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For Companies At a Glance
- Tasks: Drive new customer acquisition and grow strategic accounts in the SMB sector.
- Company: Dynamic IT services provider focused on managed solutions for small to mid-sized businesses.
- Benefits: Competitive salary, career development opportunities, and a supportive team environment.
- Other info: Join a collaborative team and enjoy a role with significant commercial ownership.
- Why this job: Make a real impact by building long-term relationships and driving growth in a fast-paced industry.
- Qualifications: Proven sales experience in Managed Services with strong relationship-building skills.
The predicted salary is between 50000 - 65000 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 Manager (IT 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 Manager (IT 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
Practice your pitch! You never know when you’ll meet someone who could help you land that Account Manager role. Have a clear, concise summary of your experience and what you bring to the table ready to go. Make it engaging and memorable!
✨Tip Number 3
Leverage our website! We’ve got loads of resources and job listings tailored for roles like Account Manager in IT Services. Apply directly through us to increase your chances of getting noticed by hiring managers.
✨Tip Number 4
Follow up after interviews! A quick thank-you email can go a long way in showing your enthusiasm for the role. It’s also a chance to reiterate why you’re the perfect fit for their team. Keep it professional but let your personality shine through!
We think you need these skills to ace Account Manager (IT Services) in Farnborough, Hampshire
Some tips for your application 🫡
Tailor Your CV: Make sure your CV speaks directly to the role of Account Manager in IT Services. Highlight your experience in Managed Service Provider environments and showcase any relevant achievements that align with the job description.
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 role. Mention specific examples of how you've driven new logo acquisition or account growth in previous positions.
Showcase Your Sales Approach: We want to see your consultative, outcome-led sales approach in action. Share stories that demonstrate how you've built long-term customer relationships and successfully navigated complex MSP environments.
Apply Through Our Website: Don't forget to apply through our website! It’s the best way for us to receive your application and ensures you’re considered for the role. Plus, it shows us you’re keen on joining our team!
How to prepare for a job interview at Positiv Cohort Ltd
✨Know Your MSP Inside Out
Before the interview, make sure you understand the Managed Service Provider landscape. Research the company’s services, their target market, and how they differentiate themselves from competitors. This will help you speak confidently about how your experience aligns with their needs.
✨Showcase Your Consultative Sales Approach
Prepare examples that highlight your consultative, outcome-led sales approach. Think of specific instances where you've successfully built long-term relationships with clients in complex environments. This will demonstrate your ability to drive new logo acquisition and account growth.
✨Be Ready for Commercial Discussions
Since this role involves leading commercial negotiations, brush up on your negotiation skills. Be prepared to discuss how you've protected margins in past roles and how you would approach contract changes or service expansions with potential clients.
✨Demonstrate Your Organisational Skills
Given the need to manage multiple stakeholders and opportunities, come prepared with a plan. Share how you maintain high-quality data in CRM systems like Salesforce and how you ensure accurate forecasting and deal visibility. This will show your potential employer that you’re organised and disciplined.