Sales Account Manager

Role Purpose

The Sales Account Manager will be responsible for driving revenue growth, account expansion, and managed services adoption across new and existing customers. This role is designed for a commercially strong sales professional with prior System Integration (SI) experience and proven capability in selling managed services, not just hardware or software. The candidate must be able to engage business owners, IT leaders, partners, and decisionmakers with confidence, translate technical requirements into business value, and manage opportunities from prospecting to closure.

Key Responsibilities

Sales Growth and Revenue Ownership

• Own assigned sales targets, gross profit targets, pipeline generation, and revenue conversion.

• Develop new business opportunities across SMEs, mid-market accounts, enterprise accounts, and channel-led opportunities.

• Sell managed services, cloud solutions, cybersecurity services, infrastructure solutions, systems integration, and support services as outcome-led offerings.

• Drive cross-sell and up-sell opportunities across company’s solution pillars, including SecureDesk, Strategic Resourcing, Circular IT, and Workflow solutions.

• Build deal strategies that protect margin, improve customer lifetime value, and support long-term recurring revenue. Account Management and Customer Engagement

• Manage customer relationships from lead qualification, discovery, proposal, negotiation, closure, onboarding, and post-sales governance.

• Conduct structured account reviews to identify business pain points, technology gaps, upcoming projects, renewal opportunities, and service improvement areas.

• Engage C-level executives, business owners, IT managers, procurement teams, and partner stakeholders with strong commercial and technical relevance.

• Maintain a disciplined account plan for key customers, including opportunity mapping, stakeholder mapping, next actions, and revenue forecast.

• Act as the customer advocate internally while balancing company's commercial, operational, and service delivery interests.

Managed Services and Solution Selling

• Position managed services as a strategic business enabler, including helpdesk support, infrastructure support, cloud operations, cybersecurity posture improvement, incident response readiness, and service governance.

• Qualify customer environments across users, endpoints, servers, networks, cloud platforms, security risks, current support model, and operational gaps.

• Work with internal technical teams to scope requirements, shape solutions, prepare proposals, and align service levels with customer expectations.

• Communicate clearly how company's services reduce operational risk, improve IT responsiveness, strengthen security resilience, and support business continuity.

• Avoid transactional selling; the role requires consultative, value-based, and recurring-revenue sales behaviour. Pipeline Governance and Weekly Salamanca

• Attend and actively participate in the mandatory Weekly Salamanca sales review.

• Update CRM, pipeline status, opportunity stages, forecast accuracy, proposal movement, and customer followup actions before each review.

• Present key opportunities, risks, blockers, next steps, decision timelines, margin outlook, and support required from management or technical teams.

• Maintain strong sales hygiene, including timely notes, call reports, quotations, proposal tracking, and closure plans.

• Demonstrate ownership of sales commitments and follow through on agreed actions every week. Partner and Ecosystem Development

• Collaborate with System Integrators, Managed Service Providers, vendors, distributors, and strategic partners to identify joint opportunities. •

Support partner-led sales motions where Hubb IT complements, augments, or strengthens delivery capability.

• Build trust with partner stakeholders by being responsive, commercially sharp, and operationally accountable.

• Identify partner accounts where our company can provide managed services, cybersecurity support, infrastructure support, talent support, or workflow-related solutions.

Required Experience and Competencies

• Prior experience working in or selling for a System Integrator (SI) environment is mandatory.

• Proven track record in selling managed services, recurring services, IT support services, outsourcing, or serviceled technology solutions.

• Strong understanding of cloud solutions, infrastructure, systems, cybersecurity, endpoint environments, networks, servers, and service delivery models.

• Good account management capability with experience managing customer relationships beyond one-time product transactions.

• Strong sales acumen, including prospecting, discovery, objection handling, proposal positioning, negotiation, closing, and account expansion.

• Ability to sell business outcomes rather than only hardware specifications, software features, or price discounts. • Comfortable engaging both business and technical stakeholders.

• Strong communication, presentation, proposal writing, and follow-up discipline. Confidential | For recruitment and hiring use

• CRM discipline and weekly reporting discipline are mandatory.

• Self-driven, mature, target-oriented, accountable, and comfortable working in a growth-stage environment.

Preferred Experience

• Experience selling managed IT services, cybersecurity services, cloud migration, cloud operations, infrastructure support, endpoint management, backup and recovery, or helpdesk services.

• Existing network across SMEs, mid-market customers, technology partners, SI/MSP ecosystem, or vendor communities.

• Experience working with proposal, pre-sales, solution architect, project delivery, or service desk teams.

• Knowledge of ITIL-aligned service delivery, service level agreements, recurring revenue models, and customer success governance.

• Commercial experience in margin management, renewal management, and account farming.