Role Overview
We are seeking an experienced Enterprise Client Manager to manage and expand a portfolio of our enterprise accounts. This is a quota‑bearing senior sales role responsible for driving multimillion‑dollar revenue across infrastructure, network and selected applications solution areas.
The ideal candidate brings strong enterprise sales experience, a proven track record of independently closing double‑digit‑million‑dollar deals, and the ability to build deep relationships across complex customer environments. The role requires a highly proactive, forward‑thinking seller who can orchestrate cross‑functional teams, drive account strategy, and maximizable share through cross‑selling and upselling.
This is a high‑touch client‑facing role (80-90% external engagement) with limited time in office except for cadence, internal checkpoint meetings, and pipeline forecasting.
Key Responsibilities
Account Ownership & Growth
- Take full ownership of assigned Enterprise accounts driving revenue expansion, renewals, and long‑term strategic partnerships.
- Develop deep understanding of customer business priorities, technology landscape, and investment cycles.
- Deliver consistent year‑on‑year growth through value‑led selling across infrastructure, networking, cloud, security, and complementary application solutions.
Client Engagement & Stakeholder Management
- Engage senior stakeholders across business, IT, infrastructure, and cybersecurity domains to influence roadmaps and opportunities.
- Build strong C‑level, director‑level, and procurement relationships to ensure mindshare and competitive positioning.
- Coach clients through digital transformation, infrastructure modernization, and emerging technology adoption.
Sales Execution & Deal Closure
- Independently lead and close opportunities, managing long sales cycles and multi‑party engagements.
- Drive the full tender, RFP, RFQ lifecycle-including bid strategy, solution alignment, pricing, documentation, and end-to-end submission quality.
- Forecast accurately using internal tools and maintain strong pipeline discipline.
Solution Orchestration & Cross‑Selling
- Collaborate with architecture, presales, delivery, finance, and product teams to shape competitive, forward‑looking proposals.
- Identify whitespace to cross‑sell and upsell across the infrastructure, cloud, network, applications, and cybersecurity portfolio.
- Bring a trusted advisor mindset, connecting customer needs with scalable and sustainable solutions.
Internal Leadership & Governance
- Participate in sales cadence sessions, forecast reviews, and governance meetings (10-20% of role).
- Ensure compliance with internal policies, commercial guidelines, and risk/governance processes.
- Champion client satisfaction throughout opportunity pursuit, project kickoff, and execution.
Requirements
Experience & Skills
- 4-10 years of experience in Enterprise sales, preferably in IT services, system integrators, or technology vendors
- Strong track record in infrastructure or network solutions familiarity with application stacks a plus.
- Deep experience with tender submissions, RFP/RFQ management, and complex procurement cycles.
- Strong client engagement skills with ability to influence senior stakeholders.
- Strategic account planning capability with proven success in pipeline development and growth execution.
Attributes
- Highly driven, commercial, and outcomes‑focused.
- Strong communicator with exceptional relationship‑building skills.
- Ability to operate autonomously and thrive in a high‑accountability sales environment.
- Forward‑thinking and able to orchestrate multi-domain opportunities across the portfolio.
