Assistant General Manager – IT Sales

Fentons · LK

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Assistant General Manager – IT Sales

The Assistant General Manager – IT Sales will be responsible for driving the overall sales strategy, revenue growth and market expansion for the company’s IT solutions portfolio. The role will focus on acquiring new corporate and enterprise customers, developing strategic accounts, strengthening vendor and partner relationships, and ensuring sustainable profitability across IT products, solutions and managed services.

The successful candidate will be expected to operate as a senior sales leader, working closely with technical, pre-sales, project delivery, finance and management teams to translate customer requirements into commercially viable solutions. The position requires strong enterprise selling skills, sound commercial judgement, people leadership and the ability to build trusted relationships with C-level decision-makers and key business stakeholders.

Responsibilities

•   Develop and execute annual and quarterly IT sales strategies aligned with business objectives, revenue targets, margin expectations and market growth priorities.
•   Lead the end-to-end business development function for IT solutions, including prospecting, qualification, opportunity creation, account planning, proposal development, negotiation and deal closure.
•   Drive revenue growth across corporate, enterprise, government and strategic SME accounts by identifying new opportunities for IT infrastructure, cloud, cybersecurity, networking, software, managed services and integrated technology solutions.
•   Build, manage and mentor the IT sales team by setting clear KPIs, monitoring performance, coaching team members, reviewing pipelines and ensuring the achievement of individual and team targets.
•   Own and manage a healthy sales pipeline through structured forecasting, CRM discipline, opportunity reviews, account mapping and timely management reporting.
•   Develop and maintain strong relationships with C-level stakeholders, IT leaders, procurement teams and business decision-makers to position the company as a trusted technology partner.
•   Work closely with pre-sales, technical, project delivery and finance teams to design fit-for-purpose solutions, prepare accurate costings, validate technical feasibility and ensure commercial viability.
•   Prepare, review and present professional proposals, quotations, tender submissions, solution presentations, board-level commercial papers and customer business cases.
•   Lead strategic negotiations on pricing, contract terms, service scope, payment terms and commercial conditions while protecting profitability and long-term customer value.
•   Manage key accounts and strategic customers through regular business reviews, relationship development, renewal planning, cross-selling, upselling and customer satisfaction initiatives.
•   Strengthen relationships with technology principals, vendors, distributors and ecosystem partners to improve market access, solution competitiveness, deal support and partner-led opportunities.
•   Monitor technology trends, customer buying behaviour, competitor activity and market demand to identify new solution areas and recommend improvements to the sales strategy.
•   Collaborate with marketing and business development teams to support campaigns, events, industry forums, customer workshops and lead-generation initiatives.
•   Ensure compliance with company policies, approval processes, ethical sales practices, tender requirements and contractual obligations.
•   Provide regular reports to senior management covering sales performance, pipeline status, forecast accuracy, market insights, key account progress, risks and corrective actions.

Candidate Profile

•   A bachelor’s degree in Information Technology, Computer Science, Engineering, Business Management, Marketing or a related discipline. An MBA or postgraduate qualification would be an added advantage.
•   A minimum of 10–12 years’ progressive experience in IT sales, business development or enterprise solutions selling, including at least four to five years in a senior managerial or team leadership role.
•   A proven track record of achieving revenue, gross margin and business growth targets in a competitive technology sales environment.
•   Strong understanding of enterprise IT solutions, including cloud platforms, data centre and infrastructure solutions, networking, cybersecurity, software licensing, collaboration solutions, managed services and systems integration.
•   Experience in handling large corporate accounts, government tenders, enterprise procurement cycles, complex solution proposals and multi-stakeholder negotiations.
•   Ability to engage confidently with C-level executives, CIOs, CFOs, IT managers, procurement heads and business decision-makers.
•   Strong commercial acumen, with the ability to understand cost structures, margins, pricing models, profitability, contracts and risk areas in technology sales.
•   Demonstrated ability to lead, coach and performance-manage a sales team while fostering a target-driven, accountable and collaborative culture.
•   Excellent communication, presentation, negotiation, influencing and relationship-building skills.
•   A high level of business maturity, professional integrity, ownership and resilience, with the ability to work effectively under pressure.
•   Strong analytical and reporting skills, with the ability to translate pipeline data, market insights and customer requirements into practical sales actions.
• Established relationships with enterprise customers, technology vendors, distributors and partner ecosystems would be a distinct advantage.
•   Familiarity with CRM systems, structured sales methodologies, tender processes and solution-based selling practices would be preferred.
•   Professional certifications or exposure to leading technology vendors such as Microsoft, Cisco, Fortinet, Dell, HPE, VMware, AWS or similar platforms would be an added advantage.

If you think you have what it takes to be successful in this challenging role, please click on “Apply Now”. Pay and benefits of this above position will be competitive, and the rewards are performance driven. 

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