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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 partnerships.
- Benefits: Competitive salary, career growth, and a collaborative work environment.
- Other info: Join a supportive team with opportunities for professional development.
- Why this job: Make a real impact by shaping IT solutions for businesses.
- 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.
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
- Maintain high‑quality Salesforce (SFDC) data to support:
- Accurate forecasting
- 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
Account Director - IT & Managed Services in Farnborough 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
✨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. Tailor your responses to show how you can drive new logo acquisition and account growth.
✨Tip Number 3
Practice your consultative sales approach. Be ready to discuss how you’ve built long-term customer relationships in complex environments. Use examples that highlight your ability to deliver value and drive results.
✨Tip Number 4
Don’t forget to apply through our website! It’s the best way to ensure your application gets seen. Plus, we love seeing candidates who are proactive and engaged with our brand.
We think you need these skills to ace Account Director - IT & Managed Services in Farnborough
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 about your consultative sales approach and how you've built long-term relationships with customers. Be sure to mention specific achievements that align with our goals, like delivering significant AGP.
Showcase Your Commercial Acumen: In your application, don’t forget to highlight your strong commercial acumen. Share examples of how you've shaped and closed multi-pillar deals, and how you’ve maintained high-quality forecasting. We love seeing candidates who can think strategically!
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’re considered for the role. Plus, it’s super easy – just follow the prompts and let us know why you’d be a great fit!
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 company's services, their target market, and how they differentiate themselves from competitors. This knowledge will help you demonstrate your expertise and show that you're genuinely interested in the role.
✨Prepare for Consultative Selling Scenarios
Since this role requires a consultative, outcome-led sales approach, be ready to discuss specific examples of how you've successfully engaged with clients in the past. Think about times when you've built long-term relationships or navigated complex sales processes, and be prepared to share these stories during the interview.
✨Showcase Your Commercial Acumen
Highlight your experience in shaping and closing multi-pillar deals. Be prepared to discuss how you've driven revenue growth in previous roles, particularly within the SMB or mid-market segments. Use metrics and figures to back up your claims, as this will demonstrate your ability to deliver results.
✨Engage with Stakeholders Effectively
This position involves coordinating with various internal teams and engaging senior stakeholders. During the interview, showcase your communication skills by discussing how you've successfully led QBRs or managed multiple stakeholders in the past. Emphasise your customer-first mindset and solutions-led approach to illustrate your fit for the role.