Channel Account Manager

The primary objective of this role is to drive commercial opportunities within a designated account base, utilising up-selling and cross-selling strategies to cultivate a thriving and profitable client base. Seniority within this position is identified and based on the value of the client book being managed. Therefore, to success within this position, you will need to have the mindset to grow and nurture your book, and manage/maintain ownership of renewal processes.

What you’ll be doing:

Relationship Management

• Build strong relationships with Channel Partner account teams and key end-user stakeholders.

Pipeline Development & Sales Growth

• Work jointly with Softcat to identify, qualify, and grow new opportunities.
• Engage directly with end users to understand business needs and position solutions that drive revenue.

Partner & Customer Enablement

• Educate Softcat teams and end customers on product offerings, value differentiation, and pricing models.
• Support onboarding, training sessions, and enablement activities to increase partner confidence.

Opportunity Management & Forecasting

• Track opportunities through the sales cycle to maintain accurate pipeline visibility.
• Assist Softcat and end users with deal registration, quotes, and sales process execution.

Marketing & Demand Generation

• Collaborate on joint campaigns, events, and outreach to generate leads and build pipeline.
• Ensure partner and customer access to marketing assets and resources.

Performance & Collaboration

• Set shared goals with Softcat and review progress against plans and KPIs.
• Work cross‐functionally with internal sales, marketing, and product teams to support deal success.
• The job description is not to be regarded as exclusive or exhaustive and you may be required to undertake various duties as may reasonably be required of you by the company.

What you need to succeed:

Experience:

• Commercial MSP experience
• Proven B2B sales experience as an Account Manager, Sales Manager, Business Development Manager or relevant sales related role.
• Proven B2C sales experience as an Account Manager, Sales Manager, Business Development Manager or relevant sales related role.
• Demonstrable ability to communicate, present and influence key stakeholders at all levels of an organisation, including executive and C-level
• Experience delivering client-focused solutions to customer needs
• Strong negotiation skills with the ability to close deals
• Experienced in building trusted relationships
• Determination and resilience

Skills & Competencies:

• Strong IT literacy
• Solid experience with CRM software (e.g. Salesforce)
• Knowledge of the IT industry, including but not limited too, Managed services, Microsoft 365, Azure, networking and infrastructure, endpoints and cyber security.
• Be a motivated self-starter, a quick learner and be highly organised
• Have excellent listening, negotiation, problem solving, and presentation abilities
• Have a high level of verbal and written communication skills
• Have the ability to build solid relationships both internally and with clients
• Have excellent complaint management skills with the ability to de-escalate situations balancing both the needs of ROCK and the client
• Driven to consistently achieve and exceed sales targets while maintaining client satisfaction throughout.
• Full UK driving licence

What does success look like:

• Delivering month on month sales against assigned target.
• Effective collaboration and communication both internally and externally.
• Continuous improvement in account management strategies, processes, and documentation.
• Maintaining strong relationships with clients and ensuring a positive reputation for the company and a profitable client base.
• Managing strategic growth within your account base, including cross sale of new services and maintaining client retention
• Supporting on strategic roadmaps with clients, and reporting on sales forecasting

Measures:

• Achieve IYSOV target for the month
• No complaints where AM are at fault from Tier 1 – Tier 3 accounts.
• Financial loss where AM is at fault not to exceed 3% of monthly sales figure
• New incoming quote requests must be progressed within 2 working days
• Zero billing errors on channel accounts
• Client losses of no more than 10% of annual desk value