Michael James Associates
Account Manager
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Salary: Up to £130,000 base + up to 20% annual bonus
The Opportunity We are working with a global technology and digital transformation consultancy that is looking to appoint an experienced Account Manager to take ownership of and grow a portfolio of strategic enterprise accounts.
This is not a pure new-business role. The focus is on building strong relationships within existing clients, identifying opportunities for expansion and increasing account value through the introduction of additional technology services and solutions.
The successful candidate will have a proven track record of managing and growing significant enterprise accounts within a technology services company, IT consultancy, systems integrator or outsourcing environment.
Key Responsibilities
- Take ownership of strategic enterprise client accounts and develop long-term relationships.
- Build trusted relationships with senior stakeholders across technology, transformation, procurement and business functions.
- Develop and execute account growth strategies across existing clients.
- Identify opportunities to expand into new departments, business units, services and geographies.
- Work closely with delivery, engineering, technology and consulting teams to identify and develop opportunities.
- Understand the client's technology roadmap, challenges and strategic priorities.
- Develop account plans, revenue forecasts and growth strategies.
- Drive cross-selling and up-selling of technology services and solutions.
- Maintain a detailed understanding of account revenue, pipeline and commercial performance.
- Engage with senior decision-makers and build multi-level relationships across the organization.
- Turn existing client relationships into sustainable, long-term revenue growth.
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What We're Looking For
- Proven experience in account management / client growth within an IT services, technology consultancy, systems integrator or outsourcing business.
- Demonstrable experience managing and growing significant enterprise accounts.
- A strong understanding of technology services and digital transformation.
- Experience working with senior technology stakeholders, ideally including CIOs, CTOs, CDOs and senior procurement teams.
- Evidence of taking ownership of an existing account and materially increasing its value.
- Strong commercial and relationship-building skills.
- Experience with land-and-expand strategies.
- The ability to understand a client's wider business and technology requirements and translate these into additional opportunities.
- Strong communication, negotiation and stakeholder management skills.
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The Key Question The ideal candidate will be able to clearly demonstrate: "I inherited an account worth X, grew it to Y, and these are the specific things I personally did to achieve that growth."
Candidates whose background is predominantly cold new-business acquisition, without meaningful experience managing and expanding existing enterprise accounts, are unlikely to be suitable.
Package
- Base salary up to £130,000
- Up to 20% annual bonus
- Comprehensive benefits package
- Opportunity to manage and grow major enterprise technology accounts
- Global environment with exposure to senior technology stakeholders and large-scale transformation programmes
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