Account Manager, IT & Digital Sales

Job Accountabilities & Activities Operations

• Conduct consultative sales outreach and schedule discovery meetings with prospective clients to present the company’s capabilities, services, and technology offerings.
• Lead discovery sessions to understand customer business objectives, challenges, IT infrastructure, and application environments.
• Identify and qualify sales opportunities using structured qualification frameworks including budget, authority, need, and timeline.
• Maintain accurate pipeline tracking and opportunity records within the CRM system.
• Collaborate with presales engineers, solution architects, and technical specialists to translate business requirements into technical solution options.
• Participate in solution workshops, technical discussions, and executive briefings with customers.
• Manage the end-to-end sales cycle from opportunity qualification to proposal submission and contract closure.
• Ensure smooth transition and handover of closed opportunities to delivery and implementation teams.

• Develop account engagement strategies aligned with customer business priorities and technology roadmaps.
• Identify potential sales opportunities within existing and prospective accounts.
• Plan and manage sales pipeline activities to ensure consistent opportunity flow and revenue forecasting.
• Monitor market trends, competitor activities, and partner solutions to identify strategic sales opportunities.
• Contribute to revenue planning and pipeline forecasting aligned with organizational sales targets.

• Prepare and deliver commercial proposals and solution presentations in collaboration with presales and finance teams.
• Contribute to RFP and RFI responses by coordinating with internal technical teams and ensuring alignment with customer requirements.
• Develop commercial models and pricing proposals based on customer requirements and solution scope.
• Support preparation of commercial documentation including proposals, pricing structures, and contractual terms.
• Maintain strong knowledge of company services, technology solutions, and partner offerings to position value-driven solutions.

• Build and maintain strong relationships with key customer stakeholders including business leaders, IT teams, and decision-makers.
• Engage with executive stakeholders to understand strategic priorities and position relevant technology solutions.
• Collaborate with internal teams including presales, delivery, and product teams to ensure alignment on solution design and proposal development.
• Coordinate with partners, vendors, and resellers when required to support customer solutions and proposals.
• Facilitate communication between customers and internal teams throughout the sales cycle.

• Track and report on sales pipeline performance, opportunity progression, and forecast accuracy.
• Monitor and report performance against sales targets, revenue goals, and key sales metrics.
• Provide regular updates to sales leadership on key opportunities, proposal status, and deal progress.
• Track key performance indicators such as opportunity creation, conversion rates, and sales cycle timelines.

• Maintain accurate and up-to-date records of sales activities, opportunities, and customer engagements in the CRM system.
• Document discovery findings, customer requirements, and solution scope discussions.
• Maintain records of proposals, pricing documentation, and contract negotiations.
• Archive customer interaction history and account insights for ongoing relationship management.

• Bachelor’s Degree in Information Technology, Computer Science, Business Administration, or a related field

• Cloud platform certifications (AWS, Microsoft Azure, Google Cloud Platform, or Oracle Cloud Infrastructure) – preferred
• ITIL Foundation – preferred
• Professional sales certifications or solution selling methodologies – advantageous

Minimum 3–4 years of experience in IT or technology sales, business development, or solution consulting with exposure to enterprise or mid‑market clients.

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