Regional Account Manager

Key Responsibilities

Strategic Account Management

• Manage and grow a portfolio of key enterprise, corporate, and commercial accounts.

• Develop account strategies and growth plans to maximize revenue opportunities.

• Build strong relationships with key stakeholders, decision-makers, and C-level executives.

• Act as a trusted advisor to customers by understanding their business challenges and technology needs.

Sales & Revenue Growth

• Achieve assigned revenue, gross margin, and business growth targets.

• Drive new business acquisition while expanding existing customer relationships.

• Identify cross-sell and upsell opportunities across the organization's technology portfolio.

• Manage the complete sales cycle from prospecting and opportunity creation to deal closure.

Customer Engagement

• Conduct regular customer meetings, business reviews, and executive engagements.

• Understand customer requirements and align appropriate technology solutions.

• Maintain high levels of customer satisfaction and ensure long-term business retention.

• Resolve customer escalations and coordinate with internal teams for timely support.

Business Development

• Generate and maintain a strong sales pipeline through market outreach, networking, and customer engagement.

• Identify opportunities within emerging technologies and new market segments.

• Develop and execute account penetration and market expansion strategies.

• Drive demand generation activities in collaboration with marketing and vendor teams.

Vendor & Partner Collaboration

• Work closely with OEMs, technology vendors, and channel partners to drive joint business initiatives.

• Leverage vendor programs, incentives, and resources to accelerate business growth.

• Participate in vendor-led activities, customer events, and strategic account planning sessions.

Solution Selling

• Engage with customers to understand technical and business requirements.

• Position infrastructure, cloud, cybersecurity, networking, software, AI, and digital transformation solutions.

• Collaborate with pre-sales and solution architects to develop customer proposals and presentations.

• Support complex deal negotiations and business case development.

Forecasting & Reporting

• Maintain accurate account plans, sales forecasts, and opportunity tracking.

• Monitor account performance, pipeline health, and revenue achievement.

• Prepare business reviews and management reports.

• Ensure CRM updates and sales process compliance.

Cross-Functional Collaboration

• Work closely with Product Management, Pre-Sales, Operations, Finance, and Support teams.

• Coordinate internal resources to deliver superior customer experience.

• Support contract negotiations, commercial discussions, and operational execution.

Desired Skills & Competencies

• Strong Enterprise Sales and Account Management expertise.

• Excellent relationship-building and stakeholder management skills.

• Proven track record of achieving and exceeding sales targets.

• Strong consultative and solution-selling capabilities.

• Excellent negotiation, presentation, and communication skills.

• Strong business acumen and commercial understanding.

• Ability to engage with CXOs and senior business leaders.

• Analytical mindset with strong forecasting and pipeline management skills.

• Self-driven, result-oriented, and customer-centric approach.

Educational Qualification

• Bachelor's Degree in Engineering, Information Technology, Business, Commerce, or related field.

• MBA preferred.

Preferred Experience

• 10-15+ years of experience in Account Management, Enterprise Sales, Business Development, or Strategic Sales roles.

• Experience in IT Distribution, Technology Sales, System Integration, Cloud, Cybersecurity, Networking, Infrastructure, or Software Solutions.

• Strong experience managing enterprise accounts and large customer relationships.

• Exposure to working with OEMs, channel partners, and technology vendors.