Manages strategic enterprise accounts, drives revenue and profitability, develops new business, and leads complex consultative sales cycles for AV and IT solutions. Responsibilities include account planning, pipeline development, solution positioning, proposals and tenders, contract negotiations, margin management, customer retention, partner engagement, and mentoring junior sales staff.
The Senior Sales Account Manager is responsible for driving strategic sales initiatives, managing key enterprise accounts, and achieving revenue and profitability targets within the AV and IT Solutions business. The role requires expertise in consultative selling, account growth, stakeholder management, and solution positioning across Audio Visual, Unified Communications, IT Infrastructure, Networking, and Managed Services portfolios.
The ideal candidate will have a proven track record of managing large enterprise accounts, developing new business opportunities, and leading complex sales cycles from prospecting through closure.
RequirementsKey Responsibilities
Strategic Account Management
- Manage and grow assigned strategic and enterprise accounts.
- Develop account plans to maximize revenue, profitability, and customer retention.
- Establish strong relationships with CXOs, IT Heads, Procurement Teams, Facility Heads, and key decision-makers.
- Identify opportunities for upselling, cross-selling, and recurring revenue generation.
- Generate new business opportunities within enterprise, government, education, healthcare, BFSI, and commercial sectors.
- Develop and execute territory and account growth strategies.
- Build a robust sales pipeline through networking, referrals, partner channels, and direct engagement.
- Consistently achieve or exceed quarterly and annual sales targets.
- Understand customer business challenges and propose appropriate AV and IT solutions.
- Collaborate with Pre-Sales, Engineering, and Delivery teams to design tailored solutions.
- Lead customer presentations, solution demonstrations, and commercial discussions.
- Prepare and review proposals, RFP responses, tenders, and commercial offers.
- Mentor and guide junior sales executives and account managers.
- Support management in developing sales strategies and market expansion plans.
- Share market intelligence, customer insights, and competitive analysis with leadership.
- Lead contract negotiations and commercial discussions.
- Ensure profitable deal structuring and margin management.
- Coordinate with Finance teams to ensure timely invoicing and collections.
- Monitor project execution to ensure customer satisfaction and successful delivery.
- Stay updated on AV, UC, Collaboration, Networking, Cloud, and IT Infrastructure trends.
- Build relationships with OEMs, distributors, consultants, and channel partners.
- Represent the organization at industry events, conferences, and networking forums.
- Bachelor's Degree in Business Administration, Engineering, Electronics, IT, or related field.
- MBA in Marketing, Sales, or Business Management preferred.
- 4 - 5 years of experience in AV Solutions, IT Infrastructure, System Integration, Technology Sales, or Enterprise Sales.
Benefits
• Health insurance coverage for employees and their families
• Retirement savings plan with employer matching contributions
• Opportunities for professional development and advancement within the organization
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