We’re the UKs leading provider of integrated technology solutions designed to give our customers an operational edge over their competitors. We support an impressive list of customers in ensuring their operations run as efficiently as possible and they can deliver the best customer and employee experiences possible. We design and deploy hardware, software, consumable and service solutions to reduce their costs, deliver new revenue opportunities and ensure their operations continue to run smoothly.
Over the 35 years we have supported an impressive range of customers in eliminating their operation challenges. With a state-of-the-art Innovation Customer Experience Centre, we offer clients an immersive and tailored journey through the solutions lifecycle — from ideation to implementation.
Role Overview
As an Enterprise Account Manager, you will be responsible for identifying, developing, and securing large account opportunities. You will play a key role in driving revenue growth by engaging C-level stakeholders, understanding their business challenges, and positioning our technology solutions to meet their needs.
This is a high-impact, field-based sales role that demands strategic thinking, consultative selling, and a strong drive to win new business. You’ll be supported by our technical pre-sales processes and Business Development Teams to create compelling, value-led propositions. The role is expected to be 60% managing and developing existing allocated accounts and 40% winning new corporate accounts.
You will be accountable for the successful contribution to our Enterprise division by working closely with our Enterprise Sales Director and your peers. Your expertise will be crucial in driving sales strategy for your area building strong client relationships, understanding their unique needs, and delivering tailored solutions that drive success. We expect someone to lead from the front, and you will have a personal target to work towards as well as full CRM accountability across your portfolio.
We anticipate that this role will primarily be field based, attending client meetings across the UK and relevant industry events but our preference is for candidates who live within commuting distance of the office to attend the office when not on the road.
Key Responsibilities
Sales Activities
- Drive revenue growth through proactive outbound sales and strategic prospecting initiatives, building and managing a robust sales pipeline to consistently meet and exceed targets. Manage all stages of the sales journey from data sourcing through to close.
- Successfully retain customer accounts and win repeat business through effective, planned and high-quality account management.
- Provide customers with regular, high quality account reviews to ensure continued, ongoing customer satisfaction.
- Grow and develop incorporate new logo customers through pro-active and strategic new business prospecting.
- Cross-sell from a comprehensive portfolio of products and solutions to both existing and new customers using high-gain questioning, targeted networking and a customer-centric approach to account management.
- Use Account Reviews to ensure that you continue to fully understand the customer’s business, future direction and challenges though the creation and use of Customer Account Plans.
- Take ownership of a customer tenders and manage the process from initial engagement through to submission of a bid response, in conjunction with the Commercial team’s support.
- Assist with developing commercial opportunities and strengthening on-going partner relationships.
- Strategically plan for success by conducting research into customers, competitors and verticals and then create targeted action plans that can be tracked and measured.
Networking:
- Conducting client visits and attending industry events to network, strengthen relationships, and uncover new opportunities.
- Use LinkedIn and/or other social platforms to connect and engage with existing and potential corporate customers, and to promote positive content.
- Targeted Outreach: Develop and execute outreach strategies to identify and engage potential customers.
- Strategic Sales Planning: Working closely with the Enterprise Sales Director, develop and execute comprehensive sales strategies for your area/portfolio targeting enterprise-level clients to achieve revenue goals across different verticals.
- New Business Growth: Identify, engage, and nurture relationships with key decision-makers in target organizations. Closely work with business development, marketing and Internal sales to nurture leads and follow up on prospects.
- Solution Selling: Articulate the value proposition of our solutions, demonstrating and articulating how we can address specific client challenges within their organisation and for their industry, demonstrating our services utilising our innovation centre, case studies and in house experts. Create and deliver compelling presentations and proposals tailored to client needs.
- Market Analysis: Monitor industry trends, competitor activities, and market feedback to inform sales strategies and identify new business opportunities. Collaborate with marketing to refine messaging and generate account-based campaigns.
Control, Reporting & Forecasting:
- Maintain accurate records of sales activities, pipeline status, prospects funnel, refreshes, tenders and forecasts, providing regular reports and updates to the Enterprise Sales director and SLT. Use the sales CRM system, to keep customer records up to date, next actions in place, sales processes in real-time and accurate monthly sales forecasts.
- Complete all internal and external documentation to the highest standards, including customer account plans, journey plans, sales proposals and accurate sales order documentation.
Key Requirements
- 5+ Years of working experience in strategic sales and account management. Proven track record of success in enterprise-level B2B sales.
- 3+ Years of working in technology, IT or solution sales.
- Comfortable with C level engagement
- Managed services sales experience
- Strong understanding of solution selling and complex sales cycles.
- Demonstrable ability to open doors, build executive relationships, and close large-scale deals.
- Excellent communication, negotiation, and presentation skills.
- Experience working with or alongside technical pre-sales or innovation centres is advantageous.
- Self-motivated, results-driven, and capable of working autonomously in a fast-paced environment.
- Familiarity with CRM tools (e.g. HubSpot), ERP systems and sales methodologies
- Full UK driving licence and willingness to travel as required.
What We Offer
- Competitive salary + commission structure. (Salary DOE)
- Professional development and career progression opportunities.
- Paid day off for your birthday
- Buy additional holidays scheme
- Additional holidays for length of service
- Employee Assistance Programme
- Company Sick Pay
- Paid day off to Volunteer
- Staff Events
- Employee Wellbeing budget
- Onsite subsidised Coffee Shop
- Onsite Gym
We are an equal opportunities employer and disability confident committed
We are Armed Forces Friendly
Job Types: Full-time, Permanent
Pay: From £55,000.00 per year
Experience:
- Strategic Sales: 5 years (required)
- Managed Service Sales: 3 years (required)
- IT or Solutions Sales: 3 years (required)
Work authorisation:
- United Kingdom (required)
Work Location: In person
