Senior Account Manager, IT & Digital Sales

Job description

Purpose: Drive revenue growth by identifying, qualifying, and converting customer opportunities for IT and digital solutions. Responsibilities include conducting consultative outreach and scheduling discovery meetings; leading discovery sessions to understand business objectives, challenges, IT infrastructure and applications; qualifying opportunities using budget, authority, need, and timeline criteria; maintaining pipeline and opportunity records in CRM; collaborating with presales engineers, solution architects and technical specialists to create solution options; participating in solution workshops, technical discussions and executive briefings; managing the end‑to‑end sales cycle from qualification to proposal submission and contract closure; ensuring smooth handover to delivery teams; developing account engagement strategies aligned with customer priorities and technology roadmaps; planning and managing pipeline activities for consistent opportunity flow and revenue forecasting; monitoring market trends, competitor activities and partner solutions; preparing and delivering commercial proposals and solution presentations with presales and finance; contributing to RFP/RFI responses; developing pricing models and contracts; building strong relationships with key stakeholders; coordinating with partners, vendors and resellers as needed; tracking and reporting pipeline performance, opportunity progression and forecast accuracy; maintaining accurate records of sales activities, opportunities and customer engagements in CRM.

Requirements

• Bachelor’s Degree in Information Technology, Computer Science, Business Administration or related field
• Cloud platform certifications (AWS, Microsoft Azure, Google Cloud Platform, Oracle Cloud Infrastructure) – preferred
• ITIL Foundation – preferred
• Professional sales certifications or solution selling methodologies – advantageous
• Minimum 4-5 years experience in IT or technology sales, business development or solution consulting with exposure to enterprise or mid‑market clients

Skills