Sales Team Leader/Account Manager in Glasgow

We’re looking for a motivated and experienced Team Leader and Account Manager to drive success in our Northampton office. As a Team Leader/Account Manager at Bechtle, you will take ownership of leading and managing the Northampton sales team while simultaneously overseeing and developing your own portfolio of customer accounts. In this dual role, you will provide day-to-day leadership to a team of IT sales professionals—setting clear expectations, driving a sales team, and coaching individuals on sales techniques, pipeline management, and account development. Alongside your leadership duties, you will actively contribute to revenue by managing personal accounts, engaging with customers and channel partners, pursuing new business opportunities, and ensuring both team and individual performance supports the wider growth objectives of the Northampton office.

Job Role Responsibilities

• Sales Leadership & Team Management
  • Lead, motivate, and manage a team of 7-10 IT sales professionals, setting clear expectations and standards.
  • Coach team members on sales technique, pipeline management, account development, and channel best practice.
  • Drive a disciplined sales cadence including forecasting, pipeline reviews, 1:1s, and performance management.
  • Recruit, onboard, and develop new sales talent as the team grows.
  • Foster a high-energy, accountable, and collaborative team culture.
• Player / Manager Responsibilities
  • Manage and grow a portfolio of personal accounts, contributing directly to revenue.
  • Lead by example through strong sales execution, customer engagement, and partner management.
  • Balance personal sales targets with team leadership responsibilities.
  • Continue to hunt for new business.
• Growth & Performance
  • Deliver consistent revenue growth for the Northampton office.
  • Implement and embed sales processes aligned with wider business best practice.
  • Work closely with senior leadership to support strategic initiatives and expansion plans.
• Channel & Customer Engagement
  • Build and maintain strong relationships with vendors, distributors, and key channel partners.
  • Support the team in developing long-term customer relationships and expanding account penetration.
  • Stay current on IT market trends, vendor programmes, and competitive positioning.

Job Requirements

• Proven experience in IT sales, ideally within the IT Channel (VAR, MSP, distributor, or vendor environment).
• Previous experience leading or mentoring a sales team (formal management experience preferred).
• Demonstrated success in a player/manager or senior sales role.
• Strong commercial awareness with the ability to balance short-term targets and long-term growth.
• High levels of energy, discipline, and personal accountability.
• Excellent communication, coaching, and influencing skills.
• Strong CRM and pipeline management discipline.

Personal Attributes

• Results-driven and resilient, with a hands-on leadership style.
• Leads from the front and sets the pace for the team.
• Structured, organised, and comfortable managing multiple priorities.
• Positive, professional, and adaptable in a fast-moving sales environment.

What we offer

• Starting Salary of £35k-£50k, Uncapped Commission & management bonus.
• Location – Northampton.
• Culture – Social events, Supportive, Fun, Hard working.
• Perks – Incentives (holidays, vouchers, lunches, spot prizes).
• Top of the range technology in office and for home working (laptops, screens, latest iPhone, etc).
• Subsidised health care/medical benefits.
• Annual Leave – 25-30* days plus B. H’s + optional 2 weeks unpaid. *Increases with time spent.
• Progression Plan – training & mentor programme.