Educational Qualifications

•     Required: Bachelor's degree (16 years of education) in Business Administration, Marketing, Electrical/Electronics Engineering, Computer Science, or a related discipline from an HEC-recognized university.

•     Preferred: MBA (Sales/Marketing) or B.E./B.Sc. Engineering with a business qualification

Recommended Certifications

Perks & Benefits

At Fortek, we believe in empowering our people. We offer:

•     Competitive salary based on experience and qualifications

•     Sales commission & performance incentive plan

•     Annual performance-based increments & bonuses

•     Medical Facility

•     Paid annual, casual & sick leaves

•     Gratuity and EOBI benefits

•     Training & professional development opportunities (including OEM certifications)

•     Collaborative, learning-driven work environment, and much more

Let's build the future together! ⚡

Professional Experience

•     Experience Band: 6 – 10 years of B2B/corporate sales experience, at the vendor / system-integrator / distributor end of ICT, data center infrastructure, power & cooling, or enterprise IT solutions.

•     Track Record: Demonstrated track record of closing corporate/enterprise deals (PKR 20M+ single-deal value preferred) and consistently achieving annual Targets.

•     Tendering: Hands-on exposure to tender-based selling (PPRA/public sector and private procurement), bid documentation, and bank guarantee/bid bond processes.

•     Services Selling: Experience selling SLA/AMC-based services for mission-critical facilities is a significant advantage.

•     Network: Existing relationship network within telecom, government, or large enterprises in Pakistan is highly desirable.

1. Corporate Account Acquisition & Business Development

•     Hunt & Prospect: Identify, qualify, and pursue new corporate and enterprise accounts (banking, telecom, government, energy, education, and large private-sector) for data center infrastructure and ICT solutions.

•     Pipeline Building: Build and maintain a healthy 3x–4x pipeline coverage against assigned quarterly and annual revenue targets, with accurate stage-wise forecasting.

•     Territory Mapping: Develop and execute an account/territory plan covering Islamabad, Rawalpindi, and assigned regions across Pakistan, including whitespace analysis of untapped corporate accounts.

•     Lead Generation: Generate leads through cold outreach, referrals, industry events, OEM/vendor engagement programs, tender portals (PPRA and others), and LinkedIn-based social selling.

•     First Meetings & Discovery: Conduct structured discovery meetings to map client pain points, existing infrastructure, refresh cycles, budgets, and decision-making units (DMU).

2. Strategic Account Management & Relationship Growth

•     Account Ownership: Serve as the single point of ownership for assigned corporate accounts — managing relationships across CIO/CTO, IT managers, facilities/data center managers, procurement, and finance stakeholders.

•     Account Growth (Farming): Drive share-of-wallet expansion through cross-selling (e.g., adding cooling, UPS, or security to a networking client) and upselling (capacity upgrades, redundancy enhancements, Tier upgrades).

•     C-Level Engagement: Build and nurture executive-level relationships; arrange periodic business reviews (QBRs) and executive briefings with key clients.

•     Client Retention: Achieve high retention on renewable revenue streams (AMCs, SLAs, support contracts) with proactive renewal engagement at least 90 days before expiry.

•     Issue Escalation & Resolution: Act as the client's advocate internally — coordinating with projects, service delivery, and support teams to resolve escalations and protect account health.

3. Solution Selling & Technical Sales Coordination

•     Consultative Selling: Position complete data center and ICT solutions — precision cooling, UPS & power distribution, racks & containment, structured cabling, fire detection & suppression, access control & CCTV, DCIM, networking, and server/storage infrastructure.

•     Pre-Sales Coordination: Work hand-in-hand with pre-sales engineers and solution architects to translate client requirements into compliant technical designs, BOQs, and solution proposals.

•     Standards Awareness: Converse credibly on industry frameworks — Uptime Institute Tier classifications, TIA-942, ASHRAE thermal guidelines — to build trust with technical evaluators.

•     Site Surveys & Demos: Coordinate and attend site surveys, proof-of-concept (PoC) sessions, factory/site acceptance test (FAT/SAT) walkthroughs, and OEM demo days with clients.

•     Value Engineering: Articulate TCO/ROI-based value propositions, differentiating Fortek's turnkey delivery and SLA capabilities against competing integrators.

4. Bid Management, Tenders & Commercial Negotiation

•     Tender Tracking: Monitor PPRA, client procurement portals, and press for relevant RFPs/RFQs/EOIs; make timely bid/no-bid recommendations with justification.

•     Proposal Development: Lead preparation of technical and commercial proposals — coordinating compliance sheets, bid bonds, pre-qualification documents, and OEM authorization letters (MAFs).

•     Pricing & Margin Management: Prepare costing sheets with commercial teams, secure OEM special pricing/deal registration, and defend gross margins within approved thresholds.

•     Negotiation & Closure: Lead commercial negotiations on price, payment terms, delivery schedules, warranties, and SLA terms through to PO/contract signature.

•     Contract Handover: Ensure clean internal handover to project delivery teams with documented scope, milestones, and client expectations to safeguard smooth execution.

5. SLA, AMC & Managed Services Sales

•     Services Portfolio Selling: Actively sell SLA-based maintenance contracts, AMCs (comprehensive & non-comprehensive), managed services, and resident engineer arrangements for data center facilities.

•     Renewal Revenue: Own the renewal book of business for assigned accounts — tracking contract expiry, preparing renewal quotes, and negotiating multi-year commitments.

•     SLA Structuring: Work with service delivery teams to structure SLA terms (response/resolution times, uptime commitments, penalties, spare-parts provisions) that are commercially sound and deliverable.

•     Installed-Base Mining: Analyze the installed base for warranty expiries, end-of-life/end-of-support equipment, and refresh opportunities to generate services and upgrade revenue.

•     Service Reviews: Attend periodic SLA performance review meetings with clients to reinforce value delivered and surface expansion opportunities.

6. Vendor, OEM & Channel Coordination

•     OEM Relationships: Maintain working relationships with principal OEMs and distributors across power, cooling, networking, and IT hardware categories to secure pricing, deal registration, and pre-sales support.

•     Deal Registration: Register opportunities with OEMs in a timely manner to protect margins and secure partner-level discounts and incentives.

•     Certification Compliance: Complete assigned OEM sales certifications/enablement tracks to maintain and elevate Fortek's partnership tiers.

•     Joint Go-To-Market: Plan joint account visits, seminars, and demand-generation activities with OEM/distributor account managers.

•     Market Feedback: Channel competitive intelligence, pricing trends, and client feedback back to OEMs and Fortek management.

7. Sales Operations, CRM (Odoo 18) & Reporting

•     CRM Hygiene: Maintain all leads, opportunities, activities, quotations, and client communications in Odoo 18 CRM with accurate stages, expected revenue, and close dates.

•     Forecasting: Submit weekly pipeline forecasts and monthly revenue commitments with ±10% forecast accuracy expectations.

•     Quotation Management: Generate and track quotations/sales orders through Odoo 18 Sales module, ensuring approval workflows and discount policies are followed.

•     Receivables Support: Coordinate with finance on invoicing milestones and support recovery/collection follow-ups to keep DSO within company targets.

•     Reporting: Prepare weekly sales reports, monthly account reviews, and quarterly business review (QBR) decks for management.

8. Market Intelligence & Cross-Functional Collaboration

•     Competitive Intelligence: Track competitor moves, pricing behavior, and win/loss outcomes; contribute structured win/loss analysis after every major bid.

•     Industry Presence: Represent Fortek at industry exhibitions, OEM events, and networking forums to strengthen brand visibility in the corporate segment.

•     Internal Collaboration: Collaborate closely with pre-sales, projects, procurement, finance, and service delivery teams to ensure seamless client experience across the lifecycle.

•     Mentoring: Guide and coach junior sales officers/executives on account planning, proposal quality, and client handling (particularly at Scale 10).

•     Compliance & Ethics: Ensure all sales activities comply with company policies, procurement regulations, and ethical business standards.