Key Account Manager

Overview:  

Reporting to the Head of Operational Sales, your role is to develop strong relationships with a defined set of longstanding existing customers to increase sales of multi-year service contracts. You will be selling ITPSs’ core solution areas which support businesses to successfully achieve their digital transformation. (Our key solution areas are - public/private cloud, security, managed services, connectivity and data analytics), which should be blended with your specific focus on solutions for Microsoft Azure Stack IT.  
You will develop strong relationships with existing clients, through visits to understand their business goals, develop and position digital transformation propositions, secure new multi-year deals - to meet or exceed given sales targets. You will maintain advanced knowledge of ITPS solutions and services and your specialist area to ensure you continually deliver insights and value to all your retained customers.
You must be someone who enjoys working within a team, and is able to contribute to its development by representing our requirements on given internal projects to improve our efficiency and effectiveness

Core Responsibilities:

• Meet given targets to expand profitable revenues for existing client base through engaging, networking with, clients (CTO, IT Director, IT Manager level) to understand their challenges and IT issues
• Recommend business propositions for the adoption solutions from the core portfolio of ITPS, including IT equipment and service packages (with a particular focus on Microsoft Azure Stack)
• Prepare and undertake sales visits and presentations to pitch business propositions to clients
• To work with presales to scope client opportunities and deliver any required proof of concept demonstrations IT equipment to highlight product benefits
• To develop close relationships with relevant vendors to gain support for prospecting and closing new business
•  Negotiate sales, package discounts, and long-term contracts with clients
• Regularly meet with clients post sales to maintain relationships and deliver value added technology insights and advice.
• Develop and maintain plans for each client and progress opportunities through sales stages to meet and exceed given sales goals and targets
• Become fluent in all core products and services offered by ITPS
• Answers questions, describes benefits, and discusses pros and cons of various competing products or services
• To keep up to date with sector challenges, divers and evolving IT industry trends and innovations
• To initiate the development of marketing activity to promote ITPS solutions to build pipeline
• Attend relevant trade exhibitions and industry events to learn about cutting-edge products and sales
• Work with technology manufacturers, software manufacturers, IT consultancies, and technology solutions organisations
• Maintain sales activity and pipeline progression within our CRM system and provide regular reporting
• Work effectively as part of the sales team

The right person will have :

• Sold our key solution areas - public/private cloud, security, managed services, connectivity and data analytics
• Existing business farmer
• On upward curve in career
• Credible at "C" level
• Thorough understanding of MS Azure / stack
• Working in high growth MSP
• Working in partnerships with Microsoft
• Good number of reference customers throughout the UK
• Have grown sales organically  from existing customers
• Comprehensive understanding of the portfolio of products and services available in our industry

Skills and Qualifications:
Bachelor's Degree in Business (would like but not essential),  Computer Science or Marketing, Experience with Sales and Marketing, Knowledge of Relevant Products. Strong and Sales, Written and Verbal Communication, Interpersonal Communication, Negotiation, Critical Thinking, Ability to Meet/Exceed Targets and Goals, Ability to Work Under Pressure, High Energy Level, Motivation (self-starter), Ambition, Technical Skill, Attention to Detail