Purpose of Job
We are seeking an accomplished and strategic Account Director to join our Corporate team. This role calls for a seasoned professional with deep expertise in IT-Channel Sales and a proven ability to generate new business opportunities and manage and expand relationships with enterprise-level clients within Byte’s Corporate Space (2,000 to 10,000 seats).
The ideal candidate will excel in new business generation, and overseeing existing accounts, driving growth through proactive engagement, and delivering exceptional value to existing clients. A strong understanding of the private sector landscape and experience in navigating enterprise-grade environments are essential.
Based in the Leatherhead or London area or within commuting distance, the successful candidate will focus on driving new business and strengthening client partnerships, identifying opportunities for account development, and ensuring long-term success. Key attributes include industry-specific sales experience, outstanding communication and relationship-building skills, and a strategic mindset geared towards sustainable growth.
If you thrive in a fast-paced environment, have a passion for nurturing client relationships, and are committed to driving account expansion, we invite you to join our team and play a pivotal role in our continued success.
Key Responsibilities
Prospecting and Lead Generation
* Conduct in-depth market research to identify potential clients, staying abreast of industry trends and developments.
* Leverage extensive networks and contacts to effectively communicate Bytes' value proposition and differentiate offerings.
* Drive prospecting efforts through a variety of channels, including cold calling, email campaigns, networking events, and strategic use of social media platforms like LinkedIn.
Account Growth and Development
* Drive expansion within existing accounts by identifying opportunities for upselling, cross-selling, and introducing new solutions aligned with client objectives.
* Conduct regular account reviews to assess performance, uncover growth potential, and ensure alignment with client strategies.
* Build and execute account development plans that deliver measurable revenue growth and strengthen long-term partnerships.
Client Engagement
* Cultivate and maintain strong, trust-based relationships with key stakeholders across complex, multinational accounts.
* Act as a strategic advisor, demonstrating deep understanding of client challenges and proactively recommending solutions that add value.
* Ensure exceptional client experience throughout the engagement lifecycle, from onboarding to ongoing support and renewal.
* Deliver impactful presentations and solution roadmaps tailored to client priorities and business outcomes.
Solution Alignment
* Collaborate with technical and product teams to design innovative, customised IT solutions that meet evolving client needs.
* Clearly articulate the strategic benefits and ROI of Bytes’ offerings, positioning the organisation as a long-term partner rather than a vendor.
* Stay informed on emerging technologies and industry trends to anticipate client requirements and maintain competitive advantage.
Commercial Management
* Lead commercial discussions and negotiations to secure mutually beneficial agreements, ensuring compliance and protecting organisational interests.
* Monitor account performance against agreed KPIs, including revenue growth, retention, and satisfaction metrics.
* Work closely with legal and finance teams to manage contracts, renewals, and pricing strategies effectively.
Pipeline and Forecasting
* Maintain a robust account pipeline, tracking opportunities for growth and renewal with precision and accuracy.
* Provide regular, detailed reports on account health, revenue forecasts, and strategic initiatives to senior leadership.
* Utilise advanced CRM tools and analytics to monitor engagement, identify trends, and optimise account strategies.
Market and Client Intelligence
* Stay ahead of market developments, competitor activity, and client industry changes to inform account planning and strategy.
* Share insights with internal teams to influence product development and service enhancements, ensuring Bytes remains a trusted partner in a dynamic market.
Core Competencies & Skills
* 5+ Years Experience for an IT Value Added Reseller: Previous experience within the IT industry, particularly in roles related to value-added reselling, distribution, or vendor operations, is highly advantageous.
* Degree Level Qualification – Preferred: While not mandatory, a degree-level qualification in a relevant field demonstrates a solid academic foundation and can enhance the candidate's credibility.
* Proven Success in a Sales Role Targeting Organisations Between 2,000 and 10,000 Seats: A demonstrable track record of achieving and surpassing sales targets in previous roles showcases the candidate's ability to deliver results and drive business growth.
* Excellent communication and presentation skills: Clear and compelling communication abilities, both verbal and written, coupled with strong presentation skills, are vital for effectively conveying value propositions and building rapport with clients.
* Ability to build and maintain strong client relationships: The capacity to cultivate and nurture long-lasting client relationships is crucial for fostering trust and loyalty, ultimately driving customer satisfaction and retention.
* Results-oriented with a focus on achieving and exceeding sales targets: A goal-driven mindset and a relentless pursuit of targets are essential traits for driving revenue generation and contributing to organizational success.
* Self-motivated, proactive, and able to work independently: Demonstrating initiative, self-drive, and the ability to thrive in a fast-paced, autonomous work environment are key attributes for success in this role.
* Familiarity with CRM software and sales analytics tools: Proficiency in utilizing Customer Relationship Management (CRM) software and sales analytics tools enables effective pipeline management, data-driven decision-making, and performance optimization.
Measures & Goals
Strengthen client relationships and improve satisfaction levels through proactive engagement and effective problem-solving.
* Review whitespace report against former years and ensure full Bytes proposition is being articulated
* Review contact maps in clients and look for increase in coverage.
Identify and capitalize on upselling and cross-selling opportunities to existing clients, thereby increasing account revenue.
* Track the number and value of upsell and cross-sell opportunities generated per client account on a monthly basis.
* Measure the conversion rate of upselling and cross-selling efforts into actual sales.
* Assess the impact of upselling and cross-selling activities on overall account revenue growth.
Optimize the sales pipeline management process to increase efficiency and maximize conversion rates.
* Analyse the pipeline velocity by tracking the average time it takes for opportunities to progress from one stage to another against Bytes LEARN framework.
* Assess the ratio of qualified leads to closed deals to evaluate pipeline health and effectiveness.
* Implement improvements in CRM utilization and data accuracy to streamline pipeline management.
Increase the number of new clients acquired and overall revenue generated within a specific timeframe.
* Track and report on the number of new clients opportunities quarterly.
* Monitor and analyse pipeline growth from new client acquisitions compared to previous periods.
* Set quarterly revenue targets and assess achievement against these targets.
Stay abreast of industry trends, competitor activities, and emerging technologies to inform strategic decision-making and maintain a competitive edge.
* Attend internal training sessions with Account Mapping.
* Track participation in industry events, conferences, and networking opportunities.
* Evaluate the integration of market intelligence insights into sales strategies and client engagements.
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