Key Responsibilities: Revenue & Pipeline ManagementAchieve assigned annual revenue and gross margin targetsBuild and maintain a qualified B2B sales pipeline (6–18 month cycle)Drive large-scale project acquisitionMaintain accurate forecasting and defend pipeline during management reviewsStrategic Account DevelopmentManage and grow relationships with key enterprise clients (ICT, Enterprise, banking, government)Develop account penetration strategies and long-term engagement plansIdentify cross-sell and upsell opportunities (Services, Solutions and products)Position company as a trusted advisor in business continuity and uptime assuranceSolution Selling & Technical PositioningLead consultative selling approach focused on business continuity and ROICoordinate with engineering teams to design tailored solutionsParticipate in technical discussions Present integrated solutions, services or products to technical and executive stakeholdersTender & Contract ManagementLead RFP/RFQ responses and commercial structuringConduct commercial negotiations including pricing, payment terms, SLA conditions, and risk clausesEvaluate contractual exposure and align with management on risk mitigationEnsure profitable deal structuring aligned with the targetsMarket Intelligence & Competitive StrategyMonitor competitor positioning and pricing trendsIdentify new vertical opportunitiesProvide strategic input to pricing and go-to-market strategy