Senior Account Manager, IT & Digital Sales

About the Role

The role is focused on driving revenue growth by identifying, qualifying, and converting customer opportunities for IT and digital solutions. It emphasizes consultative selling, requiring an understanding of client business and technology environments, and collaboration with presales and technical teams to develop tailored solutions and proposals. The Account Manager is responsible for managing the full sales cycle, from opportunity identification through proposal development, negotiation, and contract closure, while ensuring a successful transition to delivery teams.

Job Accountabilities & Activities

Operations:

• Conduct sales outreach, lead discovery sessions, and qualify opportunities.
• Manage the full sales cycle from initial engagement to deal closure and handover.
• Maintain accurate CRM records and collaborate with technical teams on solutions.

Planning:

• Develop account strategies aligned with customer needs.
• Manage pipeline activities, identify opportunities, and support revenue forecasting.
• Monitor market trends and competitor activities.

Development:

• Prepare proposals, pricing, and RFP/RFI responses with internal teams.
• Present solutions and develop commercial models based on client requirements.

Stakeholder Management:

• Build strong relationships with clients and key stakeholders.
• Collaborate with internal teams and external partners throughout the sales cycle.

Reporting:

• Track pipeline performance, sales targets, and key metrics.
• Provide regular updates on opportunities and forecasts.

Record Keeping:

• Maintain accurate CRM records of sales activities and customer interactions.

Education & Certifications

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

Additional Preferred Certifications:

• 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.

Required Years of Experience

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