Account Manager, IT & Digital Sales

Role Purpose

To drive revenue growth by identifying, qualifying, and converting customer opportunities for IT and digital solutions. The role focuses on consultative selling, understanding client business and technology environments, and collaborating with presales and technical teams to develop tailored solutions and proposals. The Account Manager manages the full sales cycle from opportunity identification through proposal development, negotiation, and contract closure while ensuring successful transition to delivery teams.

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.

Planning
• 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.

Development
• 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.

Stakeholder Management
• 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.

Reporting
• 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.

Record Keeping
• 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.

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.