS propositions that improve operational control and deliver measurable business value.

• Partner with pre-sales and technical teams to develop tailored architectures, proposals, quotations and ROI cases that address complex multi-office and multi-location customer environments.

• Own every stage from qualification through opportunity development, negotiation and closure, overcoming objections while protecting approved pricing, margin and commercial governance.

• Secure new MPS contracts and deliver assigned new-business revenue and margin targets by prioritizing high-value, multi-location and multi-year opportunities over transactional sales.

• Maintain complete CRM discipline across contacts, activities, opportunities, proposals, next steps and forecasts, ensuring reliable pipeline coverage against monthly and annual goals.

• Monitor competitor activity, pricing, market developments and emerging segments, providing management with actionable intelligence on customer needs and market positioning.

Essential Skills & Technologies

• Proven B2B new-business hunting experience in Managed Print Services, Print Management, Office Automation, Document Management or a closely related solution environment.

• Strong consultative and solution-selling capability, with the commercial judgment to connect print infrastructure, service gaps and operational pain points to business outcomes.

• Demonstrated success selling to corporate and enterprise customers, including experience engaging senior decision-makers, Procurement, IT, Administration and Finance stakeholders.

• Effective prospecting, presentation, negotiation, objection-handling and closing skills suited to long, complex and multi-stakeholder sales cycles.

• Ability to independently generate leads, open new doors, build target-account strategies and develop opportunities without relying on an inherited account base.

• Strong CRM proficiency and sales-process discipline, including accurate activity capture, funnel management, pipeline forecasting and coverage planning.

• Commercial understanding of revenue, margin, pricing governance and contract value within sizeable B2B solution sales.

Additional Plus

• Experience securing multi-location or multi-year MPS contracts across organizations with distributed offices, branches or operational sites.

• Existing relationships with corporate decision-makers, Procurement, IT, Administration or Finance leaders within relevant UAE or GCC markets.

• Familiarity with enterprise workflow, document management, digital transformation or information management solutions beyond core print services.

What You'll Bring

• A genuine hunter mindset, demonstrated through independently generated opportunities, new-account wins and consistent delivery against demanding business-development targets.

• The confidence to open conversations with senior stakeholders and the persistence to progress complex opportunities through multiple influencers, long procurement cycles and commercial scrutiny.

• The ability to investigate a customer’s current print environment, identify meaningful cost or service opportunities and translate findings into credible, differentiated solution propositions.

• Strong commercial ownership from first contact to signed contract, supported by disciplined CRM usage, accurate forecasting, effective negotiation and a clear focus on revenue quality and margin.

• A collaborative operating style that brings pre-sales, technical and internal stakeholders together without losing personal accountability for the customer relationship, opportunity momentum or final outcome.

• Clear communication and presentation skills, enabling you to explain operational, financial and business benefits to both technical audiences and executive decision-makers.

• A resilient, self-directed approach suited to competitive enterprise sales, where success comes from consistent prospecting, thoughtful discovery, rigorous follow-through and the ability to turn rejection into learning.

• A graduate qualification in Business, Sales, Marketing, Engineering or a related discipline, combined with relevant B2B solution-sales experience and evidence of measurable performance.

Why Join Us

Pixel gives ambitious enterprise sales professionals the opportunity to build new markets around solutions that directly improve how organizations manage information, workflows, documents and operational costs. You will sell beyond a transactional product, combining Managed Print Services and Print Management with the broader capabilities of an established systems integrator. That creates room to engage strategic stakeholders, uncover wider business needs and develop propositions with meaningful operational and financial impact. With more than 6,500 clients and delivery capabilities spanning enterprise applications, analytics, automation, private cloud and high-performance print, Pixel offers a credible platform for opening conversations with major organizations. The role provides visible ownership of new-business growth, from defining target accounts to winning complex contracts and building durable customer partnerships. You will work with experienced pre-sales and technical teams while retaining clear commercial accountability for the result. Pixel’s culture values service excellence, precision, reliability, continuous innovation and operational excellence, creating an environment where disciplined hunters can turn market insight and customer pain into lasting growth.

What We Offer

• The opportunity to own new-business growth across high-value corporate and enterprise accounts, with access to integrated MPS, print management and wider digital solutions.

• Collaborative support from pre-sales and technical specialists to build differentiated customer propositions, commercial cases and scalable solutions for complex environments.

• A performance-focused environment grounded in service excellence, continuous innovation, precision, reliability and enduring customer partnerships.

• Competitive compensation and the opportunity to build a significant enterprise-sales career within a leading GCC systems integrator.