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.

2. 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.

3. 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.

4. 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.

5. 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.