IT Sales Executive

Softech IT Store; Karachi Division; On-site; PKR 1,200,000 - 1,800,000; Full time

Benefits offered by this job

Commission on revenue

Performance bonuses

Fuel allowance for field activity

Medical insurance

Annual leave entitlement

Vendor certifications (sponsored)

Product enablement support

Mentorship from senior leadership

Job summary

Softech IT Store is seeking a results-driven Sales Executive to lead full-cycle B2B technology sales in Karachi. You will generate leads, own opportunities through discovery, proposal, negotiation and closing, and coordinate with presales for demonstrations and BOQ.

Travel within Pakistan will be required, with a quarterly revenue target in USD. The role is on-site in Karachi and involves managing channel partners, driving renewals, and building relationships with key decision makers while

Qualifications

• Bachelor’s degree in Business Administration, Marketing, IT or related field (Mandatory)
• 2 to 3 years of experience in B2B sales, technology sales or a customer-facing role (Mandatory)
• Fluent English, spoken and written (Non-negotiable)
• Own conveyance for travel within Karachi (Mandatory)
• On-site work in Karachi during working hours (Mandatory)
• CRM tools and MS Office proficiency (Mandatory)

Responsibilities

• Own each opportunity from lead to close, including proposal and negotiation
• Coordinate with Presales Engineer for demonstrations, sizing and BOQ
• Build commercial proposals and defend value against competitors
• Manage channel partners and renewals to grow pipeline
• Maintain CRM records and provide quarterly forecast
• Travel across Karachi and intercity as required

Skills

B2B sales

Field sales

Negotiation

Lead generation

Education

Bachelor's degree in Business Administration, Marketing, IT or related field

Tools

CRM tools

MS Office

Excel

Job description

Reports To: Head of Channel Sales

Working Hours: 9:00 AM to 6:00 PM, Monday to Friday; alternate Saturdays

Employment Type: Full-time, on-site

Experience Required: 1 to 2 years in B2B sales or technology sales

Travel: Travel within Karachi and intercity travel within Pakistan as required

ROLE PURPOSE

• This is a full-cycle, quota-carrying sales role. The Sales Executive generates their own leads and carries the opportunity through to a closed order and collected payment.
• The role is outward-facing and field-based. It is not a desk-based coordination or support position.
• The Sales Executive owns the commercial side of every deal — proposal, negotiation and closing — working within defined approval limits and with the Head of Channel Sales involved on larger or more complex opportunities.
• Technical demonstrations, sizing and proof of concepts are supported by the Presales Engineer.
• The role carries a quarterly revenue target denominated in US dollars, set and reviewed by the Head of Channel Sales, with a clear path to a larger territory and target as performance is demonstrated.

KEY RESPONSIBILITIES

Lead Generation and Pipeline Building

• Identify, research and qualify prospective customers across assigned verticals and accounts.
• Generate own pipeline through outbound calling, email outreach, professional networking platforms, referrals, and physical market coverage.
• Maintain sufficient pipeline coverage against the assigned quarterly target at all times.
• Qualify opportunities on budget, authority, need and timeline before committing company resources to them.

Sales Cycle Ownership and Closing

• Own each assigned opportunity from lead creation, through discovery, solution positioning, proposal and negotiation, to close, delivery and payment.
• Conduct discovery meetings to establish the customer’s requirement, decision process, budget and timeline.
• Co-ordinate the Presales Engineer for demonstrations, sizing, BOQ preparation and proof of concepts, and remain the owner of the opportunity throughout.
• Build and present commercial proposals, and defend the value of the proposed solution against competing offers.
• Conduct commercial negotiations on pricing, terms, payment schedules and scope, within the approval limits set by the Head of Channel Sales.
• Escalate larger or non-standard deals for guidance and approval before committing to terms.
• Close orders, secure purchase orders, and ensure correct and complete documentation for order processing.
• Follow up on collections against own accounts and co-ordinate with finance on ageing and reconciliation.

Tender and RFP Support

• Track tender and RFP announcements relevant to the assigned portfolio and flag them promptly.
• Prepare and compile bid documentation, compliance statements and commercial submissions under the direction of the Head of Channel Sales.
• Co-ordinate the Presales Engineer for the technical content of the submission.
• Manage submission formalities and deadlines, including bid security documentation, and follow up through award.

Customer and Partner Engagement

• Conduct on-site visits to customers and partners for meetings, presentations and relationship building.
• Build and maintain relationships with decision makers, influencers and technical stakeholders within assigned accounts.
• Manage assigned channel partners and resellers, keeping them enabled, engaged and producing pipeline.
• Grow existing accounts through renewals, upsell and cross-sell of the wider Softech portfolio.
• Follow up consistently post-meeting, post-demonstration and post-event to keep every opportunity moving.

Vendor and Principal Coordination

• Work with international vendors, principals and distributors for assigned brands on day-to-day commercial matters.
• Register and protect deals with vendors, and request special pricing and discount approvals.
• Obtain stock availability, lead times and delivery commitments, and manage customer expectations against them.
• Participate in vendor pipeline calls and joint account discussions.
• Work with vendor field teams on joint customer visits and co-selling opportunities.

Events, Webinars and Market Presence

• Support the planning and execution of customer events, partner events, webinars and roundtables hosted by Softech.
• Drive registration and attendance through personal outreach to own accounts and prospects.
• Attend and represent Softech at events, engaging attendees and generating conversations.
• Capture, qualify and action every lead generated through events, and convert them into pipeline.
• Attend industry events, vendor conferences and exhibitions as required.

Certifications and Product Knowledge

• Achieve the sales certifications assigned for each brand within the timelines defined by the Head of Channel Sales.
• Maintain certifications in good standing and stay current with new product releases, licensing models and vendor programmes.
• Develop working commercial knowledge of every product in the assigned portfolio, sufficient to position it credibly in an initial conversation without technical support.

CRM, Forecasting and Reporting

• Maintain accurate, complete and current records of all leads, opportunities, contacts, activities and order status in the CRM.
• Submit an accurate quarterly forecast and update it as opportunities progress or slip.
• Prepare pipeline and activity updates for management review.
• Report competitive intelligence, market movement and pricing pressure back to management.

Travel

• Travel across Karachi for customer and partner meetings, presentations and events.
• Travel to other cities within Pakistan for customer engagements, partner development and events.

REQUIRED QUALIFICATIONS AND EXPERIENCE

• Bachelor’s degree in Business Administration, Marketing, IT or a related field. (Mandatory)
• 2 to 3 years of experience in B2B sales, technology sales or a customer-facing commercial role. (Mandatory)
• Direct experience carrying a sales target, or personal contribution to closed business the candidate can speak to with specific numbers.
• Experience meeting customers face to face and running the conversation independently.
• Fluent spoken and written English. This is non-negotiable given the level of customer, partner and international vendor interaction involved.
• Own personal conveyance (car or motorcycle) for travel within Karachi, and willingness to undertake intercity travel within Pakistan. (Mandatory)
• Based in Karachi and available to work on-site during the stated working hours.
• Working proficiency with CRM tools and MS Office, particularly Excel and Word.

PREFERRED QUALIFICATIONS

The following are not mandatory but will be considered an advantage:

• Experience selling cybersecurity, networking, enterprise software or IT infrastructure solutions.
• Prior experience in an IT distribution, systems integration or technology sales environment.
• Exposure to tenders, RFPs and procurement or bid documentation processes.
• Experience working through a channel or partner model in addition to direct sales.
• Existing vendor sales certifications relevant to cybersecurity, networking or enterprise IT.
• Existing relationships with enterprise, BFSI, telecom or public sector accounts in Pakistan.

COMPETENCIES AND PERSONAL ATTRIBUTES

• Confident in front of senior decision makers, and comfortable leading a meeting.
• Commercially curious. Wants to understand margin, deal structure and how buying decisions get made.
• Disciplined with follow-up. Persistent without being pushy.
• Owns the number. Does not need to be chased for activity, forecast or collections.
• Resilient in the face of long cycles, competitive pressure and lost deals.
• Coachable, and quick to apply feedback from senior team members.
• Professional and credible conduct with customers, partners and international vendors.
• Hungry to grow into a larger commercial role.

KEY PERFORMANCE INDICATORS

Targets for each review period will be agreed with the Head of Channel Sales.

• Quarterly Revenue Target: Achievement against the assigned quarterly sales target in US dollars
• Gross Profit: Gross profit delivered against the assigned margin expectation
• Pipeline Coverage: Value of qualified open pipeline maintained against the quarterly target
• New Customer Acquisition: Number of new logos closed in the review period
• Activity Levels: Consistency of outreach, meetings and customer visits in the review period
• Certifications: Number of assigned sales certifications achieved within the timelines set for each
• Recovery: Collections against own invoices and control of outstanding ageing
• Forecast and CRM Accuracy: Accuracy of submitted forecast and completeness of CRM records

WHAT WE OFFER

• A quota-carrying role with a defined commission structure on achieved revenue.
• Performance-based bonuses and annual increments tied to achievement against target.
• Fuel allowance for field activity within Karachi, and company-covered travel for intercity engagements.
• Medical insurance coverage.
• A structured annual leave entitlement, in addition to casual and sick leave, in line with company policy.
• Direct access to leading global technology brands, vendor programmes and international principals.
• Fully sponsored vendor sales certifications and structured product enablement.
• Dedicated presales and technical support on every opportunity, so selling time stays on selling.
• Direct mentorship from senior commercial leadership on live deals, not classroom training.
• Clear performance-based growth. High performers are recognised, rewarded, and given expanded territory and responsibility.
• An organisation that invests in its people. When the company grows, you grow.