Senior Key Account Manager

About The Company

Jaffer Business Systems (JBS), founded in 1982 as a division of Jaffer Brothers, has been at the forefront of technology solutions for over four decades. Today, JBS stands as one of Pakistan's leading IT companies, empowering organizations through innovation, digital transformation, and people-centric technology. Guided by our vision of Harnessing Innovation & Empowering Generations, we continue to build solutions that shape a smarter and more connected future. JBS delivers comprehensive solutions from IT infrastructure and enterprise software to advanced applications and consulting services that drive business growth and efficiency. JBS includes a diverse portfolio of subsidiaries such as Hysab Kytab, Energy & Automation Pakistan, Blutech Consulting, and Imparé, reflecting our expanding global footprint and commitment to technological excellence. Through its specialized business units — JBS Arabia, JBS Infrastructure Solutions, JBS Customer Service & JBS Americas and Europe. JBS continues to deliver exceptional value across regions and industries. At JBS, we believe in creating impact through technology, collaboration, and continuous learning driving progress for our clients, our people, and the communities we serve.

Role Overview

The Senior Account Manager is responsible for driving sustainable revenue growth and profitability by acquiring new customers, increasing service penetration within existing accounts, and converting license-led opportunities into service-attached engagements. The role supports JBS's strategic priorities of Elevate (GP Protection), Extend (Cross-Sell Services), and Expand (Managed Services Growth) through strategic account planning, stakeholder engagement, and consultative solution selling.The ideal candidate will have strong experience in enterprise technology sales, account management, and business development, with the ability to position software licensing, managed services, and professional services solutions to enterprise customers.

Location

Karachi, Pakistan

Business Unit/Department

JBS Consulting

Mode

Onsite

Type

Full-time

Job Responsibilities

Revenue & Profitability Growth

• Drive revenue growth and gross profit optimization through strategic account management.
• Bundle implementation, managed services, support, and consulting offerings with software licensing opportunities across SAP, Oracle, and Microsoft ecosystems.
• Promote high-margin service offerings alongside licensing deals to improve overall account profitability.
• Monitor account performance and GP mix to achieve quarterly and annual targets.
  
  
  

New Customer Acquisition

• Identify and acquire new enterprise customers across targeted industries and market segments.
• Build and maintain a strong sales pipeline to support business growth objectives.
• Develop tailored value propositions that combine software licensing with service offerings.
• Ensure service attachment opportunities are pursued for all license-led engagements.
  
  
  

Account Growth & Cross-Selling

• Increase wallet share within existing customer accounts through cross-selling and upselling initiatives.
• Introduce additional service lines including implementation, support, cloud, infrastructure, and managed services.
• Focus on strategic accounts to maximize revenue potential and long-term customer value.
• Develop account expansion strategies aligned with customer business objectives.
  
  
  

Managed Services Expansion

• Identify opportunities to convert license-only customers into managed services clients.
• Position premium service offerings including SLA-based support, automation services, monitoring solutions, and uptime management.
• Drive recurring revenue growth through long-term service agreements and managed service engagements.
  
  
  

Strategic Account Planning

• Develop and execute account growth plans for strategic customers.
• Maintain stakeholder maps, opportunity roadmaps, and account development strategies.
• Track account performance against defined KPIs and implement corrective actions when required.
• Leverage data and insights to drive account planning and forecasting accuracy.
  
  
  

Stakeholder Management

• Serve as the primary relationship manager for assigned strategic accounts.
• Build strong relationships with key decision-makers, business leaders, and executive stakeholders.
• Conduct regular business reviews and strategic discussions to strengthen customer partnerships.
• Drive customer retention, renewals, and long-term engagement.
  
  
  

Internal Collaboration & Reporting

• Work closely with pre-sales, delivery, finance, and technical teams to ensure successful deal execution.
• Coordinate internal resources to deliver exceptional customer experiences.
• Provide accurate sales forecasts, pipeline updates, and profitability reports to management.
• Ensure compliance with internal sales processes and reporting requirements.
  
  
  

Skills

Technical & Functional Skills

• Strong understanding of enterprise technology solutions including ERP, Cloud, Infrastructure, and Managed Services.
• Knowledge of SAP, Oracle, Microsoft, and related enterprise technology ecosystems.
• Expertise in consultative selling, solution selling, and strategic account management.
• Strong negotiation, presentation, and business communication skills.
• Understanding of enterprise software licensing models and service delivery frameworks.
• Financial acumen with the ability to analyze profitability, margins, and gross profit performance.
• Experience using CRM platforms such as Salesforce, Zoho CRM, Microsoft Dynamics, or similar tools.
• Strong analytical, forecasting, and reporting capabilities.
  
  
  

Behavioral Competencies

• Customer-focused mindset with strong relationship-building abilities.
• Excellent stakeholder management and influencing skills.
• Strategic thinker with strong commercial awareness.
• Results-oriented with a proven ability to achieve sales targets.
• Self-motivated and capable of working independently.
• Strong collaboration and teamwork skills.
• Adaptable, resilient, and comfortable in a fast-paced environment.
• Strong problem-solving and decision-making capabilities.
  
  
  

Qualifications

Education

• Bachelor's degree in Business Administration, Marketing, Information Technology, or a related field.
  
  
  

Preferred Qualifications

• Master's degree in Sales Leadership, Strategy, International Business, or a related discipline.
• Professional certifications in Strategic Account Management, Customer Success, or Technology Sales such as:
• SAMA (Strategic Account Management Association)
• HubSpot Sales Certifications
• Microsoft Solutions Sales Certifications
• Other relevant enterprise sales certifications
  
  
  

Experience

• 6–8 years of experience in Enterprise Sales, Business Development, or Key Account Management within the IT or Technology Services industry.
• Demonstrated success in selling software licenses bundled with professional or managed services.
• Proven track record of achieving revenue and profitability targets.
• Experience managing strategic enterprise accounts and executive-level customer relationships.
• Prior experience with SAP, Oracle, Microsoft, or similar enterprise technology solutions is highly desirable.