Senior Solutions Sales Manager

Job Purpose: The Senior Solutions Sales Manager (Strategic Accounts) is responsible for owning and growing relationships with the company’s most important and high-value clients. This role requires a strategic, consultative approach to account management, focusing on building long-term partnerships, driving mutual value, and ensuring client satisfaction. The Senior Solutions Sales Manager will act as the primary point of contact for assigned strategic accounts, leading contract negotiations, identifying growth opportunities, and collaborating cross-functionally to deliver tailored solutions that meet client needs and support Bespin’s business objectives. Job Accountabilities: Strategic Account and Ownership: • Serve as the primary point of contact and trusted advisor for assigned strategic accounts, developing a deep understanding of each client’s business, priorities, and challenges. • Develop and execute multi-year account plans to drive revenue growth, retention, and long-term partnership value. • Proactively identify and pursue new business opportunities within existing accounts, including cross-sell and up-sell. • Leverage industry and technology insights to anticipate client needs and propose innovative solutions. Solution Design and Delivery Expert: • Collaborate with internal teams (sales ops, marketing, product, delivery, and support) to design and deliver tailored solutions aligned with client objectives. • Translate cloud and digital transformation capabilities into measurable client outcomes. • Drive adoption of new products and services across accounts to maximize business impact. • Act as the link between clients and delivery teams to ensure execution quality and continuous improvement. Relationship and Stakeholder Management: • Build and sustain long-term, trust-based relationships with senior executives and key stakeholders within client organizations. • Facilitate regular business reviews and strategic discussions to align performance, outcomes, and future opportunities. • Act as the client’s advocate within the company, ensuring their needs are understood and addressed. • Represent the company externally, enhancing brand reputation and positioning as a trusted partner. Contract Negotiation and Commercial Management: • Lead strategic contract negotiations, renewals, and pricing discussions to achieve commercially sound and mutually beneficial agreements. • Ensure compliance with company policies, legal requirements, and risk management standards in all client engagements. • Manage commercial models and pricing strategies that balance profitability with long-term client value. Performance Management and Reporting: • Set and monitor account performance metrics including revenue, growth, client satisfaction, and retention. • Deliver accurate forecasts, pipeline updates, and account health insights to senior leadership. • Prepare and present regular performance reviews with actionable recommendations. • Build and maintain a reliable growth pipeline across assigned accounts and target markets. Job Specifications: Education: • Bachelor's degree in Computer Science, Information Technology, Business, Engineering, or a related field. Professional Certification: • Public Cloud Certifications • Strategic Sales Management Certifications • Leadership and Management Certifications (Preferred) Working Experience: • 10+ years of experience in IT services sales, with a proven track record of selling to enterprise-level customers. Essential Skills: • Proven experience managing strategic, government and federal accounts. • Strong stakeholder management and interpersonal skills, with the ability to influence and build consensus at all levels. • Excellent negotiation, contract management, and commercial acumen. • Advanced communication and presentation skills, both verbal and written. • Analytical mindset with strong problem-solving and critical thinking abilities. • Proficiency in sales forecasting, pipeline management, and CRM tools. Code of Conduct: At Bespin, we are committed to excellence in all that we do, continually seeking opportunities for improvement and innovation. We prioritize fostering a positive and collaborative atmosphere where teamwork thrives, and we expect all our employees to embrace this commitment as well. Key Expectations: • Strive for operational excellence and process automation • Promote collaboration, transparency, and accountability in delivery • Uphold security, compliance, and quality as non-negotiable principles • Be a role model in driving modern engineering practices • Live the Bespin values and create a vibrant workplace culture Show more Show less

Education: Bachelor's degree in Computer Science, Information Technology, Business, Engineering, or a related field. Professional Certifications: Public Cloud Certifications; Strategic Sales Management Certifications; Leadership and Management Certifications (Preferred). Working Experience: 10+ years of experience in IT services sales, with a proven track record of selling to enterprise-level customers.

Strategic Account and Ownership: Serve as the primary point of contact and trusted advisor for assigned strategic accounts, developing a deep understanding of each client’s business, priorities, and challenges. Develop and execute multi-year account plans to drive revenue growth, retention, and long-term partnership value. Proactively identify and pursue new business opportunities within existing accounts, including cross-sell and up-sell. Leverage industry and technology insights to anticipate client needs and propose innovative solutions. Solution Design and Delivery Expert: Collaborate with internal teams (sales ops, marketing, product, delivery, and support) to design and deliver tailored solutions aligned with client objectives. Translate cloud and digital transformation capabilities into measurable client outcomes. Drive adoption of new products and services across accounts to maximize business impact. Act as the link between clients and delivery teams to ensure execution quality and continuous improvement. Relationship and Stakeholder Management: Build and sustain long-term, trust-based relationships with senior executives and key stakeholders within client organizations. Facilitate regular business reviews and strategic discussions to align performance, outcomes, and future opportunities. Act as the client’s advocate within the company, ensuring their needs are understood and addressed. Represent the company externally, enhancing brand reputation and positioning as a trusted partner. Contract Negotiation and Commercial Management: Lead strategic contract negotiations, renewals, and pricing discussions to achieve commercially sound and mutually beneficial agreements. Ensure compliance with company policies, legal requirements, and risk management standards in all client engagements. Manage commercial models and pricing strategies that balance profitability with long-term client value. Performance Management and Reporting: Set and monitor account performance metrics including revenue, growth, client satisfaction, and retention. Deliver accurate forecasts, pipeline updates, and account health insights to senior leadership. Prepare and present regular performance reviews with actionable recommendations. Build and maintain a reliable growth pipeline across assigned accounts and target markets.