Account Manager UKI




Cranbury NJ


Full Time

Experience Level:


Job Description


The Partner/Senior Account Manager role is client-facing. The main purpose is to uncover enterprise and/or technology services opportunities and strategically align client insights, whether at the framework or contractual level. Present to the client all accessible lines of business and sell wide and deep wherever possible in multi-level contracts, both vertically and horizontally, and ensure that all lines of business are connected across the relevant company or divisional contacts.

Role Requirements:

  • Proven experience in complex sales, solution selling, and strategic account selling, including any combination of hunting, farming, and partner-led selling experience.
  • A sales resource with demonstrable strong existing relationships working with technology partners such as Microsoft/Salesforce/IBM and is enthusiastic about how we can help our clients embark on the digital transformation journey.
  • Strong understanding of the customer life cycle and digital transformation, coupled with broader applications and consultancy sales skills.

Key Skills:

  • Sales experience in the IT industry and Software Knowledge
  • Excellent written and verbal communication skills (British English) with the ability to deal with external and internal partners with a professional and confident demeanour.
  • Proactive and target-driven with good listening and comprehension capacity.
  • Basic knowledge of contracts and Terms of Service and the ability to negotiate standard and non-standard T&Cs.
  • Understand basic financial rules: P&L, Balance Sheet, Cost of Sale, Budget, and Leasing.
  • Deliver input to marketing to pull together and lead sales campaigns (via planning/LOB strategies) to boost sales.
  • Develop an Ownership, Quality, and Responsibility culture within the Sales team.
  • Ability to articulate in written format responses to clients’ day-to-day needs.
  • A true hunter sales professional with demonstrable success over a prolonged period.
  • Proven experience in selling Salesforce/Microsoft/IBM offerings and associated consultancy services.
  • Excellent networker with CxO level experience, both with end clients and Salesforce.
  • Ability to articulate a commercially driven business solution, technology, and product positioning.

Key Responsibilities 

  • Identify and manage upselling and cross-selling business opportunities with key Microsoft/IBM/Salesforce account managers and alliance teams and evolving opportunities.
  • Meet and exceed revenue quotas.
  • Comfortable working across multiple industries and leveraging internal and partner expertise to convert leads into tangible signings.
  • Manage pipeline and opportunities to meet booking targets.
  • Network to identify new client engagements within your targeted accounts.