Senior Account Manager IT & Digital Sales

About the Role

Saudi Xerox is seeking a Senior Account Manager IT & Digital Sales to join their team in Riyadh. This full-time role focuses on driving revenue growth by identifying, qualifying, and converting customer opportunities for IT and digital solutions. The position requires a consultative sales approach, understanding client business and technology environments, and collaborating with presales and technical teams to develop tailored solutions and proposals.

Key Responsibilities

• Conduct consultative sales outreach and schedule discovery meetings with prospective clients to present company capabilities, services, and technology offerings.
• Lead discovery sessions to understand customer business objectives, challenges, IT infrastructure, and application environments.
• Identify and qualify sales opportunities using structured qualification frameworks including budget, authority, need, and timeline.
• Maintain accurate pipeline tracking and opportunity records within the CRM system.
• Collaborate with presales engineers, solution architects, and technical specialists to translate business requirements into technical solution options.
• Manage the end-to-end sales cycle from opportunity qualification to proposal submission and contract closure.
• Ensure smooth transition and handover of closed opportunities to delivery and implementation teams.

Planning and Development

• Develop account engagement strategies aligned with customer business priorities and technology roadmaps.
• Identify potential sales opportunities within existing and prospective accounts.
• Plan and manage sales pipeline activities to ensure consistent opportunity flow and revenue forecasting.
• Prepare and deliver commercial proposals and solution presentations in collaboration with presales and finance teams.
• Contribute to RFP and RFI responses by coordinating with internal technical teams and ensuring alignment with customer requirements.
• Develop commercial models and pricing proposals based on customer requirements and solution scope.
• Maintain strong knowledge of company services, technology solutions, and partner offerings to position value-driven solutions.

Stakeholder Management and Reporting

• Build and maintain strong relationships with key customer stakeholders including business leaders, IT teams, and decision-makers.
• Engage with executive stakeholders to understand strategic priorities and position relevant technology solutions.
• Collaborate with internal teams including presales, delivery, and product teams to ensure alignment on solution design and proposal development.
• Track and report on sales pipeline performance, opportunity progression, and forecast accuracy.
• Monitor and report performance against sales targets, revenue goals, and key sales metrics.
• Provide regular updates to sales leadership on key opportunities, proposal status, and deal progress.

Record Keeping

• Maintain accurate and up-to-date records of sales activities, opportunities, and customer engagements in the CRM system.
• Document discovery findings, customer requirements, and solution scope discussions.
• Maintain records of proposals, pricing documentation, and contract negotiations.
• Archive customer interaction history and account insights for ongoing relationship management.

Qualifications and Experience

Candidates should possess 5-10 years of relevant experience in IT and digital sales. The role requires a strong understanding of consultative selling principles and the ability to manage complex sales cycles from opportunity identification to closure.