Account Manager (IT and Telecoms) in Glasgow

Location: Glasgow - Hybrid (covering Central Belt)

Salary: Up to £50,000 + OTE

Contract type: Permanent

About the role

Our Account Managers play a pivotal role within ARO's Sales Team, driving revenue growth and strengthening long-term customer relationships. As an Enterprise Performance Partner, ARO delivers world-class cloud technologies wrapped in first-class service, and this role is central to ensuring our customers realise maximum value from those solutions.

Combining new business development with proactive account management, the Account Manager is responsible for expanding their client base, identifying new opportunities, and nurturing existing relationships. This role requires a customer-facing professional who thrives on spending time in front of clients, understanding their strategic objectives, and positioning ARO's technology services and solutions to deliver sustainable competitive advantage.

Working within a long-standing and successful team, the Account Manager acts as a trusted advisor, ensuring customer satisfaction, driving commercial success, and contributing directly to ARO's continued growth and market reputation. Please note that this is a customer facing role with regular travel and office attendance in Glasgow or Aberdeen. You must be able to commute to the office and have your own transport.

What you'll do

• Develop and implement quarterly and annual sales plans to meet or exceed new business revenue targets, including achieving 3x pipeline coverage at the start of each quarter.
• Build and maintain strong relationships with existing customers, managing ongoing account performance, identifying new sales opportunities, and leading any renewal or re-sign processes.
• Act as the primary point of contact within ARO to drive cross-sell and upsell activity across the full portfolio of products and solutions.
• Maintain accurate and up-to-date CRM and pipeline data on a weekly basis to ensure effective account planning and forecasting.
• Establish and nurture strong relationships across all assigned accounts, engaging both buying committees and key operational and performance stakeholders.
• Lead the quarterly performance review (QPR) process, acting as the central coordination point within ARO to address performance matters and ensure customer satisfaction.
• Identify, target, and develop high-value Enterprise and Mid-Market prospects to generate new business opportunities.
• Represent ARO at industry events and networking opportunities to build strategic relationships and promote the company's solutions and services.
• Maintain a comprehensive understanding of ARO's product portfolio, alongside awareness of competitor offerings and wider industry trends.
• Coordinate product roadmap discussions for owned accounts, collaborating closely with the Products and Solutions team to develop and present tailored solution proposals that align with customer objectives.

What we are looking for?

Essential:

• Proven experience in an account executive or a similar role, with a strong knowledge of IT solutions and technology trends, and demonstrated success in achieving or exceeding sales targets in a B2B environment.
• Strong interpersonal skills to build and maintain long-term relationships with key clients and stakeholders.
• Knowledge and experience across a range of verticals.
• Excellent communication and interpersonal skills.
• Experience working in the UK market, with an understanding of local business culture, industries (e.g., energy, finance, public sector), and economic trends.
• Stakeholder Engagement: History of collaborating with marketing, product, and technical teams to align sales strategies with company objectives.
• Full UK Driving license.

Desirable:

• CRM Proficiency: Experience using CRM tools (esp Microsoft Dynamics) to manage pipelines, track performance, and generate reports.
• Solid understanding of IT products, including cloud solutions, networking, cybersecurity, or unified communications.
• Proficiency in budgeting, forecasting, and interpreting sales performance metrics.

At ARO we are committed to creating an excellent employee experience. Our employees, culture and additional benefits all make Arrow a great place to work. Come join us!

We offer a wide range of benefits and incentives to our employees including:

• Flexible working
• 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!
• Enhanced Maternity and Paternity leave
• Health Club and Wellbeing Scheme
• Arrow Shares after 12 months employment
• Employee Assistance Programme
• Technical Training Academy and E-learning