Enterprise Sales Manager

Computer Marketing Company (Pvt.) Ltd. is seeking an experienced Enterprise Sales Manager based in Lahore, Pakistan. The ideal candidate will have over seven years of experience in enterprise IT/ICT solution selling, with a strong background in managing relationships across enterprise, institutional, private, and public-sector clients. This role focuses on driving new business, developing qualified sales pipelines, and achieving revenue and margin targets through the sale of data centers, enterprise IT infrastructure, networking, cybersecurity, cloud, and integrated ICT solutions. A deep understanding of CMC’s partner ecosystem, B2B enterprise sales, solution selling, and commercial negotiation is essential, along with practical knowledge of Pakistan’s public and private procurement environments.

Key Responsibilities

Business Development & Account Acquisition: Identify and develop new enterprise, corporate, institutional, private, and public-sector accounts. Build and maintain relationships with key decision-makers such as CXOs, CIOs, CTOs, CISOs, IT Directors, and Procurement teams. Conduct account mapping to identify infrastructure, modernization, cybersecurity, and technology needs. Develop strategic account plans and maintain a healthy, qualified sales pipeline.

Solution-Based Selling: Translate customer requirements into integrated ICT solutions rather than isolated products. Collaborate with Presales and Solution Architects to prepare technical and commercial proposals. Present solution architectures, business cases, and commercial propositions to both technical and business stakeholders.

Sales & Opportunity Management: Manage opportunities through the entire sales lifecycle, from lead generation to contract closure and delivery. Maintain accurate CRM data, forecast business accurately, and prioritize opportunities based on value, probability, and strategic importance.

Public-Sector & PPRA Competency: Demonstrate practical experience with Pakistan’s public-sector ICT procurement, including knowledge of PPRA rules, government tenders, RFPs, RFQs, and bidding procedures. Understand bid documentation, technical and commercial evaluation processes, and coordinate tender submissions with cross-functional teams.

Government & Institutional ICT Market: Possess working knowledge of Pakistan’s government and institutional ICT ecosystem, including entities like the Ministry of IT & Telecom, Punjab Information Technology Board, PKCERT, federal and provincial departments, universities, banks, and telecom organizations. Understand the complexities of public-sector procurement and extended sales cycles.

Private-Sector Contracting: Experience with enterprise/private-sector procurement processes such as RFQs/RFPs, vendor registration, commercial proposals, framework agreements, pricing, margin management, contract terms, and renewal opportunities.

Defense & Strategic-Sector Business: Exposure to defense, security, or strategic-sector ICT contracting is advantageous. Understand institutional procurement, confidentiality, OEM coordination, and long sales cycles in controlled sectors.

Commercial Negotiation & Contract Closure: Lead commercial negotiations, ensuring protection of company margins while remaining competitive. Coordinate credit approvals, procurement, and delivery requirements. Manage contractual obligations and ensure smooth handover to delivery teams.

OEM & Technology Partner Management: Develop strong working relationships with OEMs and technology partners to leverage opportunity registration, special pricing, technical support, demonstrations, and joint customer engagements. Stay updated on OEM technologies and certifications.

Cross-Functional Coordination: Collaborate closely with Presales Engineers, Solution Architects, Postsales, Project and Delivery teams, Procurement, Finance, Legal, and OEM partners to ensure seamless transition from opportunity development to customer satisfaction.

Required Qualifications

- Bachelor’s degree in Business Administration or a relevant discipline.
- Minimum 7 years of experience in enterprise ICT/IT solution sales with proven success against revenue targets.
- Strong knowledge of complex, multi-technology ICT solutions and established enterprise or public-sector relationships.
- Experience with tenders, RFPs/RFQs, and formal procurement processes, including PPRA/public procurement.
- Excellent commercial negotiation and closing skills.
- Ability to engage both business and technical stakeholders effectively.
- Strong skills in account mapping, pipeline development, proposal writing, and presentations.
- Willingness to travel for customer meetings and business development.

Preferred Qualifications and Framework Awareness

- Familiarity with technology and cybersecurity frameworks such as ISO/IEC 27001, ISO/IEC 20000, PKCERT, NIST Cybersecurity Framework, ITIL, COBIT, Open Compute Project, Uptime Institute standards, PCI DSS, and relevant Pakistani ICT and cybersecurity requirements.
- Knowledge of enterprise networking, security architecture, cloud, container architecture, and data center standards is desirable.

This role offers the opportunity to work in a dynamic environment with leading OEM partners and contribute to the growth of enterprise ICT solutions in Pakistan’s diverse market sectors.