Key Account Manager

Key Account Manager

Location: Birmingham / Hybrid

Employment Type: Full-time

Role Overview

The Key Account Manager will be responsible for driving long-term value across a portfolio of IT reseller partners while reactivating dormant accounts to generate new revenue opportunities.

By developing strong, multi-level relationships, the role focuses on increasing revenue through proactive account development, pipeline generation, and strategic selling. The position requires strong forecasting discipline, CRM usage, and cross-functional collaboration to deliver a high-quality customer experience and increase share of wallet within assigned accounts.

Key Responsibilities

Strategic Growth & Market Development

• Identify and qualify high-potential partners including MSPs, VARs and IT resellers
• Conduct share-of-wallet analysis to uncover new revenue opportunities
• Drive growth through upselling and competitive solution positioning
• Promote the organisation’s full technology portfolio to encourage cross-solution sales
• Maintain strong vendor knowledge to act as a trusted advisor to partners

Pipeline Management & Sales Operations

• Maintain accurate forecasting and pipeline visibility for leadership
• Use CRM systems to document opportunities, interactions and follow-ups
• Manage quotations and respond to customer enquiries with speed and accuracy
• Support the end-to-end sales cycle to ensure smooth order processing and delivery

Account & Relationship Management

• Lead regular customer engagement through online meetings, QBRs and in-person visits
• Maintain clear communication with partners around orders and delivery timelines
• Work cross-functionally with internal teams such as purchasing, support and finance
• Proactively share promotions, vendor updates and new opportunities with partners

Skills & Experience

Knowledge

• Understanding of IT hardware, services, or technology solutions
• Knowledge of reseller business models and procurement cycles
• Awareness of the UK IT channel and distribution landscape

Skills

• Proven track record of achieving or exceeding sales targets
• Strong sales planning and pipeline management capability
• Excellent communication and stakeholder engagement skills
• Strong organisation and ability to manage multiple priorities
• Experience using CRM platforms and digital sales tools

Competencies

• Relationship building with partners, vendors and internal stakeholders
• Problem-solving and commercial judgement
• Adaptability within a fast-moving sales environment
• Self-motivated with strong ownership of pipeline and results