1. Account Portfolio Management

• Manage and develop a portfolio of existing accounts to achieve long-term success.
• Build and maintain strong, trust-based relationships with customers/partners.
• Act as the primary point of contact for all assigned accounts.
• Conduct regular follow-ups, QBRs (Quarterly Business Reviews), and strategic discussions.

2. Account Growth & Revenue Development

• Achieve monthly, quarterly, and annual revenue targets.
• Maximize revenue from each account through upselling, cross-selling, and renewals.
• Reactivate sleeping or low-activity accounts to restore revenue contribution.
• Increase partner wallet share and strategic importance.

3. New Business Development

• Identify and approach potential new partners within target segments.
• Maintain and expand the company’s prospect database.
• Generate new customers/partners per quarter according to assigned targets.

4. RFP / RFQ / Tender Management

• Receive, review, and analyze RFPs/RFQs from customers/partners.
• Coordinate with presales and product teams to prepare accurate technical and financial responses.
• Ensure proposals meet customer/partners requirements, scope, compliance, and deadlines.
• Follow up on RFP status, clarifications, and negotiation phases.

5. Sales Analysis, Forecasting & Projection

• Conduct detailed analysis of account performance, revenue trends, and sales potential.
• Prepare accurate monthly and quarterly sales forecasts.
• Build revenue projections per account, product line, and solution area.
• Ensure pipeline accuracy and maintain proper opportunity stage updates in CRM.
• Track deviations between forecast vs actual and recommend corrective actions.

6. Account Planning & Strategy

• Develop annual and quarterly account plans with clear goals, actions, and financial targets.
• Map account stakeholders and create engagement strategies.
• Identify upsell, cross-sell, and renewal opportunities based on client needs.
• Align account strategy with company objectives and vendor programs.

7. Technical Enablement & Solution Positioning

• Conduct technical salons, workshops, and presentations with presales support.
• Introduce new technologies, solutions, and vendor offerings to partners.
• Understand solution portfolios.
• Identify technical gaps and coordinate partner enablement sessions.

8. Customer Needs & Problem Resolution

• Understand customer pain points, operational challenges, and business priorities.
• Recommend tailored solutions that fit customer needs.
• Resolve issues quickly and coordinate with internal teams until closure.
• Maintain high customer satisfaction and trust.

9. Internal Coordination & Execution

• Work closely with presales for solution design and proposal preparation.
• Coordinate with product teams for pricing, vendor rebates, incentive programs, and special promotions.
• Collaborate with marketing on campaigns, events, and activities.
• Follow up with operations and finance to ensure delivery, and invoicing.
•  

10. Vendor & Market Awareness

• Stay updated on vendor roadmaps, certifications, promotions, and rebate structures.
• Monitor competitor activities, pricing strategies, and market trends.
• Provide internal insights to support sales strategy and product positioning.

11. Collection & Payment Follow-Up

• Ensure invoices are received and acknowledged by customers.
• Follow up on outstanding payments and maintain clean aging.
• Support finance in resolving disputes or delays.

12. Reporting & Documentation

• Update CRM with opportunities, meetings, proposals, and follow-ups.
• Prepare weekly and monthly reports on revenue, pipeline, progress, and risks.
• Document all customer interactions and maintain accurate account files.

13. Internal Contribution (For Senior AMs)

• Mentor junior team members and support onboarding of new joiners.
• Share best practices and contribute to improving sales processes.
• Lead account strategy reviews for key customers.

14. Administrative & Compliance Activities

• Prepare proposals, quotations, and commercial offers.
• Ensure adherence to internal SOPs and sales processes.
• Attend weekly sales meetings, internal reviews, and training sessions.