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For Companies At a Glance
- Tasks: Drive new customer acquisition and grow strategic accounts in the SMB sector.
- Company: Dynamic Managed Service Provider focused on long-term client relationships.
- Benefits: Competitive salary, career growth opportunities, and a supportive team environment.
- Other info: Join a collaborative team and lead exciting projects in a fast-paced environment.
- Why this job: Make a real impact by helping businesses thrive with innovative IT solutions.
- Qualifications: Proven sales experience in Managed Services and strong relationship-building skills.
The predicted salary is between 60000 - 80000 ÂŁ per year.
Our customer is seeking an experienced SMB Account Director with a strong background in Managed Service Provider (MSP) environments, to drive new logo acquisition and strategic account growth across the 50–500 user customer segment. This role operates as a senior overlay position alongside Enterprise Account Managers, with full commercial ownership of assigned opportunities and accounts. Success in this role requires a consultative, outcome‑led sales approach and the ability to build long‑term customer relationships in complex MSP-led environments.
In your first 12 months, you will be accountable for delivering £250k in Annual Gross Profit (AGP) while driving multi‑pillar adoption across Connectivity, Mobile, Modern Workspace, Cyber Security and Managed Services. Our customers typically have limited internal IT capability and rely heavily on us as a trusted, strategic MSP partner, rather than a transactional supplier.
What Success Looks Like (First 12 Months)
- Deliver ÂŁ250k AGP through new logo wins and account expansion
- Win new customers within the 50–500 user SMB / mid‑market segment
- Consistently expand accounts across multiple service pillars
- Maintain accurate forecasting and a clean, qualified pipeline
- Deliver structured, value‑led QBRs aligned to IT roadmaps and account plans
- Protect margin through rigorous qualification and internal coordination
Key Responsibilities
- Own new logo acquisition and long‑term account growth within the SMB and mid‑market segment
- Spend approximately 50% of your time operating as an overlay with Enterprise Account Managers
- Identify and develop cross‑sell and upsell opportunities across all service lines
- Build and execute account plans, IT roadmaps and risk registers aligned to customer business goals
- Lead commercial negotiations including renewals, contract changes and service expansion
- Deliver structured QBRs covering service performance, risk, roadmap progress and commercial planning
- Act as the senior commercial owner and escalation point for assigned accounts
- Coordinate cross‑functional internal teams including Solution Architects, Technical Account Managers, Projects and Operations
- Maintain ownership through onboarding, transition and delivery phases to ensure commercial outcomes are realised
- Provide leadership across virtual account teams, holding stakeholders accountable to agreed actions
CRM, Forecasting & Sales Discipline
- Maintain high‑quality Salesforce (SFDC) data to support:
- Accurate forecasting
- Strong MEDDPICC‑aligned qualification
- Clear visibility of deal value, stage, probability and next steps
About You
- Proven track record selling Managed Services and MSP solutions into SMB or mid‑market customers
- Demonstrable experience working within established MSP sales environments, rather than short‑term or transactional roles
- Evidence of stable tenure in previous roles, reflecting an ability to build long‑term customer relationships and deliver sustained results
- Strong commercial acumen with experience shaping and closing multi‑pillar, recurring‑revenue deals
- Confident communicator able to engage senior stakeholders and lead strategic QBRs
- Highly organised, proactive and comfortable managing multiple stakeholders and opportunities concurrently
- Customer‑first mindset with a practical, solutions‑led approach
- Experience coordinating internal technical and delivery teams to achieve shared commercial outcomes
- Professional, credible and relationship‑driven
- Full UK driving licence
Locations
Account Director - IT & Managed Services in Farnborough, Hampshire employer: Positiv Cohort Ltd
Contact Detail:
Positiv Cohort Ltd Recruiting Team
StudySmarter Expert Advice 🤫
We think this is how you could land Account Director - IT & Managed Services in Farnborough, Hampshire
✨Tip Number 1
Network like a pro! Get out there and connect with people in the industry. Attend events, join online forums, and don’t be shy about reaching out on LinkedIn. Building relationships can lead to opportunities that aren’t even advertised.
✨Tip Number 2
Prepare for interviews by researching the company and its culture. Understand their services and how they align with your experience in Managed Services. This will help you tailor your responses and show them you’re the perfect fit.
✨Tip Number 3
Practice your pitch! You need to clearly articulate your value proposition and how you can drive new logo acquisition and account growth. Role-play with a friend or record yourself to refine your delivery.
✨Tip Number 4
Don’t forget to follow up after interviews! A quick thank-you email can go a long way in keeping you top of mind. Plus, it shows your enthusiasm for the role and the company. And remember, apply through our website for the best chance!
We think you need these skills to ace Account Director - IT & Managed Services in Farnborough, Hampshire
Some tips for your application 🫡
Tailor Your CV: Make sure your CV speaks directly to the role of Account Director. Highlight your experience in Managed Service Provider environments and showcase your success in driving new logo acquisition and account growth. We want to see how you’ve made an impact in similar roles!
Craft a Compelling Cover Letter: Your cover letter is your chance to shine! Use it to tell us why you're the perfect fit for this position. Share specific examples of how you've built long-term customer relationships and achieved sales targets in the SMB or mid-market segment. Let your personality come through!
Showcase Your Achievements: When detailing your past roles, focus on quantifiable achievements. Did you exceed sales targets? How much revenue did you generate? Numbers speak volumes, so make sure we can see the impact you’ve had in previous positions.
Apply Through Our Website: We encourage you to apply directly through our website. It’s the best way to ensure your application gets into the right hands. Plus, it shows us you’re serious about joining our team at StudySmarter!
How to prepare for a job interview at Positiv Cohort Ltd
✨Know Your MSP Inside Out
Before the interview, dive deep into the Managed Service Provider landscape. Understand the key players, trends, and challenges in the industry. This knowledge will help you demonstrate your expertise and show that you're not just familiar with the role but genuinely passionate about it.
✨Showcase Your Consultative Sales Approach
Prepare to discuss specific examples of how you've successfully used a consultative, outcome-led sales approach in previous roles. Highlight instances where you've built long-term relationships with clients and how that has led to account growth. This will resonate well with the interviewers looking for someone who can drive new logo acquisition.
✨Be Ready with Your Numbers
Since you'll be accountable for delivering ÂŁ250k in Annual Gross Profit, come prepared with metrics from your past experiences. Be ready to discuss how you achieved sales targets, expanded accounts, and maintained a clean pipeline. This will showcase your commercial acumen and ability to deliver results.
✨Engage with Stakeholders
Demonstrate your ability to engage with senior stakeholders by preparing questions that reflect your understanding of their business goals. Discuss how you would coordinate with cross-functional teams to achieve shared outcomes. This shows that you’re not just thinking about the sale, but also about the overall success of the client.