SENIOR MANAGER SALES ACCOUNT MANAGER

ROLE OBJECTIVE The Senior Manager Sales Account Manager responsible for leading new business development and client acquisition within the different sector.The role is accountable for building and executing a sector-specific sales strategy, identifying new opportunities, and closing high-value deals that drive sustainable revenue growth for Otech.This role combines strategic market leadership, enterprise relationship management, and pursuit execution. The incumbent will work closely with Pre-Sales, Delivery, Partner Management, Marketing, and Revenue Operations to ensure a consistent pipeline of qualified opportunities, robust governance, and profitable deal closures.RESPONSIBILITIESSector Strategy & Market DevelopmentDevelop and execute a comprehensive sales strategy for the sector, aligned with Otech’s annual business plan and growth objectives.Identify emerging technology needs, investment cycles, and transformation priorities within the sector.Build a strong understanding of the sector’s regulatory environment, procurement models, and budgetary cycles to anticipate buying behavior.Maintain a high-level view of competitive dynamics, pricing trends, and partner ecosystems relevant to the sector.Business Development & Opportunity ManagementIdentify, qualify, and pursue new business opportunities across Otech’s solution portfolio — including cloud, system integration, cybersecurity, and managed services.Drive engagement with decision-makers, procurement authorities, and influencers within target organizations.Lead the end-to-end sales lifecycle — from lead qualification, proposal and solution definition, to commercial negotiation and closure.Collaborate with Pre-Sales teams to craft tailored technical and commercial proposals that meet client needs and internal profitability goals.Ensure proper deal governance through adherence to internal review processes, pricing validations, and DOA thresholds.Relationship Management & Stakeholder EngagementEstablish and maintain strategic, trust-based relationships with CXOs, CIOs, CISOs, and functional heads in the sector.Build deep account intelligence across target entities, ensuring long-term client partnerships and recurring opportunities, in coordination with account management teamRepresent Otech at industry events, summits, and roundtables to enhance visibility and credibility within the sector.Leverage ecosystem partnerships (OEMs, hyperscalers, ISVs) for joint GTM motions and co-branded engagements.Leadership & CollaborationLead and mentor a small team of Senior and Junior Specialists responsible for pipeline building and pursuit execution in the sector.Drive structured sales rhythms — opportunity reviews, pursuit planning, and performance tracking.Partner with Marketing for sector campaigns, thought leadership content, and client events to generate qualified leads.Coordinate with Revenue Operations for opportunity tracking, forecast accuracy, and performance reporting.Work collaboratively with Delivery and Finance to ensure that client expectations are aligned with delivery capability and financial goals.Performance Accountability & GovernanceOwn sector-specific KPIs, including total contract value (TCV), number of new clients, win rate, and profitability.Maintain discipline in opportunity qualification to ensure high conversion ratios across the sales funnel.Provide periodic sales forecasts, pipeline health reports, and competitive insights to leadership.Drive continuous improvement through pursuit retrospectives, lessons learned, and market intelligence sharing.