Senior Account Manager
Posted Updated
Description
- As a Senior Account Manager, you will be responsible for driving growth across a portfolio of mid-market and strategic customer accounts. The role combines new business acquisition, account development, and strategic relationship management to deliver long-term revenue growth, customer retention, and profitability
- You will identify and secure new opportunities, lead complex sales engagements, and position Advania’s full portfolio of solutions and services to help customers achieve their business objectives through technology
- Develop and grow a portfolio of existing and new customer accounts across commercial and mid-market organisations
- Identify, qualify, and secure opportunities for upselling, cross-selling, service expansion, and new customer acquisition
- Build strong relationships with key stakeholders, including senior decision-makers and business leaders, developing a deep understanding of customer objectives and challenges
- Create and execute account plans focused on customer growth, retention, and long-term account value
- Lead sales engagements from opportunity identification and qualification through to proposal development, negotiation, contract closure, and successful onboarding
- Position Advania’s portfolio of solutions and services, including Data Centre, Security, Infrastructure, Modern Workplace, Networking, and Audio Visual solutions
- Collaborate with pre-sales consultants, solution architects, service delivery teams, and vendor partners to develop compelling customer solutions
- Maintain ownership of pipeline management, forecasting, CRM records, and account reporting to ensure sales opportunities are accurately tracked
- Stay informed on market trends, emerging technologies, competitor activity, and industry developments to provide trusted customer advice
- Consistently achieve and exceed revenue, gross profit, customer retention, and strategic growth objectives
- What Success Looks Like
- Building and maintaining a healthy, qualified sales pipeline across new and existing accounts
- Generating consistent new business opportunities while expanding Advania’s footprint within existing customers
- Developing a strong understanding of Advania’s full portfolio of solutions, services, and strategic vendors
- Building trusted advisor relationships with customer stakeholders and internal specialists
- Delivering against revenue, gross profit, retention, and account growth targets
- Managing customer requirements efficiently and ensuring a positive customer experience throughout the sales lifecycle
- Attending Advania offices and customer sites regularly to strengthen relationships and drive customer engagement
- Collaborating effectively with sales specialists, pre-sales teams, service delivery, and operations to achieve customer outcomes
- Proven success in B2B IT sales within a VAR, MSP, Systems Integrator, or Technology Services organisation
- Strong understanding of Advania’s key offerings, including Data Centre, Networking, Cyber Security, Modern Workplace, End User Compute, Managed Services, Cloud, and Audio Visual solutions
- Excellent communication, presentation, negotiation, and relationship-building skills with the ability to engage stakeholders at multiple levels, including senior leadership
- Demonstrable experience managing and developing mid-market and strategic customer accounts through consultative sales engagements
- Proven ability to identify customer challenges and align technology solutions to measurable business outcomes
- Experience using CRM platforms and sales reporting tools to manage pipelines, forecasting, and account performance
- Consistent track record of achieving or exceeding revenue and gross profit targets
- Collaborative approach with the ability to work effectively alongside solution specialists, pre-sales, service delivery, and operational teams
- Experience leading complex sales opportunities involving multiple stakeholders and solution areas
- Strong commercial acumen with experience developing account strategies that drive long-term growth and profitability
- Self-motivated, commercially focused, and passionate about delivering exceptional customer experiences
- Flexibility to travel across the UK to support customer relationships, strategic opportunities, partner engagement, and wider business growth initiatives