Manager Sales IT

4 weeks ago

Mumbai, Maharashtra, India Sonata Software Full time
Job Description

Key Responsibilities:

- Own and manage a portfolio of enterprise and large corporate accounts, focusing on clients in the Mumbai or Pune region.
- Drive sales of software, hardware, cloud (AWS, Azure, Google), and security products, along with related IT services.
- Build and manage relationships with key stakeholders, including OEMs/principals such as Microsoft, AWS, Google, Adobe, Oracle, IBM, and leading security vendors.
- Allocate 70% focus on acquiring new accounts and 30% on growing existing accounts.
- Collaborate with Principal Account Managers from OEMs to jointly drive opportunities and ensure alignment.
- Implement Sonata's Account Management Process, including reporting, tracking, and customer success initiatives.
- Organize and participate in account-specific events to improve engagement and positioning.
- Focus on business development for new product and service areas, driving upsell and cross-sell opportunities.
- Drive revenue and gross contribution (GC) growth, in alignment with sales targets.
- Build awareness and positioning of Sonata's Platformation strategy as a transformation partner.
- Own and increase market share and direct deal annual revenue (A/R) within managed accounts.
- Leverage and convert leads from OEMs and partners into successful deals.

Required Skills & Qualifications:

- Proven experience in enterprise account management with a focus on IT products and services.
- Strong exposure to cloud platforms (AWS, Azure, Google Cloud) and IT/security sales.
- Demonstrated ability to drive new business, manage complex sales cycles, and close enterprise-level deals.
- Experience working with or alongside OEM/principal sales teams from top-tier technology vendors.
- Excellent communication, negotiation, and presentation skills.
- Strong understanding of solution selling, value positioning, and long-term account growth strategies.

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