Key Accounts Manager

About Sunfire Technologies

Sunfire Technologies is a system and solution integrator delivering enterprise technology solutions across Modern Applications, Modern Infrastructure, Network Security, Cloud and Professional Services.

Role Overview

We are looking for a Key Account Manager Modern Applications to manage and grow strategic customer accounts and drive revenue through Sunfire's Modern Application portfolio.The ideal candidate should have experience in B2B IT sales, account management and business development, with an understanding of modern application and cloud-native technologies.

Key Responsibilities

• Manage and grow assigned key accounts and develop long-term customer relationships.
• Engage with CIOs, CTOs, IT Heads, Application Heads and other key decision-makers.
• Understand customer business objectives, application landscape and technology requirements.
• Identify new opportunities for Application Modernization, Cloud, DevOps and Cloud-Native solutions.
• Drive cross-selling and up-selling opportunities within existing accounts.
• Generate new business opportunities through prospecting, networking and customer referrals.
• Coordinate with Presales and Technical teams to understand requirements and develop appropriate solutions.
• Manage the sales cycle from lead generation and qualification to proposal, negotiation and closure.
• Prepare customer presentations, proposals and commercial quotations with internal teams.
• Participate in customer meetings, RFP/RFQ discussions, presentations and negotiations.
• Maintain accurate opportunity pipeline and provide regular sales forecasts.
• Monitor customer satisfaction and proactively identify opportunities for account growth.
• Track competitor activity and market trends in the Modern Applications space.
• Work closely with technology partners and internal teams to drive opportunities.
• Achieve assigned revenue and account growth targets.

Solution Areas

• Application Modernization
• Cloud-Native Applications
• DevOps
• Kubernetes & Containers
• Microservices
• CI/CD
• Cloud Solutions
• Digital Transformation

Required Skills & Experience

• 35 years of experience in IT Sales, Account Management or Business Development.
• Experience in B2B technology/solution selling.
• Basic understanding of Modern Applications, Cloud, DevOps or Application Modernization.
• Strong customer relationship and account management skills.
• Ability to identify and develop new business opportunities.
• Experience working with Presales and technical teams.
• Strong communication, presentation and negotiation skills.
• Ability to engage with mid and senior-level customer stakeholders.
• Strong follow-up, pipeline management and target-oriented approach.
• Experience with a System Integrator, IT Services company or technology partner will be preferred.

Key Competencies

• Key Account Management
• Business Development
• Consultative Selling
• Customer Relationship Management
• Cross-Selling & Up-Selling
• Opportunity Management
• Pipeline Management
• Negotiation
• Communication & Presentation
• Target Orientation

Education

Bachelor's degree in Engineering, Computer Science, Information Technology, Business Administration or a related field. MBA in Sales/Marketing will be an added advantage.