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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, performance bonuses, and opportunities for professional growth.
- Other info: Fast-paced environment with a focus on teamwork and collaboration.
- Why this job: Join a team where you can make a real impact and build lasting client relationships.
- Qualifications: Proven sales experience in Managed Services and 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
Client 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 Client 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
Prepare for interviews by researching the company and its culture. Understand their services and how they align with your skills. This will help you tailor your responses and show them you’re genuinely interested in being part of their team.
✨Tip Number 3
Practice your pitch! You need to be able to sell yourself just like you would sell a service. Highlight your experience in MSP environments and how you can drive growth and build relationships. Confidence is key!
✨Tip Number 4
Don’t forget to apply through our website! We’ve got loads of resources to help you along the way. Plus, applying directly shows your enthusiasm and commitment to joining our team.
We think you need these skills to ace Client 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 Client Account Manager. Highlight your experience in Managed Service Provider environments and showcase your success in driving new logo acquisition and account growth.
Craft a Compelling Cover Letter: Your cover letter is your chance to shine! Use it to tell us about your consultative sales approach and how you've built long-term relationships in complex MSP-led environments. Make it personal and engaging!
Showcase Your Achievements: Quantify your successes! If you've delivered significant AGP or expanded accounts across multiple service pillars, let us know. Numbers speak volumes and help us see the impact you've made in previous roles.
Apply Through Our Website: We encourage you to apply through our website for a smoother process. It helps us keep track of your application and ensures you don’t miss out on any important updates from us!
How to prepare for a job interview at Positiv Cohort Ltd
✨Know Your MSP Inside Out
Before the interview, make sure you thoroughly understand the Managed Service Provider landscape. Familiarise yourself with the specific services offered, such as Cyber Security and Modern Workspace solutions. This knowledge will help you demonstrate your expertise and show that you're ready to drive new logo acquisition.
✨Showcase Your Consultative Sales Approach
Prepare examples of how you've successfully used a consultative, outcome-led sales approach in previous roles. Be ready to discuss how you've built long-term relationships with clients and how you can apply this experience to the SMB and mid-market segments.
✨Highlight Your Commercial Acumen
Be prepared to discuss your experience with multi-pillar, recurring-revenue deals. Share specific instances where you've shaped and closed significant deals, and explain how you maintained high-quality forecasting and pipeline management using tools like Salesforce.
✨Demonstrate Your Leadership Skills
Since this role involves coordinating cross-functional teams, think of examples where you've led virtual account teams or managed multiple stakeholders. Highlight your ability to hold others accountable and ensure that commercial outcomes are achieved, which is crucial for success in this position.