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For Companies At a Glance
- Tasks: Drive new customer acquisition and account growth in the SMB sector.
- Company: Dynamic Managed Service Provider focused on strategic partnerships.
- Benefits: Competitive salary, career development opportunities, and a collaborative work environment.
- Other info: Join a supportive team and enjoy a role with significant growth potential.
- Why this job: Make a real impact by building long-term relationships with clients and driving innovative 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
Account Director- IT & Managed Services in Farnborough employer: Positiv Cohort
Contact Detail:
Positiv Cohort 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. You never know who might have the inside scoop on job openings or can put in a good word for you.
✨Tip Number 2
Prepare for those 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 answers and show them you’re the perfect fit for the role.
✨Tip Number 3
Practice your pitch! Be ready to explain how your background in MSP environments can drive new logo acquisition and account growth. Keep it concise and focus on outcomes – after all, they want to see how you can deliver results.
✨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 reinforces your commitment to building long-term relationships.
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.
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. Share specific examples of how you've built long-term customer relationships and achieved sales targets in similar environments.
Showcase Your Sales Approach: We love a consultative, outcome-led sales approach! In your application, emphasise how you’ve successfully navigated complex MSP-led environments and how you plan to deliver value to our customers.
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 this exciting opportunity. We can’t wait to hear from you!
How to prepare for a job interview at Positiv Cohort
✨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 built long-term customer relationships in complex environments. Think about challenges you've faced and how you overcame them, as well as how you identified cross-sell and upsell opportunities.
✨Showcase Your Commercial Acumen
Be prepared to talk about your experience with multi-pillar, recurring-revenue deals. Highlight any successful negotiations you've led, especially those involving renewals or service expansions. This will demonstrate your ability to protect margins and drive account growth, which is crucial for this position.
✨Engage with Stakeholders Effectively
Since you'll be working closely with various internal teams and senior stakeholders, practice articulating your communication style. Prepare to discuss how you've coordinated with technical and delivery teams in the past to achieve shared commercial outcomes. This will show that you can lead virtual account teams effectively.