Account Manager – Professional Services

The Account Manager is responsible for growing revenues in new and existing clients by positioning our services and capabilities to solve their operational technology challenges. You will be responsible for the entire lifecycle, from initial Lead, through Opportunity and Bid to Contract Revenue and Renewals. You will build strong, trusted relationships with client stakeholders, and work with one or more Programme and Project Managers, to ensure client satisfaction, and use this to identify and pursue growth opportunities.

Key Responsibilities include:

• Build and execute client account plans.
• Own and drive the entire Lead to Contract to Invoice and Contract Renewal processes.
• Manage key client relationships, from operational management to C-level decision-makers and buyers.
• Identify and complete competitor assessment as part of client account planning, and opportunity and bid management processes.
• Working with client stakeholders, help them build compelling business cases for our programmes and managed services.
• Accurate sales, revenue, cash and margin forecasting for your accounts.
• You will be responsible for growing and managing a portfolio of client accounts, achieving revenues of circa £2m to £5m, depending on your experience and level.

Key Competencies

• Strategic and business acumen.
• Able to understand the value for the clients and ensure contract margins at the same time.
• Good understanding of technologies that impact IT and Network management organisations.
• Strong customer focus, creating and delivering win-win approaches.
• Relationship building – establishing trusted relationships quickly and maintaining long-term close relationships.
• Excellent written and spoken communication.
• Self-starter and able to work on own initiative.
• Results driven.

Personal Attributes

• Curiosity: We sell and deliver to high technology environments, namely in communications service providers and IT and financial service organisations. They all live in a fast moving landscape, with new disruptive technology and challenges. You will learn about these technologies, and get to the root of your clients’ problems and present solutions that meet their needs.
• Integrity: Our business has grown successfully through a 100% delivery record, and building trusted relationships on the back of this. It is therefore important that you are always seeking to do the right thing by the client.
• Drive: We are growing fast, and this creates opportunities for everyone in the organisation. You will demonstrate the drive to challenge yourself to do more, help us do better, and maximise our potential in your client accounts.
• Problem-Solving: In any sales and delivery process, there will always be obstacles. You will demonstrate the energy and capability to solve and overcome these issues.
• Resilience: You will demonstrate strong resilience and overcome rejections, learn from your mistakes, move on and grow from challenges.
• Self-awareness: You will be aware of your own strengths and weaknesses, and be able to recognise and improve your behaviour. This will be evident in how you manage your interactions with clients, and also with your colleagues, so that you can identify what drives success and know how to repeat it.
• Emotional IQ: You will be able to read, understand and empathise with your client stakeholders. This enables you to know when to be more influential, and when to back off.

Key Requirements:

• Educated to degree level or equivalent professional experience.
• Minimum of 3 years’ experience selling professional services into high technology environments.
• Candidates must have an existing right to live and work in the UK.