Account Executive - IT

ABOUT THE ROLE

The Account Executive is a key sales professional responsible for managing the full sales cycle, building strong client relationships, and driving revenue growth. This role focuses on acquiring new business, expanding existing accounts, and delivering tailored IT and digital transformation solutions to clients. The Account Executive collaborates closely with internal teams to ensure customer needs are met and company targets are achieved.

ROLE AND RESPONSIBILITIES

• Manage the entire sales process from prospecting and lead qualification to closing deals and post-sale follow-up.
• Identify, target, and acquire new business opportunities in the IT and digital transformation sector.
• Build, maintain, and grow long-term relationships with assigned clients, acting as a trusted advisor.
• Understand client business needs and propose appropriate solutions from the company's product and service portfolio.
• Prepare and deliver compelling presentations, proposals, and product demonstrations to prospective clients.
• Negotiate contract terms, pricing, and service agreements in line with company policies.
• Collaborate with technical, marketing, and customer support teams to ensure successful solution delivery and client satisfaction.
• Maintain accurate and up-to-date records of sales activities, pipeline, and client interactions in the CRM system.
• Achieve and exceed individual and team sales targets and KPIs as set by management.
• Stay informed on industry trends, competitor offerings, and product developments to effectively position solutions.

QUALIFICATIONS AND EDUCATION REQUIREMENTS

REQUIRED SKILLS

1. Core Sales & Account Management Skills

Account Management : Ability to manage the full sales cycle and nurture long-term client relationships, ensuring satisfaction and retention.

Sales Acumen : Strong knowledge of sales processes, prospecting, pipeline management, and closing techniques.

Negotiation : Skilled in negotiating contracts, pricing, and service agreements to achieve win-win outcomes and protect company margins.

Consultative / Value-Based Selling : Ability to understand client needs and offer tailored solutions that deliver measurable business value.

Lead Generation & Prospecting : Proactively identifying and qualifying new business opportunities.

2. Communication & Relationship Building

Written & Verbal Communication : Clear and persuasive communicator, both in presentations and written proposals.

Active Listening : Ability to understand client needs, concerns, and feedback to build trust and rapport.

Customer Service Orientation : Dedicated to providing high-touch service, resolving issues promptly, and exceeding client expectations.

3. Technical & Digital Proficiency

CRM Expertise : Proficient in CRM platforms (e.g., Salesforce, HubSpot, Odoo); able to manage sales pipelines, track activities, and leverage analytics for insights.

Digital Communication Tools : Comfortable using video conferencing, collaboration, and project management tools (e.g., Teams, Zoom, Asana).

Product Knowledge : Deep understanding of the company's solutions and ability to communicate technical value to non-technical stakeholders.

4. Analytical & Strategic Skills

Strategic Thinking : Ability to analyze client needs, market trends, and competitive landscape to inform sales strategies.

Problem-Solving : Creative and pragmatic in addressing client challenges and objections.

Data-Driven Decision Making : Uses analytics and reporting to monitor sales performance and optimize approaches.

5. Organization & Time Management

Organization : Manages multiple accounts, priorities, and deadlines efficiently.

Time Management : Balances prospecting, client meetings, follow-ups, and administrative tasks to maximize selling time.

Project Management : Coordinates with internal teams to deliver solutions and ensure smooth client onboarding.

6. Personal Attributes

Emotional Intelligence : Maintains composure, empathy, and adaptability in dynamic sales environments.

Resilience & Motivation : Handles rejection, persists through challenges, and maintains a results-oriented mindset.

Continuous Learning : Stays updated on industry trends, product updates, and sales best practices.

REPORTS TO

Sales Manager

KEY PERFORMANCE INDICATORS

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