Description:
As an IT Sales Account Manager at Digital Shadow IT, you will be responsible for driving revenue growth and expanding our market footprint across a portfolio of high-value customer accounts. In this client-facing role, you will own the full sales lifecycle from identifying new business opportunities to managing long-term relationships and ensuring ongoing client satisfaction.
Your primary focus will be on aligning Digital Shadow IT’s innovative technology solutions with each customer’s unique business and IT objectives. You will work collaboratively with internal teams and key stakeholders to develop tailored solutions that deliver real business value. Your ability to understand complex IT environments, communicate effectively, and foster strong relationships will be critical to your success.
This is a high-impact role suited for a results-driven, strategic thinker with a passion for technology and customer success.
Key Responsibilities
- Drive new business by identifying and pursuing growth opportunities.
- Develop and execute sales strategies and territory plans.
- Qualify and convert leads into long-term customers using a structured sales process.
- Engage strategic accounts and negotiate favorable pricing and terms.
- Collaborate with Solutions Engineers to deliver tailored technical solutions.
- Understand customer decision-making processes and organizational priorities.
- Utilize events, marketing campaigns, and industry channels for targeted outreach.
- Build strong, multi-level relationships within key accounts.
- Conduct Quarterly Business Reviews (QBRs) to track progress and refine strategy.
- Identify and pursue cross-sell and upsell opportunities.
- Align solutions to customer goals, pain points, and business drivers.
- Deliver compelling product demonstrations that align with customer objectives.
- Present solution value and benefits clearly to both technical and business audiences.
- Maintain accurate records of sales activities and opportunities in a CRM system.
- Provide timely forecasts and insights on pipeline health and account performance.
- Maximize customer satisfaction and product utilization.
- Act as the customer advocate, relaying feedback to internal teams.
- Ensure retention and long-term client success.
- Offer strategic guidance to help customers stay competitive and innovative.
Qualifications & Requirements
- Bachelor’s degree in Sales, Marketing, Business, or a related field (preferred).
- 3–5 years of proven experience in new logo acquisition within the IT software industry.
- Strong understanding of software solutions and their real-world applications.
- Deep knowledge of the industry landscape, market dynamics, and customer challenges.
- Demonstrated success in building and maintaining strong customer relationships.
- Skilled in value-based selling and objection handling.
- Consistently meets or exceeds sales targets in a results-driven environment.
- Excellent communication, negotiation, and presentation skills.
- Strong problem-solving capabilities and a customer-focused mindset.
- Analytical and strategic thinker with a proactive approach to business development.
- High level of integrity, professionalism, and interpersonal effectiveness.
- Detail-oriented with strong organizational skills.
- Proficient with CRM systems and account management tools.