Enterprise Sales Manager - IT

Description:

Key Responsibilities:

- To improve clarity and scannability, responsibilities are grouped by focus area below.

- Sales Strategy & Planning: Develop and maintain a comprehensive sales plan and opportunity pipeline aligned to revenue targets; create account plans for strategic prospects.

- Opportunity Qualification & Pipeline Management: Quickly qualify opportunities, prioritize high-potential deals, and manage the sales cycle end-to-end to closure.

- Client Engagement & Relationship Management: Build and sustain relationships with stakeholders at executive, operational, and IT levels to influence purchase decisions and secure long-term partnerships.

- Solution Expertise & Positioning: Maintain deep knowledge of the companys products, services, and market positioning; articulate value propositions and craft tailored solution proposals.

- Collaboration & Expectation Management: Coordinate with pre-sales, delivery, and support teams to set and manage customer expectations throughout the engagement, ensuring high-quality customer references.

- New Business Development: Identify, qualify, and close new business opportunities independently and in collaboration with the sales team; expand share within strategic accounts.

- Market & Competitive Intelligence: Stay current with industry trends, competitor activity, and market dynamics to adjust sales approaches and capture opportunities.

Must-Have Skills & Qualifications:

- Skills are split into technical, sales, and leadership categories for easier scanning.

Technical & Domain Knowledge:

- 10+ years of business development experience with proven enterprise sales success in B2B environments.

- Hands-on experience with IT infrastructure solutions such as laptops/desktops, workstations, storage, servers, routers, switches, cybersecurity, and networking solutions.

- Experience working with Systems Integrators (SI) is preferred.

Sales & Business Skills

- Proven account management, opportunity qualification, pipeline development, and deal-closing capabilities at the enterprise level.

- Strong negotiation, presentation, and proposal development skills.

Leadership & Interpersonal

- Prior team lead or people-management experience.

- Excellent communication and stakeholder management skills across executive and technical audiences.

Good-to-Have

- Experience in consultative selling and complex RFP responses.

- Strong interpersonal, negotiation, and communication skills.

- MBA or relevant advanced qualification for senior roles (preferred)