Account Manager, IT & Digital Sales

Role Overview

The Account Manager is responsible for driving revenue growth through identifying, qualifying, and converting client opportunities for IT and digital products and solutions. This position emphasizes consultative selling by thoroughly understanding client business and technological contexts and collaborating closely with presales and technical experts to craft customized solutions and proposals. The role entails managing the full sales cycle—from recognizing opportunities to closing contracts—and ensuring a seamless handover to delivery teams.

Key Responsibilities

• Engage in consultative sales outreach and organize discovery meetings to showcase the company’s offerings and technological capabilities.
• Lead discussions to grasp customer business goals, challenges, IT infrastructure, and application landscapes.
• Qualify opportunities utilizing structured frameworks based on factors like budget, authority, need, and timelines.
• Keep pipeline data and opportunity records precise and up to date within CRM tools.
• Work jointly with presales engineers, architects, and technical experts to convert business needs into feasible technical solutions.
• Participate actively in solution workshops, technical dialogues, and meetings with senior customer stakeholders.
• Oversee the entire sales process from initial qualification to proposal submission and successful contract signing.
• Guarantee smooth transitions of completed sales to implementation and delivery teams.

• Formulate account engagement plans that align with customer business strategies and technology roadmaps.
• Identify and cultivate new sales opportunities within current and prospective accounts.
• Manage pipeline activities efficiently to maintain steady opportunity generation and accurate revenue forecasts.
• Watch market movements, competitors, and partner solutions to pinpoint strategic sales possibilities.
• Assist in revenue goal setting and pipeline forecasting conforming to company objectives.

• Collaborate with presales and finance teams to prepare and present commercial proposals and solution demonstrations.
• Coordinate technical input to support responses to RFPs and RFIs, ensuring alignment with customer needs.
• Develop pricing structures and commercial models suited to customer requirements and solution scopes.
• Assist in preparing commercial paperwork such as proposals, pricing plans, and contract terms.
• Maintain deep knowledge of company services, technological solutions, and partner products to effectively position offerings.

• Establish and nurture strong relationships with key client stakeholders including business executives, IT leaders, and decision makers.
• Engage with senior executives to understand strategic goals and tailor technology solutions accordingly.
• Collaborate internally across presales, delivery, and product teams to ensure cohesive solution design and proposal creation.
• Coordinate with external partners, vendors, and resellers to support customer solutions and proposals when needed.
• Ensure continuous communication between clients and internal teams throughout the sales journey.

• Monitor and report on sales pipeline status, opportunity development, and forecast accuracy.
• Track progress against sales targets, revenue goals, and principal sales metrics.
• Provide consistent updates to sales leadership about critical deals, proposal statuses, and progress.
• Monitor KPIs including opportunity initiation, conversion rates, and average sales cycle duration.

• Ensure precise and current record-keeping of sales tasks, opportunities, and customer engagement in the CRM system.
• Document discoveries, customer requirements, and scoped solutions.
• Maintain records of proposals, pricing documentation, and contract negotiations.
• Archive customer communications and account information for ongoing relationship management.

Education & Certifications

• Bachelor’s degree in Information Technology, Computer Science, Business Administration, or related discipline.
• Preferred certifications include cloud platforms such as AWS, Microsoft Azure, Google Cloud Platform, or Oracle Cloud Infrastructure.
• ITIL Foundation certification is preferred.
• Professional sales certifications or expertise in solution-selling methodologies are advantageous.

Experience

A minimum of 3 to 4 years’ experience in IT or technology sales, business development, or solution consulting, preferably with enterprise or mid-market customers.