Job Title

Account Manager - Direct Sales

Reporting Line

Reports to: Sales Manager

Department

Sales

Job Purpose

The Account Manager - Direct Sales is responsible for driving revenue growth through new business development and the expansion of existing client accounts. The role focuses on identifying, developing, and closing complex, solution-based sales opportunities while building long-term, trusted relationships with clients.

The successful candidate will manage their assigned territory as a strategic marketplace, consistently uncovering opportunities, articulating compelling business needs, and delivering tailored solutions that create measurable value for customers and sustainable growth for the business.

Key ResponsibilitiesSales & Business Development

• Achieve and exceed annual revenue and sales targets through proactive prospecting, pipeline management, and deal closure.
• Lead demand-generating sales activities within the assigned market, products, services, or solutions.
• Identify, qualify, and convert sales opportunities into successful wins and invoicing.
• Actively drive new customer acquisition while expanding and deepening existing client relationships.

Solution Selling & Client Engagement

• Apply advanced solution-selling methodologies to uncover customer needs, pain points, and business gains (NPG).
• Develop and present financially justified, value-based proposals using sophisticated business cases and financial models.
• Articulate the client's compelling business need and align proposed solutions to executive, financial, and technical stakeholders.
• Produce high-quality executive summaries and proposals that clearly communicate value and enable decision-making.

Account & Stakeholder Management

• Establish and maintain productive, professional relationships across customer organisations, including senior decision-makers.
• Collaborate with internal business units, consultants, and service providers to deliver end-to-end solutions.
• Engage pricing and decision-support teams to ensure appropriate pricing structures during bids, proposals, and quotations
• Track customer satisfaction and ensure consistent delivery against commitments.

Pipeline, Reporting & Market Intelligence

• Build, maintain, and manage a healthy and accurate sales pipeline.
• Report on pipeline, new business, pending deals, and closed wins against targets and benchmarks.
• Source and share relevant thought leadership, insights, and marketing material with customers.
• Maintain strong market and competitor awareness to identify opportunities and risks.

Key Relationships

• Clients and Partners
• Internal Consultants and Business Units
• External Service Providers and Subject Matter Experts

Qualifications, Experience & SkillsEducational Requirements

• University Degree or College Diploma

Professional Development

• Sales development and solution-selling courses
• Ongoing personal and professional development

Experience

• Minimum 5-10 years' experience in a solution-selling sales environment.
• Proven track record of managing, growing, and closing complex sales opportunities.
• Experience in technology, telecommunications, SaaS, or IT services is highly advantageous.

Core Competencies & Attributes

• Strong business and financial acumen
• Advanced solution-selling expertise
• Excellent communication, presentation, and negotiation skills
• Results-driven with strong pipeline discipline
• Ability to engage and influence senior stakeholders
• High levels of integrity, professionalism, and customer focus
• Leadership capability and experience working in virtual or matrix teams

Salt is acting as an Employment Agency in relation to this vacancy.