IT Account Director

Unfortunately, we are unable to offer sponsorship at this or any time in the future.

Account Director

Focus of the role:

We are looking for an experienced corporate/enterprise Account Director to continue the growth of a portfolio of existing customer accounts.

The role involves supporting clients with best in class IT Infrastructure and Cloud solutions, Cybersecurity, Microsoft Modern Workplace, Microsoft Business Applications, Data & AI and traditional IT Managed Services.

You will have a minimum of 5 years’ experience and a thorough understanding of the technology industry, specifically IT Managed Services and the Microsoft ecosystem, and a proven track record of successful sales account management. As a IT MSP sales professional you will lead the commercial interface to your allocated clients ensuring continued education of related technologies, creating awareness and discovering new opportunities to increase revenue whilst enhancing your clients’ businesses.

Responsibilities:

Client Interaction, Influence, and Relevance

Be highly visible in executing client/sector-specific development plans, including account, territory, stakeholder, and opportunity planning.

Effectively use supporting expert resources to unearth, educate, qualify, and progress key opportunities, including pre-sales, practice specialists, and CTO office/consult teams.

Focus relentlessly on client value-creation to develop a qualified opportunity pipeline, whitespace penetration, and upsell strategies.

Act as the commercial authority and single point of contact for all client account-related matters.

Performance

Strive to meet all Success Framework performance metrics to ensure target attainment.

KPIs include sales target performance (in-month/YTD), pipeline additions, pipeline value coverage (in-month/rolling quarter), and pipeline maturity metrics.

Professional Competencies

Clearly articulate clients’ business and sector drivers, identifying challenges, pain points, and opportunities.

Identify opportunities for proposition replication by client or sector, whether technology, external factors, or client-specific needs.

Understand commercial contracts, their structure, key terms, and their impact on this, and the client’s business.

Demonstrate financial awareness, including using Excel spreadsheets, data analysis, and effective data presentation.

Influence and respond to formal procurement processes, including FRI/FRQ/FRP tender submissions.

Lead bid management responses, ensuring high-quality documentation and contributions from multiple functions.

Adopt a structured sales methodology to align the buying and selling process, demonstrating learning and effectiveness.

Sales Governance and Professionalism

Understand the importance of accurate data reporting for business awareness and support.

Maintain accurate sales reporting, including pipeline data management, forecasting accuracy, CRM data management, and contract renewals.

Strive to achieve sales performance KPIs.

Effectively use business systems and tools.

Manage GAP analysis for month, quarter, and FY, understanding key pipeline metrics for target performance.

Behavioural Competencies

Demonstrate a desire to succeed with a strong work ethic.

Perform well in a performance-driven, sometimes pressured environment.

Show passion for performance attainment through continual prospecting, stakeholder development, and seeking referrals.

Exhibit maturity and professionalism reflective of the sales function’s importance.

Build strong internal and external professional relationships.

Show coachability and a desire for continuous improvement.

Invest time in attaining Microsoft solution accreditations and role-specific competencies.

Maintain a structured and organised approach to task and time management.

Why my client?

The opportunity to shape your own future with industry leading training and development, with access to the internal Academy.

Competitive salary with the ability to progress.

23-days holiday allowance, increasing with length of service, plus bank holidays, an extra day off on your birthday and the option to buy more!

Company pension scheme.

2 paid leave days per year to volunteer and support your local community.

Health cash plan with free access to a confidential Employee Assistance Programme (EAP) supporting bereavement, financial, health and wellbeing, and much more

Life assurance

Cycle to work scheme, electric vehicle scheme, home and tech scheme, and retail discounts.

Balancing work, life, and fitness can be challenging, so there is a free on-site gym at the Manchester and Leeds locations to make it easier to stay active.

Long service recognition to celebrate all the milestones

Beer (or soft drinks) and Pizza Friday’s, dress down every day, social events such as Summer BBQ, Christmas party and lots more