Account Manager

ACCOUNT DIRECTOR – SMB / MID-MARKET

Company Overview

An established UK-based technology services provider delivers secure, cloud-led solutions to a diverse customer base. With strong revenue growth, high customer satisfaction scores, and a people-focused culture, the organisation has earned recognition as a leading employer in its sector.

Supporting thousands of customers across multiple industries, the business provides a comprehensive portfolio including managed IT services, cyber security, connectivity, cloud platforms, and communications. With increasing focus on AI-driven innovation, the company is committed to enabling secure and practical adoption of emerging technologies through a combination of technical expertise and customer-centric service.

Role Overview

Key Responsibilities

• Drive new customer acquisition and account growth within the SMB / mid-market segment - 50 to 500 users
• Identify and develop opportunities across multiple technology solution areas
• Build and execute account plans, including technology roadmaps aligned to customer goals
• Manage commercial discussions including renewals, contract changes, and growth opportunities
• Deliver regular business reviews covering performance, risks, and future opportunities
• Act as the primary commercial contact and escalation point for assigned accounts
• Collaborate with internal specialists including pre-sales, delivery, and support teams
• Support onboarding and project delivery through clear ownership and communication
• Provide leadership across virtual account teams, ensuring alignment and accountability

Measures of Success (Year 1)

• Achieve a defined annual gross profit target within the first 12 months
• Win new customers within the SMB / mid-market segment
• Increase customer value through cross-sell and multi-solution adoption
• Maintain accurate forecasting and a well-managed sales pipeline
• Deliver structured business reviews aligned to agreed account strategies
• Protect commercial margins through effective qualification and deal management

CRM, Forecasting & Commercial Discipline

• Maintain high-quality CRM data to support:
• Accurate sales forecasting
• Strong pipeline management and qualification methodologies
• Clear visibility of deal progression and next steps
• Ensure all opportunities are properly qualified, tracked, and managed in line with internal governance standards

Key Requirements

• Demonstrated experience in technology sales, managed services, or IT environments
• Strong commercial awareness with the ability to develop and close multi-solution opportunities
• Confident communicator, comfortable engaging with senior stakeholders
• Highly organised, with the ability to manage multiple opportunities simultaneously
• Customer-focused mindset with strong problem-solving skills
• Experience working with cross-functional teams to deliver successful outcomes
• Ability to build long-term, trusted client relationships
• Full UK driving licence