IT Senior Account Manager

Key Responsibilities As a Senior Account Manager, you will play a pivotal role in acquiring new customers, developing existing accounts, and promoting our suite of IT solutions. Your key responsibilities include:

1. Strategic Enterprise Account Development

• Develop and execute strategic account plans for key enterprise customers.
• Identify digital transformation initiatives and align the company’s capabilities with customers' business objectives.
• Build executive-level relationships with CIOs, CTOs, CISOs, Heads of Infrastructure, Heads of Applications, Procurement Directors, and business decision-makers.
• Drive wallet share growth through strategic account expansion and long-term account planning.
• Conduct regular executive business reviews with key customers.
• Translate business challenges into technology roadmaps together with technical consultants.
• Develop business cases and ROI justifications for enterprise customers.
• Lead complex commercial negotiations and contract discussions.
• Work closely with suppliers such as the vendors and distributors, as well as internal stakeholders to formulate a win plan for the customers.

1. Pipeline and Revenue Management

• Build and maintain a healthy qualified sales pipeline in order to meet the assigned annual quota.
• Deliver accurate monthly, quarterly and annual sales forecasts.
• Monitor opportunity progression and proactively remove sales blockers.
• Ensure opportunities are managed according to the company's sales governance process.

1. Sales Process Execution

• Lead the full sales cycle from initial pitch to deal closure and overseeing the project implementation, coordinating across internal departments.
• Prepare client proposals, presentations, quotations, and contracts with accuracy and attention to compliance.
• Negotiate pricing, terms, and scope of work effectively.
• Maintain updated client records.

1. Cross-Functional Collaboration

• Work closely with Solution Architects, Marketing, and Project Delivery teams.
• Participate in tender responses, RFP submissions, and client workshops.
• Coordinate customer onboarding and post-sale handover with the delivery teams.

1. Market & Product Knowledge

• Keep up to date with industry trends, emerging technologies, and competitor landscape.
• Attend vendor trainings and obtain relevant certifications, when required.
• Actively contribute to go-to-market planning for new solutions and services.

Requirements

• Diploma or Degree in Information Technology, Engineering, Business, or a related field.
• Minimum 8 years of successful B2B enterprise technology sales experience, with at least 5 years in the Singapore Enterprise IT market, preferably within a System Integrator, Managed Service Provider (MSP), Value-Added Reseller (VAR), or Enterprise Technology Vendor.
• Demonstrated experience selling complex enterprise IT solutions with deal values ranging from SGD100K to multi-million-dollar projects.
• Proven track record of consistently achieving or exceeding annual sales quotas.
• Solid understanding of enterprise IT solutions not limited to cloud platforms (AWS, Azure, GCP), infrastructure, networking, cybersecurity, DevOps, and virtualization.
• Excellent communication, interpersonal, and stakeholder management skills.
• Able to build trusted relationships at multiple levels, including C-suite.
• Self-driven, proactive, adaptable, and able to work both independently and as part of a team.
• Proficiency in using productivity tools (e.g., Excel, PowerPoint, Teams).

Preferred Attributes

• Familiarity with Singapore’s public sector IT procurement processes is a plus.
• Hunter mentality with the ability to manage long sales cycles.
• Existing coverage in enterprise customers.
• Positive attitude and resilience in navigating complex enterprise sales environments.
• Experience with strategic alliances or managing channel/vendor relationships.