Account Manager IT & Digital Sales

About the Role

Saudi Xerox is seeking an Account Manager IT & Digital Sales to join their team in Riyadh, Saudi Arabia. This full-time role is focused on driving revenue growth by identifying, qualifying, and converting customer opportunities for IT and digital solutions. The Account Manager will manage the full sales cycle, from opportunity identification through proposal development, negotiation, and contract closure, ensuring a successful transition to delivery teams.

Key Responsibilities

• Conduct consultative sales outreach and schedule discovery meetings with prospective clients to present company capabilities and offerings.
• Lead discovery sessions to understand customer business objectives, challenges, and IT environments.
• Identify and qualify sales opportunities using structured qualification frameworks.
• 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 solutions.
• Participate in solution workshops, technical discussions, and executive briefings with customers.
• 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.
• Monitor market trends, competitor activities, and partner solutions to identify strategic sales opportunities.
• Contribute to revenue planning and pipeline forecasting aligned with organizational sales targets.
• 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.
• Develop commercial models and pricing proposals based on customer requirements and solution scope.
• Support preparation of commercial documentation including proposals, pricing structures, and contractual terms.
• Maintain strong knowledge of company services, technology solutions, and partner offerings.

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.
• Coordinate with partners, vendors, and resellers when required to support customer solutions and proposals.
• Facilitate communication between customers and internal teams throughout the sales cycle.
• 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.
• Track key performance indicators such as opportunity creation, conversion rates, and sales cycle timelines.

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 2-5 years of relevant experience in IT and digital sales. The role requires a consultative selling approach and the ability to understand complex client business and technology environments.