Account Manager, IT & Digital Sales

Olayancareer; Riyadh; On-site; SAR 180,000 - 300,000; Full time

Job summary

OSHCO is seeking an experienced sales professional in Riyadh to drive IT solutions from discovery through contract closure. The role covers end-to-end sales cycles, strong collaboration with presales, delivery, and finance teams to deliver value-driven proposals.

Candidates should have a 3–4 year track record in IT or technology sales, with experience in enterprise or mid-market accounts, and familiarity with cloud services and ITIL foundations. A bachelor’s degree in a related field is required.

Qualifications

• Bachelor’s degree in IT, CS, business or related field.
• 3–4 years in IT or technology sales, business development, or solution consulting with enterprise or mid-market exposure.
• Experience with defining customer requirements and translating them into solutions.
• IT security, cloud, or technology services knowledge is preferred.

Responsibilities

• Lead consultative sales outreach and discovery meetings with prospective clients to present capabilities and services.
• Run discovery sessions to understand customer objectives, IT infrastructure, and application environments.
• Maintain accurate pipeline records in the CRM and coordinate with presales and delivery teams.
• Develop commercial proposals and pricing models in collaboration with presales and finance.
• Close deals and ensure smooth handover to delivery and implementation teams.
• Engage with stakeholders and partners to align on solution design and contracts.
• Prepare RFP/RFI responses with internal teams and maintain competitive pricing documentation.

Skills

Consultative selling

CRM proficiency

Opportunity qualification

Stakeholder management

Communication skills

Education

Bachelor's Degree in Information Technology, Computer Science, Business Administration, or a related field

Tools

CRM systems

Job description

Job Accountabilities & Activities

Operations

• Conduct consultative sales outreach and schedule discovery meetings with prospective clients to present the company’s capabilities, services, and technology offerings.
• Lead discovery sessions to understand customer business objectives, challenges, IT infrastructure, and application environments.
• Identify and qualify sales opportunities using structured qualification frameworks including budget, authority, need, and timeline.
• 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 solution options.
• 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

• 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.

Development

• 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 and ensuring alignment with customer requirements.
• 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 to position value-driven solutions.

Stakeholder Management

• 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.

Reporting

• 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.

Education & Certifications

• Bachelor’s Degree in Information Technology, Computer Science, Business Administration, or a related field

Additional Preferred Certifications

• Cloud platform certifications (AWS, Microsoft Azure, Google Cloud Platform, or Oracle Cloud Infrastructure) – preferred
• ITIL Foundation – preferred
• Professional sales certifications or solution selling methodologies – advantageous

Required Years of Experience

Minimum 3–4 years of experience in IT or technology sales, business development, or solution consulting with exposure to enterprise or mid‑market clients.

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