At a Glance
- Tasks: Lead complex technology deals and shape commercial strategies for major clients.
- Company: Join JAM, a dynamic cloud specialist with a strong reputation in the tech industry.
- Benefits: Enjoy a collaborative culture, autonomy, and opportunities for professional growth.
- Other info: Be part of a growing team with a focus on cloud transformation and managed services.
- Why this job: Make an impact by turning innovative technology into successful commercial outcomes.
- Qualifications: Proven track record in closing large deals and strong negotiation skills required.
The predicted salary is between 63000 - 77000 £ per year.
Just After Midnight (JAM), part of the Trustmarque Ultima Group, is looking for an experienced Senior Commercial Lead to take ownership of some of our biggest and most complex customer opportunities. This is a role for someone who knows how to win £500k–£5m+ multi-year technology deals and is comfortable bringing together professional services, cloud transformation and managed services into compelling commercial propositions.
You’ll lead opportunities from qualification through to signature — shaping the commercial strategy, working alongside technical and delivery teams, navigating complex procurement processes and ultimately getting the deal over the line.
What you’ll be doing:
- Own the full sales cycle for large, complex, multi-year opportunities
- Structure propositions combining professional services, cloud migration, modernisation and managed services
- Build relationships across technical, procurement and executive stakeholders
- Lead commercial negotiations, pricing, SOWs and multi-year agreements
- Work closely with Solutions Architecture, Engineering and Delivery to shape commercially viable solutions
- Translate technical capability into clear business value for customers
- Leverage AWS relationships and co-sell opportunities where appropriate
- Represent JAM with customers, AWS and across the wider technology market
- Contribute to our growth strategy and bring insight from the market
What we’re looking for:
- You’ll have a proven track record of closing large, complex technology deals, ideally £500k–£5m+ and preferably involving a combination of professional and managed services.
- Strong experience across cloud, infrastructure or IT services
- Experience managing long, multi‑stakeholder enterprise sales cycles
- Strong commercial and negotiation skills
- A good understanding of AWS and modern cloud environments
- Experience working with technical, delivery and commercial teams
- The confidence to engage at C‑suite, technical and procurement level
- A genuine ownership mentality — you take a deal from opportunity to close
- AWS certifications would be beneficial, but we're more interested in what you’ve actually delivered and the deals you’ve won.
Why JAM?
JAM is a growing cloud specialist with a strong reputation across AWS, cloud transformation, managed services and modernisation. As part of the Trustmarque Ultima Group, you’ll have the opportunity to work with a broader portfolio, larger customer base and wider technology capability, whilst retaining the entrepreneurial feel and specialist expertise that makes JAM different.
And our culture matters. We believe in working together, delivering exceptional outcomes for our customers and giving people the trust and autonomy to make things happen. If you’re someone who enjoys the challenge of big deals, complex customers and turning great technology into great commercial outcomes, we’d love to hear from you.
Account Director employer: Ultima
Trustmarque Ultima is an exceptional employer, offering a dynamic work environment where collaboration and innovation thrive. As a Business Change Manager, you'll be at the forefront of transformative initiatives, supported by a culture that values teamwork, excellence, and empowerment. With opportunities for professional growth and the chance to work alongside talented colleagues in a rapidly evolving technology landscape, this role promises a meaningful and rewarding career path.
StudySmarter Expert Advice🤫
We think this is how you could land Account Director
✨Leverage Your Network
In sales and business development, who you know can often be as important as what you know. Get involved with local networking events or industry meetups to connect with key players. Don't be shy—share your passion for the field and let folks know you're on the lookout for opportunities!
✨Show Your Skills Through Real-World Results
When targeting a full-time role like Account Director at Ultima, presenting tangible results from your previous sales experience can set you apart. Bring along case studies or examples of how you've closed deals or expanded accounts, and don't forget to showcase your problem-solving prowess. It’s all about quantifying your success!
✨Engage with Sales Communities
Dive deep into online sales communities, like Sales Hacker or LinkedIn groups dedicated to sales professionals. Engaging in discussions and sharing insights can boost your visibility and might just put you on the radar of hiring managers looking for fresh talent in business development.
✨Direct Applications Matter
While we all know the online application route, consider sending direct applications to companies you admire, including Ultima. Tailor your message to explain why you’re drawn to them and how you can contribute as a Account Director. Sometimes, a personal touch can grab attention faster than a generic application!
We think you need these skills to ace Account Director
Some tips for your application 🫡
Show Off Those Sales Skills:In your CV and cover letter, highlight any previous sales or business development experience you have. Use numbers and examples to showcase your achievements – did you exceed sales targets or bring in new clients? Make those accomplishments shine!
Tailor Your Message for Ultima:When writing your cover letter, make sure to tailor your message specifically for Ultima. Show that you know the company’s mission and how your skills align with their goals in the sales landscape. This personalised touch will grab their attention!
Keep It Professional Yet Engaging:Sales is all about relationships, so while you want to maintain professionalism in your application, don’t be afraid to let your personality shine through. Engage the reader and demonstrate your enthusiastic approach to sales and business development!
Proof of Performance:Include any relevant certifications or training you’ve undertaken in sales or negotiation tactics. If you’ve attended workshops or courses, list these to showcase your commitment to professional development. This extra touch can set you apart from the competition!
How to prepare for a job interview at Ultima
✨Know Your Sales Methodologies
Brush up on popular sales methodologies like SPIN Selling or Challenger Sales. Being able to discuss these techniques and how you've applied them will show Ultima that you understand the role and can hit the ground running in the sales game.
✨Demonstrate Your Deal-Making Skills
Prepare to share stories from your past experiences where you closed deals, overcame objections, or started new client relationships. We want to show Ultima that you’re not just about numbers but also about building lasting connections in business development.
✨Prepare for Role-Play Scenarios
In a full-time sales interview, don’t be surprised if they throw in a role-play exercise to test your pitching skills. Practising how you would pitch a product or handle an objection will help us shine in this simulation—think of it like a dress rehearsal for your future sales calls!
✨Align Your Goals with the Company’s Vision
Take a moment to reflect on how your career ambitions align with Ultima’s objectives. When we articulate how our personal growth ties in with the company’s goals, it shows commitment and a genuine interest in contributing to their success.
