About the role
The core responsibilities for the job include the following:
Hunter Role - New Business Acquisition:
- Identify, prospect, and acquire new clients in the enterprise and mid-market segments.
- building a strong pipeline of qualified opportunities.
Farmer Role - Account Growth and Retention:
- Manage and grow existing client accounts by driving cross-selling and up-selling of IT
- infrastructure solutions, ensuring long-term relationships and repeat business.
Enterprise Account Management:
- Own and manage key enterprise accounts, engaging senior stakeholders (CIOs, CTOs, and IT heads) and positioning the organization as a strategic IT partner.
- Develop a deep understanding of customer requirements and propose customized IT infrastructure solutions (cloud, cybersecurity, networking, data center).
- Manage the end-to-end sales lifecycle, from lead generation and qualification to proposal, negotiation, and closure.
- Collaborate with pre-sales, technical, and delivery teams to design and deliver client-centric solutions.
- Drive revenue growth by maintaining a healthy pipeline (3x-5x of target) and consistently achieving sales targets.
- Monitor industry trends, competitor activities, and emerging technologies to identify new opportunities and refine sales strategies.
Requirements:
- 4-5 years of proven experience in IT infrastructure or solutions selling within a similar industry.
- Strong account management skills with a customer-centric approach.
- Excellent analytical skills to assess client needs and market opportunities.
- Solid Market / Industry Knowledge in IT Infrastructure and Solutions.
- Proficiency in sales CRM tools for pipeline management and reporting.
- Outstanding Communication Skills (verbal and written).