Senior Account Manager

Responsibilities

• 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.
• Qualifications & Experience
• Proven success in B2B IT sales within a VAR, MSP, Systems Integrator, or Technology Services organisation.
• Demonstrable experience managing and developing mid-market and strategic customer accounts through consultative sales engagements.
• 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.
• About Us: We are the tech company with people at heart.
• At Advania, we believe in empowering people to create sustainable value through the clever use of technology. As one of Microsoft's leading partners in the UK, specialising in Azure, Security, Dynamics 365, and Microsoft 365, we have a proven track record of success in delivering transformational IT services.
• Our Selection Process:
• We are committed to ensuring an equitable experience for all candidates, regardless of race, religion or belief, ethnic or national origin, disability, age, citizenship, marital, domestic or civil partnership status, sexual orientation, gender identity, or any other basis as protected by applicable law.
• Please do let us know if you’ll need any reasonable adjustments as part of the selection process by highlighting these on your application form.
• As part of our commitment to our clients we will need to carry out background checks, including a criminal record check, for all offers of employment. If you have any unspent criminal convictions or questions about the screening process, please notify your recruiter once the application has been submitted.
• #LI-Hybrid
• Proven ability to identify customer challenges and align technology solutions to measurable business outcomes.
• 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.
• Consistent track record of achieving or exceeding revenue and gross profit targets.
• Experience using CRM platforms and sales reporting tools to manage pipelines, forecasting, and account performance.
• Self-motivated, commercially focused, and passionate about delivering exceptional customer experiences.
• Collaborative approach with the ability to work effectively alongside solution specialists, pre-sales, service delivery, and operational teams.
• Flexibility to travel across the UK to support customer relationships, strategic opportunities, partner engagement, and wider business growth initiatives.