Enterprise Sales Manager

Computer Marketing Company (CMC); Lahore; On-site; PKR 2,400,000 - 4,800,000; Full time

Job summary

Computer Marketing Company (Pvt.) Ltd. in Lahore, Pakistan, seeks an Enterprise Sales Manager to develop and manage enterprise, institutional, private and public-sector clients, generate new business, and achieve revenue and gross-margin targets across data centers, IT infrastructure, networking, cybersecurity, cloud and ICT solutions.

You will work with CXOs and procurement teams, leverage strong product knowledge across partner ecosystem, and navigate Pakistan's public and private procurement

Qualifications

• 7+ years of enterprise IT/ICT solution sales experience.
• Bachelor’s degree in Business Administration or a relevant discipline.
• Strong product knowledge across CMC's partner ecosystem; adept at B2B enterprise sales, account development, solution-selling and contracting.

Responsibilities

• Identify and develop new enterprise, corporate, institutional, private and public-sector accounts.
• Sell integrated ICT solutions across data centers, IT infrastructure, cloud, cybersecurity and related domains.
• Manage opportunities through full lifecycle with accurate CRM and pipeline management.

Skills

Enterprise IT sales

Account development

Solution selling

Commercial negotiations

Education

Bachelor's degree in Business Administration

Job description

Company: Computer Marketing Company (Pvt.) Ltd.

Locations: Lahore Pakistan

Experience: 7+ years in Enterprise IT/ICT Solution Selling.

Education: Bachelor’s degree in Business Administration or a relevant discipline

Reporting To: Sales / Business Head

1. Position Objective

The Enterprise Sales Manager will be responsible for developing and managing enterprise, institutional, private and public-sector clients and key accounts, generating new business, developing qualified sales pipelines, and achieving assigned revenue and gross-margin targets through the sale of data centers, enterprise IT infrastructure, networking, cybersecurity, cloud and integrated ICT solutions.

The role requires strong product knowledge across CMC's partners ecosystem, B2B enterprise sales, account development, solution-selling, commercial negotiation and contracting skills, together with practical understanding of Pakistan's public and private procurement environment.

2. Core Technology & Solution Domains

The candidate should be capable of positioning and selling integrated enterprise ICT solutions across relevant technology domains:

• Data Center Facilities
• IT/ICT Infrastructure
• Virtualization, Cloud & Containers
• Cybersecurity

Typical OEMs: Dell Technologies, HPE, Lenovo, Huawei, IBM, H3C, xFusion, Nutanix, APC, Fortinet, Vertiv, Schnieder, Trend Micro, Kspersky, Palo Alto, Barracuda, Logrhythm, Cisco, Eaton, Attom, Delinea, Proxmox, VMware, Veeam, Commvault, Veritas, Juniper, Aruba, Citrix, Kubernetes, Red Hat or equivalent platforms

3. Key Responsibilities

A. Business Development & Account Acquisition

• Identify and develop new enterprise, corporate, institutional, private and public-sector accounts.
• Build relationships with CXOs, CIOs, CTOs, CISOs, IT Directors, Infrastructure Heads, Procurement, Commercial and other decision-makers.
• Conduct account mapping and identify infrastructure, modernization, cybersecurity and technology requirements.
• Develop new opportunities across assigned territories and market segments.
• Maintain a healthy, qualified and demonstrable sales pipeline.
• Develop strategic account plans and long-term customer relationships.

B. Solution-Based Selling

• Understand customer requirements and translate them into appropriate ICT solutions.
• Sell integrated solutions rather than isolated products wherever appropriate.
• Work with Presales and Solution Architects to develop technical and commercial proposals.
• Present solution architecture, commercial propositions and business cases.
• Demonstrate sufficient understanding of enterprise infrastructure, data centers, networking, cybersecurity, cloud and virtualization to engage technical and business stakeholders.

C. Sales & Opportunity Management

Manage opportunities through the complete lifecycle:

• Maintain accurate CRM and pipeline information.
• Forecast business accurately.
• Maintain appropriate pipeline coverage against assigned targets.
• Prioritize opportunities according to value, probability, strategic importance and closing timeline.

The candidate should have practical exposure to Pakistan's public-sector ICT procurement environment, including:

• Understanding of PPRA Rules and public procurement procedures.
• Experience with government tenders, RFPs, RFQs, EOI/RFI processes and bidding procedures.
• Understanding of technical and commercial bid requirements.
• BOQ/BOM and compliance-matrix understanding.
• Bid security, performance guarantee and contractual documentation awareness.
• Understanding of technical evaluation, financial evaluation and tender award processes.
• Experience coordinating tender submissions with Presales, OEMs, Commercial, Finance, Legal and Procurement teams.
• Awareness of procurement portals, vendor registration and applicable public-sector documentation requirements.
• Ability to identify, qualify and manage public-sector opportunities from tender discovery through contract/PO award.

5. Government & Institutional ICT Market

The candidate should have working knowledge of Pakistan's government and institutional ICT ecosystem, with exposure where relevant to:

• Ministry of IT & Telecom (MoIT&T)
• PKCERT / national cybersecurity ecosystem
• Federal and provincial government departments
• Autonomous and statutory organizations
• Public-sector organizations
• Universities and large educational institutions
• Banks and financial institutions
• Telecom and technology organizations
• Large enterprise and institutional customers

The candidate should understand that public-sector opportunities may involve formal procurement, technical compliance, approved specifications, tender documentation, institutional relationships and extended sales cycles.

6. Private-Sector Contracting

Experience in enterprise/private-sector procurement and contracting should include, where applicable:

• Customer RFQs/RFPs
• Vendor registration and prequalification
• Commercial proposals and quotations
• Framework agreements
• Solution-based commercial negotiations
• Pricing and margin management
• Contract terms and conditions
• Purchase orders
• Payment and credit terms
• Delivery and acceptance requirements
• Renewal, expansion and technology-refresh opportunities

7. Defense & Strategic-Sector Business

Exposure to defense, security, strategic or other controlled-sector ICT contracting will be considered relevant.

The candidate should understand the importance of:

• Institutional procurement procedures
• Tender and contractual documentation
• Technical compliance
• Confidentiality and information handling
• OEM coordination
• Commercial and contractual compliance
• Long sales and approval cycles
• Stakeholder and relationship management
• Delivery and contractual obligations

Direct experience in defense/strategic-sector ICT projects is preferred where relevant to the candidate's background.

8. Commercial Negotiation & Contract Closure

• Prepare and negotiate commercial proposals, quotations and contracts.
• Lead negotiations through PO/contract closure.
• Protect company gross margins while remaining commercially competitive.
• Coordinate credit, commercial approvals, procurement and delivery requirements.
• Understand commercial risks, payment terms, contractual obligations and opportunity profitability.
• Ensure proper handover of awarded business to Procurement, Finance, Projects and Delivery teams.
• Develop working knowledge of assigned OEM portfolios.
• Coordinate with OEMs and technology partners for:
  • Opportunity registration
  • Technical support
  • Demonstrations
  • Solution validation
  • Partner programs
  • Maintain awareness of relevant OEM technologies, certifications and product roadmaps.
  • Leverage OEM relationships to develop and close enterprise opportunities.

10. Cross-Functional Coordination

Work closely with:

• Solution Architects
• Project & Delivery Teams
• Procurement
• Finance & Commercial
• Legal, where applicable

to ensure effective transition from opportunity development through solution design, contracting, delivery and customer satisfaction.

11. Required Sales & Market Competencies

The candidate should demonstrate:

• 7+ years of enterprise ICT / IT solution sales experience.
• Experience selling complex, multi-technology ICT solutions.
• Established enterprise, institutional or public-sector relationships.
• Strong account mapping and business-development capability.
• Experience with tenders, RFPs/RFQs and formal procurement processes.
• Practical PPRA/public procurement knowledge where applicable.
• Public-sector and/or large enterprise contracting experience.
• Strong commercial negotiation and closing capability.
• Ability to engage both business and technical stakeholders.
• Ability to develop and maintain qualified sales pipelines.
• Strong proposal and presentation skills.
• Ability to work with OEMs, distributors, Presales and Solution Architects.
• Understanding of margins, pricing, opportunity qualification and commercial risk.
• Willingness to travel for customer meetings and business development activities.

12. Preferred Domain & Framework Awareness

Working awareness of relevant technology, cybersecurity and infrastructure frameworks/standards is desirable, including where applicable:

• ISO/IEC 27001
• ISO/IEC 20000
• PKCERT
• NIST Cybersecurity Framework
• ITIL
• COBIT
• Open Compute Project
• PCI DSS
• Data Center standards
• Enterprise Networking & Security Architecture
• Relevant Pakistani ICT and cybersecurity requirements