IT Senior Account Manager

TRANSCEND SOLUTIONS PTE. LTD.; Singapore; On-site; SGD 120,000 - 180,000; Full time

Job summary

TRANSCEND SOLUTIONS PTE. LTD. is seeking a Senior Account Manager to drive acquisition of new customers and growth of existing enterprise accounts within Singapore.

You will promote our IT solutions, build executive relationships, and lead complex negotiations, ensuring delivery alignment across internal teams. The role requires deep knowledge of enterprise IT solutions, a proven sales track record, and the ability to navigate long sales cycles with strategic thinking and professional

Qualifications

• Diploma or Degree in IT, Engineering, Business, or related field.
• Minimum 8 years of B2B enterprise technology sales experience, with at least 5 years in the Singapore Enterprise IT market.
• Proven track record of achieving or exceeding annual sales quotas.
• Solid understanding of enterprise IT solutions including cloud platforms, infrastructure, cybersecurity, DevOps and virtualization.
• Excellent communication, interpersonal and stakeholder management skills, with ability to engage C-suite.

Responsibilities

• Lead strategic enterprise account development and align capabilities with customer business objectives.
• Drive pipeline and revenue through accurate forecasting and active opportunity management.
• Manage full sales cycle from initial pitch to deal closure and oversee project implementation.
• Coordinate cross-functional teams including Solution Architects, Marketing and Delivery.
• Attend tenders, RFPs, and client workshops to support go-to-market activities.

Skills

Relationship building

Communication

Stakeholder management

Negotiation

C-suite engagement

Education

Diploma or Degree in IT/Engineering/Business

Tools

Excel

PowerPoint

Teams

Job description

Key Responsibilities

As a Senior Account Manager, you will play a pivotal role in acquiring new customers, developing existing accounts, and promoting our suite of IT solutions. Your key responsibilities include:

1. Strategic Enterprise Account Development

• Develop and execute strategic account plans for key enterprise customers.
• Identify digital transformation initiatives and align the company’s capabilities with customers' business objectives.
• Build executive-level relationships with CIOs, CTOs, CISOs, Heads of Infrastructure, Heads of Applications, Procurement Directors, and business decision-makers.
• Drive wallet share growth through strategic account expansion and long-term account planning.
• Conduct regular executive business reviews with key customers.
• Translate business challenges into technology roadmaps together with technical consultants.
• Develop business cases and ROI justifications for enterprise customers.
• Lead complex commercial negotiations and contract discussions.
• Work closely with suppliers such as the vendors and distributors, as well as internal stakeholders to formulate a win plan for the customers.

2. Pipeline and Revenue Management

• Build and maintain a healthy qualified sales pipeline in order to meet the assigned annual quota.
• Deliver accurate monthly, quarterly and annual sales forecasts.
• Monitor opportunity progression and proactively remove sales blockers.
• Ensure opportunities are managed according to the company's sales governance process.

3. Sales Process Execution

• Lead the full sales cycle from initial pitch to deal closure and overseeing the project implementation, coordinating across internal departments.
• Prepare client proposals, presentations, quotations, and contracts with accuracy and attention to compliance.
• Negotiate pricing, terms, and scope of work effectively.
• Maintain updated client records.

4. Cross-Functional Collaboration

• Work closely with Solution Architects, Marketing, and Project Delivery teams.
• Participate in tender responses, RFP submissions, and client workshops.
• Coordinate customer onboarding and post-sale handover with the delivery teams.

5. Market & Product Knowledge

• Keep up to date with industry trends, emerging technologies, and competitor landscape.
• Attend vendor trainings and obtain relevant certifications, when required.
• Actively contribute to go-to-market planning for new solutions and services.

Requirements

• Diploma or Degree in Information Technology, Engineering, Business, or a related field.
• Minimum 8 years of successful B2B enterprise technology sales experience, with at least 5 years in the Singapore Enterprise IT market, preferably within a System Integrator, Managed Service Provider (MSP), Value-Added Reseller (VAR), or Enterprise Technology Vendor.
• Demonstrated experience selling complex enterprise IT solutions with deal values ranging from SGD100K to multi-million-dollar projects.
• Proven track record of consistently achieving or exceeding annual sales quotas.
• Solid understanding of enterprise IT solutions not limited to cloud platforms (AWS, Azure, GCP), infrastructure, networking, cybersecurity, DevOps, and virtualization.
• Excellent communication, interpersonal, and stakeholder management skills.
• Able to build trusted relationships at multiple levels, including C-suite.
• Self-driven, proactive, adaptable, and able to work both independently and as part of a team.
• Proficiency in using productivity tools (e.g., Excel, PowerPoint, Teams).

Preferred Attributes

• Familiarity with Singapore's public sector IT procurement processes is a plus.
• Hunter mentality with the ability to manage long sales cycles.
• Existing coverage in enterprise customers.
• Positive attitude and resilience in navigating complex enterprise sales environments.
• Experience with strategic alliances or managing channel/vendor relationships.