Senior Account Manager

Company Overview

Role Overview

Strategic Account Management

• Build and maintain long-term client relationships and act as a trusted advisor and business partner.
• Develop account plans aligned with annual sales targets and the company’s solution portfolio.
• Identify new accounts, nurture existing relationships, and expand the company’s footprint across assigned sectors.

Sales Planning and Forecasting

• Create and manage a structured sales pipeline with accurate revenue forecasting and timely opportunity tracking.
• Identify upcoming projects and budget cycles within key accounts.
• Monitor regional market dynamics and competitor activity to inform sales strategies.

Solution Selling and Bid Management

• Propose tailored technical and commercial solutions across the full IT services and solutions portfolio.
• Collaborate with pre-sales, principals, and solution architects on proposals, presentations, and demonstrations.
• Lead contract negotiations to closure while ensuring profitability, compliance, and customer alignment.

Customer and Internal Collaboration

• Maintain customer satisfaction, resolve issues proactively, and serve as a key escalation point.
• Work with delivery, project management, support, PMO, finance, collections, and contract teams.
• Maintain client and opportunity data in CRM platforms and prepare pipeline and status reports.

Qualifications and Experience

• Bachelor’s degree in business administration, marketing, or a related field.
• Seven or more years of account management, client relations, or sales experience in Oil & Gas and Defense.
• Ten or more years managing key accounts or enterprise clients is desired.
• Proven experience selling complex IT solutions and services.
• An established network across government entities, enterprises, and industry stakeholders is required.

Skills and Abilities

• Strong customer relationships and demonstrated achievement of high quota.
• Opportunity qualification, proposal development, closing, account planning, and alignment.
• Customer relationship management and compliance with company policies and ISO-based procedures.