Sales Account Executive

JOB DESCRIPTION Sales Account Executive COMMERCIAL SEGMENT)

Location: Mumbai (Goregaon)

Department: Sales Commercial Segment

Experience: 15 years

Reports To: Sales Manager / Business Unit Head

1. Role Overview

The Account Executive Commercial Segment is responsible for acquiring, developing, and managing customers in the commercial market. The role involves selling IT Infrastructure products and services, including Systems, Storage, Networking, Cloud, Managed Security Services, and related Infrastructure Services.

The candidate is expected to demonstrate strong sales acumen, customer relationship skills, and the ability to position end-to-end solutions that create value for clients.

2. Key Responsibilities

A. Sales & Business Development

• Identify, prospect, and acquire new customers within the commercial segment.
• Drive sales of infrastructure solutions across Systems, Storage, Networking, Virtualization, Cloud, and Managed/Professional Services.
• Meet and exceed monthly/quarterly/annual revenue and margin targets.
• Conduct customer meetings, presentations, and solution positioning.

B. Account Management

• Manage a set of existing accounts, drive mining opportunities, and increase share of wallet.
• Build strong relationships with key stakeholders (IT Heads, Purchase, CXOs).
• Understand client requirements, challenges, and IT modernization needs.

C. OEM & Partner Collaboration

• Work closely with leading OEMs and distributors (e.g., Dell, HPE, Lenovo, Cisco, Fortinet, VMware, Red Hat, etc.).
• Leverage OEM programs, campaigns, and funding to drive demand.
• Collaborate internally with Presales, Delivery, and Services teams.

D. Opportunity & Pipeline Management

• Maintain accurate pipeline and forecast in CRM.
• Ensure opportunity qualification (budget, need, timeline, competition).
• Prepare proposals, commercials, and customer-specific solution documents.

E. Customer Experience & Governance

• Ensure timely order booking, delivery coordination, and post-sales support.
• Drive customer satisfaction and repeat business.
• Support collections for assigned accounts.

3. Required Skills & Qualifications

Educational Qualifications

• Graduate in any discipline (mandatory).
• Engineering or MBA preferred.

Experience

• 15 years of experience in IT Infrastructure, Technology, or Solution-driven environments .
• Proven track record of selling Systems, Storage, Networking, Cloud, or Managed Services
• OR
• Professionals from ISR (Inside Sales), Presales, Solutioning, Delivery, or Technical roles within the IT/Technology domain who are sales-savvy and keen to transition into a Sales role are encouraged to apply.

Technical & Sales Skills

• Strong understanding of Infra technologies (Servers, Storage, Virtualization, Cloud, Security).
• Ability to communicate technical concepts and value propositions clearly to customers.
• Exposure to account management, solution selling, or customer-facing roles.
• Good presentation, negotiation, and closing skills.

Behavioral Skills

• High energy, self-driven, and passionate about sales.
• Strong customer orientation and relationship-building ability.
• Result-oriented with a growth mindset.
• Willingness to learn sales processes and work collaboratively in a team environment.

4. Key Performance Indicators (KPIs)

• Revenue & margin achievement.
• New account acquisition.
• Pipeline health and forecast accuracy.
• OEM engagement and certifications.
• Customer satisfaction & retention.

5. Compensation

• Competitive salary + performance incentives.
• OEM-linked rewards & recognition (where applicable).
• Career progression into Key Account Management or Enterprise Sales roles.

6. Why Join Us

• Opportunity to work with leading global OEMs and cloud providers.
• Fast-growing portfolio of solutions and services.
• Strong learning culture with training, certifications & career growth.