Account Manager - New Business (IT) in Farnborough

Location: Farnborough (Hybrid with travel)

Salary: £40,000 - £50,000 DOE + car allowance + OTE

Contract type: Permanent

About the role

We are looking for an experienced solutions focused Account Manager to drive new business growth through the delivery of high-quality IT solutions. This Account Manager will be responsible for identifying and securing new clients across a comprehensive portfolio, including cloud services, cybersecurity, hybrid cloud infrastructure, and next-generation networking technologies. As an Account Manager, you will take a strategic approach to understanding client needs, aligning innovative IT solutions with their business objectives, and building strong, long-term relationships. This position is focused exclusively on new business development, requiring a proactive mindset and a proven ability to win new-name clients within the private sector while maintaining a strong services mix and delivering high gross profit margins. You will combine technical expertise with commercial acumen, using effective sales strategies and engagement tactics to influence prospects and drive successful outcomes. A key part of the role is demonstrating how you create and sustain continuous development opportunities within your territory. This is an opportunity to work closely with prospects, accelerate business growth, and contribute to ARO’s success through innovative IT solutions.

Please note that this is a Hybrid role with onsite requirement 3 days a week. You must be able to commute to the office and have your own transport.

What you’ll do

• Support strategic new-business development campaigns targeting high-value prospects aligned with ARO’s growth priorities.
• Develop and own account acquisition strategies, adapting to market dynamics and client challenges.
• Build strong relationships with senior stakeholders, positioning ARO as a trusted strategic partner.
• Conduct discovery and value-mapping sessions to uncover client needs and shape compelling solution recommendations.
• Collaborate with cross-functional teams—including sales development, pre-sales, delivery, and technical specialists—to design winning proposals and ensure seamless service delivery.
• Drive expansion opportunities by introducing cloud, cybersecurity, hybrid infrastructure, and next-gen networking solutions.
• Own revenue and gross profit growth targets, managing a robust pipeline and delivering accurate forecasting and reporting.
• Apply deep knowledge of emerging technologies to guide clients toward innovative, future-ready solutions.
• Continuously monitor market trends and competitive activity to identify new opportunities and strengthen ARO’s positioning.
• Maintain rigorous account documentation and CRM accuracy for transparency and alignment across stakeholders.

What we are looking for?

Essential:

• Proven experience as a New Business Account Manager or similar role, with experience of IT solutions and technology trends.
• Experience of selling a wide portfolio of products and services, including cloud solutions, cyber security, and next-gen networking.
• Experience working with mid‑market and above private sector customers.
• Demonstrated success engaging at C‑suite level.
• Strong vendor partnership experience (e.g., Microsoft, HP, Fortinet, Extreme, Barracuda).
• Strong relationship‑building skills.
• Strong stakeholder management capabilities.
• Exceptional communication, presentation, and interpersonal skills.
• Ability to develop and implement plans.
• Strong analytical and problem‑solving abilities.
• Capacity to explain technical concepts clearly to non‑technical audiences.
• Skilled in negotiation and influencing.
• Self‑driven with a focus on achieving targets.
• Proficiency in CRM systems and pipeline management.
• Full UK driving license.

Desirable:

• Relevant industry certifications or qualifications.
• Demonstrated success engaging at C‑suite level.
• Proficiency in Microsoft Office Suite and Dynamics CRM software.
• Broad knowledge across multiple industry verticals.

Who are we?

ARO has 25 years’ experience in Collaboration, Connectivity, Cloud and Infrastructure and Cyber Security services both in the UK and Internationally and has a nationwide presence with offices across the UK. As one of the UK’s leading independent IT and communication experts our mission is to deliver a seamless technology experience to all end users. To make that vision a reality, we need bright, tenacious and inspiring talent to help drive our performance, growth and achieve this mission. To make us successful we focus on strong communication, a culture based on fun, trust and collaboration. We have created a modern workplace environment, which is full of engaged, energetic, positive and curious people whose productivity, resilience and wellbeing allow them to thrive. In 2021 we were awarded the People Insight’s Outstanding Workplace Award, which celebrates organisations building positive workplace cultures and acting on employee feedback to spark positive change.

Why Work for ARO?

At ARO we are committed to creating an excellent employee experience. Our employees, culture and additional benefits all make ARO a great place to work. Come join us! We offer a wide range of benefits and incentives to our employees including:

• Company Pension Scheme and matching contributions
• Company Perks portal
• Private Medical insurance
• Life assurance
• 25 days holiday plus bank holidays plus holiday trading
• Your Birthday off, on us
• Health Club and Wellbeing Scheme
• ARO Shares after 12 months employment
• Employee Assistance Programme
• Technical Training Academy and E-learning
• Hybrid working

If even 80% of this matches your experience and attributes, we would be delighted to hear from you.