Senior Account Manager

We are looking for a results-driven IT Services Sales with GCC experienced professional to drive revenue growth across Infrastructure Services, Engineering Services, and AI-led solutions. This role emphasizes account farming (70%) to expand existing client relationships, alongside strategic hunting (30%) to acquire new logos.

The ideal candidate brings strong consultative selling skills, a solid understanding of digital transformation, GCC experience and the ability to position integrated technology solutions to enterprise clients.

Key Responsibilities

Account Management & Growth (70% - Farming)

• Manage and grow a portfolio of existing enterprise accounts
• Identify upsell and cross-sell opportunities across:
• IT Infrastructure Services (Cloud, Data Center, Network, Security)
• Engineering/R&D Services
• AI/ML and Data Solutions
• Build strong stakeholder relationships across business and IT functions
• Drive account planning, quarterly business reviews (QBRs), and long-term growth strategies
• Ensure high customer satisfaction and retention

New Business Development (30% - Hunting)

• Identify and acquire new clients in target industries
• Generate leads through networking, partnerships, and outbound efforts
• Develop and execute go-to-market strategies for new offerings
• Own the end-to-end sales cycle: prospecting, solutioning, proposal, negotiation, and closure

Solution Selling & Strategy

• Understand client business challenges and align them with relevant technology solutions
• Collaborate with pre-sales, solution architects, and delivery teams
• Position integrated offerings across Infra, Engineering, and AI
• Drive large, multi-service deals and transformation programs

Revenue & Performance Management

• Own and deliver on assigned revenue targets
• Maintain a healthy sales pipeline and forecast accuracy
• Track key metrics: deal size, win rate, account growth, and margin

Required Skills & Qualifications

• 12-18 years of experience in IT services sales with GCC experience
• Proven track record in account management and new business acquisition
• Strong understanding of at least two of the following:
• Cloud & Infrastructure Services (AWS, Azure, Hybrid Cloud, Cybersecurity)
• Engineering Services (ER&D, Product Engineering, IoT)
• AI/Data (Analytics, GenAI, Automation)
• Experience in selling to enterprise or mid-market clients
• Excellent communication, negotiation, and presentation skills
• Ability to work with cross-functional global teams
• Should had worked with an organization for 2.5 years (minimum) before next change

Preferred Qualifications

• Experience in consultative or solution-based selling
• Existing relationships with CXOs and senior decision-makers
• Exposure to digital transformation programs
• MBA or equivalent business qualification (preferred but not mandatory)

Key Competencies

• Strategic thinking and business acumen
• Relationship management
• Solution-oriented mindset
• Results-driven and self-motivated
• Strong collaboration and influencing skills

Success Metrics

• Revenue growth within existing accounts
• New logo acquisition
• Pipeline coverage and conversion ratio
• Customer satisfaction and retention
• Deal profitability