Senior Account Manager - Cloud Service Providers

Accountabilities:

Own and manage a portfolio of large, strategic customer accounts, acting as the primary point of contact and developing trusted relationships with key business and IT stakeholders.
Develop and execute comprehensive account plans and long-term sales strategies to increase market share, expand existing business, and generate new revenue opportunities.
Identify, qualify, and manage complex, high-value sales opportunities across a broad portfolio of technology products, solutions, and services.
Build and maintain strong relationships with senior executives, including C-level decision-makers and, where appropriate, board-level stakeholders.
Apply consultative and value-based selling techniques to understand customer business challenges, position relevant solutions, and drive profitable business growth.
Collaborate extensively with external partners, channel organizations, and internal sales teams to develop customer opportunities and maximize commercial impact.
Work closely with leadership to establish business plans, define strategic priorities, and independently determine the best approaches to achieve sales objectives.
Analyze customer industries, competitive landscapes, market developments, and business trends to identify opportunities and support strategic customer discussions.
Manage the complete sales lifecycle, including pipeline development, opportunity qualification, negotiations, forecasting, reporting, and deal closure.
Coordinate all account-related activities and collaborate with presales, technical specialists, supply chain teams, and other internal stakeholders to deliver effective customer solutions.
Take ownership of quarterly, half-yearly, and annual sales quotas, revenue targets, and profitability objectives.
Monitor and update sales opportunities and forecasts regularly using internal pipeline management tools, ensuring accuracy and visibility.
Negotiate complex commercial agreements, manage pricing pressures, communicate solution value, and implement margin recovery strategies where necessary.
Advocate for customer needs throughout the sales and delivery process, resolving issues and maintaining high levels of satisfaction, trust, and loyalty.
Develop customer reference relationships and identify opportunities to strengthen market credibility through successful customer partnerships.
Coordinate with global and local business teams to support international accounts and ensure consistent account management.
Evaluate customer requirements and align them with appropriate product portfolios, delivery models, and supply chain capabilities.
Requirements:
Bachelor's degree or equivalent university qualification; an advanced degree or MBA is preferred.
Typically 12+ years of relevant professional sales experience, including at least 5 years in commercial account management.
Extensive experience managing complex enterprise accounts and developing strategic sales initiatives across multiple customer segments.
Strong background in technology sales, particularly in product areas such as servers, storage, computing, printers, and related infrastructure solutions.
Experience working within the technology industry, ideally with exposure to cloud service providers and large-scale IT environments.
Demonstrated expertise in managing high-value, complex sales opportunities and end-to-end enterprise sales processes.
Proven ability to develop and execute account strategies, manage sales pipelines, achieve ambitious revenue and margin targets, and generate sustainable business growth.
Strong knowledge of partner ecosystems and channel sales, with the ability to motivate partners and coordinate multiple external organizations to deliver customer solutions.
Exceptional relationship-building and stakeholder-management skills, particularly when engaging with senior executives and business decision-makers.
Advanced negotiation and commercial skills, including experience managing complex pricing discussions and positioning value under competitive pressure.
Strong consultative selling capabilities, with the ability to understand customer business challenges and translate them into relevant technology solutions.
Excellent financial and business acumen, including the ability to use financial-selling techniques to demonstrate solution value and support commercial decisions.
Broad understanding of technology portfolios and the ability to engage appropriate technical specialists to develop integrated solutions.
Strong knowledge of customer industries, competitive environments, and emerging technology trends.
Excellent presentation, communication, and time-management skills, with the ability to influence stakeholders and lead strategic customer discussions.
Strong organizational and prioritization skills, with the ability to manage multiple complex accounts and opportunities independently.
Demonstrated strategic thinking, sound business judgment, and the ability to operate effectively in a highly autonomous senior-level position.
Experience mentoring colleagues and providing guidance on sales strategies and best practices.
Benefits:
Competitive annual on-target compensation, including base salary and target-level sales incentives:
California: $263,000–$543,000 annually.
Illinois and Texas: $231,000–$543,000 annually.
Compensation structure consisting of 50% base salary and 50% target-level sales compensation, assuming achievement of 100% of the sales plan.
Actual compensation may vary depending on geographic location, professional experience, education, training, and skill level.
Comprehensive employee benefits package supporting physical, financial, and emotional well-being.
Health and wellness programs designed to support employees and their families.
Remote/teleworker arrangement, with the flexibility to primarily work from home.
Professional development opportunities, including programs designed to support career progression, technical expertise, and internal mobility.
Opportunities to collaborate with global teams, technology specialists, and strategic business partners.
Inclusive working environment that values diverse backgrounds, individual perspectives, and professional growth.
Commitment to equal employment opportunities and workplace accessibility, with reasonable accommodations available throughout the recruitment process.