Sales Manager, Technical Account Management in Middlesbrough

Sales Manager, Technical Account Management

Job title: Sales Manager, Technical Account Management

Report to: Managing Director

Manages: The sales and account management team of 2

Location: Teesside, 5 days a week in the office, with travel across the North East

Pay: £50,000 plus commission

About us

ADNS is an established managed IT services provider based at Riverside Park in Middlesbrough. It looks after small and medium-sized businesses across Teesside and the wider North East, with managed IT support, cybersecurity, cloud and connectivity, communications and IT consultancy. ADNS works as a trusted partner to its clients, helping them become more productive and reduce IT risk. Its record reflects that, with 96% of its managed IT clients staying with ADNS since it was established. ADNS holds Cyber Essentials Plus, ISO 9001 and ISO 14001 accreditations, and works with partners including Microsoft, Kaseya and Cisco Meraki.

ADNS is part of Owlis, a UK IT managed services group backed by private equity, which grows by bringing established regional IT providers together on one platform. ADNS keeps its own name and its local relationships. Behind it sits one set of systems, one set of policies, and a group with the depth to support it properly. Joining ADNS means working for a well-known local MSP with the backing, investment and career opportunities of a growing national group.

About the role

We’re an established managed IT services provider based in Teesside, looking after small and medium-sized businesses across the North East. We provide managed IT support, cybersecurity, cloud services and IT consultancy, and we’re backed by a national IT services group.

We want to grow, both by winning new clients and by doing more for the clients we already look after. This role leads that growth, through new business and through technical account management.

You’ll act as a technical account manager for your own portfolio of clients, using structured reviews and technology roadmaps to understand their business and recommend what they need next. You’ll also lead our sales team as it moves to the same technical account management model.

You’ll carry a substantial personal sales target of three times the cost of your role, with commission that rewards you for hitting and beating it.

Core systems

• myITprocess for client assessments against our technology standards, roadmaps and budgets
• Our PSA and Kaseya tools for pipeline, client records and account plans

What you will be doing

Technical account management

• Own the relationship with a portfolio of key clients as their technical account manager
• Run basic technology audits for clients and prospects, covering their current IT, security, backup, licensing and support arrangements, and turn the findings into clear recommendations
• Use myITprocess to assess each client against our technology standards, build a roadmap and budget with them, and track progress
• Run regular business reviews with each client’s leadership, focused on their business goals, risks and priorities
• Work with our service desk and engineers so recommendations are realistic, and so every client gets what we’ve agreed to deliver

Lead the move to technical account management

• Move the sales team from a traditional sales model to technical account management, with each person owning a set of clients
• Set the standards for the new model: how often each client is reviewed, the audit and roadmap approach, and how account plans are recorded
• Train and coach the team in running audits, using myITprocess and leading business reviews
• Decide which clients get which level of account management, based on their current revenue and growth potential

Win new business

• Build and run your own pipeline of new clients across the North East, through prospecting, networking, referrals and events
• Use a basic technology audit as the starting point with prospects, to understand their needs and show where we can help
• Lead the sales process from first conversation to signed contract, working with our technical team to scope each client’s needs accurately
• Deliver a personal sales target of three times the cost of your role

Lead the sales team

• Set clear targets and activity standards, and run regular one-to-ones and pipeline reviews
• Coach each team member to improve, and recognise good results
• Recruit new team members as we grow, with support from HR
• Deal with underperformance early and fairly, following our policies and with HR advice

Plan, forecast and report

• Keep our pipeline, client records and account plans accurate and up to date in our PSA and Kaseya tools
• Produce a reliable monthly forecast and sales report for the leadership team
• Work with marketing on campaigns and events, and track what each one returns

Sell responsibly

• Price proposals in line with our approved pricing, and agree any discounts or non-standard terms with the right approver before making an offer
• Hand every new client over to onboarding and service delivery with an accurate scope, so we deliver what we sold
• Recommend the technology that fits each client best, rather than favouring any one vendor

Outcomes and KPIs

• Personal sales target
• Team sales against target
• Growth in revenue from existing clients
• Client audits, myITprocess assessment and roadmap
• Business reviews held on schedule for each client level
• Progress moving the team to the technical account management model
• Pipeline value and forecast accuracy

Essential skills and experience

• A track record of B2B sales in IT services, ideally managed services, with consistent results against a personal target
• Experience as a technical account manager, vCIO or similar, running client reviews and technology roadmaps
• Experience leading, coaching and managing a sales or account management team, while carrying a target of your own
• Enough technical understanding of IT support, cybersecurity, backup and cloud services to run a basic audit and have credible conversations with clients
• A consultative approach to selling to owners and directors of small and mid-sized businesses
• A disciplined approach to pipeline management and forecasting
• Commercial judgement about margin, recurring revenue and contract terms
• The ability to travel across the North East

Desirable skills and experience

• Hands-on experience with myITprocess
• Experience with other Kaseya tools, such as IT Glue or Datto RMM, and with a PSA such as HaloPSA
• Experience moving a sales team to an account management or vCIO model
• An established business network in the North East
• Formal sales methodology training

Our recruitment process

Our process usually has four stages:

• A first interview.
• A second interview.
• A short client review exercise.
• A final conversation with our leadership team, after which we aim to make an offer.

Any offer is conditional on two satisfactory professional references from employers named on your CV (with a work email address for each), proof of your right to work in the UK and, where required, a DBS check. We are unable to offer visa sponsorship.

Please note that this is a job advertisement rather than a full job description. The complete job description will be shared with you alongside your contract of employment.

Equal opportunities

The Owlis Group is an equal opportunities employer. We welcome applications from everyone and make recruitment decisions on the basis of skills, experience and potential, regardless of age, disability, gender reassignment, marriage or civil partnership, pregnancy or maternity, race, religion or belief, sex or sexual orientation. If you need any adjustments to take part fully in the recruitment process, please let us know and we will be glad to help.