Senior Client Acquisition Manager

Job Description

Key Responsibilities

1. Strategic Account Ownership Own and develop multi-year strategic account plans for assigned IT manufacturing customers.
Build executive relationships across IT, Operations, Engineering, and Procurement.
Position the organization as a trusted digital transformation partner.
Lead quarterly executive business reviews (QBRs).

2. Revenue & Growth Management
Achieve annual revenue and margin targets.
Drive new logo acquisition within the manufacturing sector.
Expand wallet share through cross-sell and upsell initiatives.
Identify whitespace opportunities across regional plants and global offices.

3. Industry-Specific Solution Selling
Develop and position solutions across:

Connectivity & Network
SD-WAN for multi-site plants
MPLS / DIA / Private 5G
Campus and factory connectivity
Edge networking for smart factories

Hybrid IT & Cloud
Hybrid cloud architectures (AWS, Azure, GCP)
Data center colocation
Disaster recovery & business continuity
Edge computing for manufacturing analytics

Managed Services
Managed network services
Managed cloud operations
Workplace & end-user support
Infrastructure managed services
Green Tech

Cybersecurity
OT/IT security integration
SOC services
Zero Trust architectures
Network & endpoint protection

4. Smart Manufacturing & Industry 4.0 Enablement
Understand manufacturing workflows (MES, ERP, PLM integration).
Support use cases such as:
o Predictive maintenance
o IoT sensor connectivity
o Robotics & automation support
o Real-time production analytics
Align solutions to operational efficiency, uptime, and cost optimization goals.

5. Commercial & Contract Leadership
Lead RFP responses and complex bid management.
Structure multi-year managed services contracts.
Negotiate enterprise framework agreements.
Maintain pipeline accuracy and forecasting discipline.

Key Performance Indicators (KPIs)
Enterprise revenue and margin achievement
Cross-sell/upsell growth %
Customer retention & renewal rates
Strategic account penetration across plants/regions

Qualifications

Bachelor's degree in business, Engineering, IT, or related field with at least 6 years of enterprise sales experience in
o Telecommunications
o Managed Services
o Cloud / Hybrid IT
Proven experience selling into manufacturing enterprises.
Track record of closing large, multi-country deals.