Job Description
Key Account Manager
Location: Birmingham / Hybrid
Employment Type: Full-time
Role Overview
The Key Account Manager will be responsible for driving long-term value across a portfolio of IT reseller partners while reactivating dormant accounts to generate new revenue opportunities.
By developing strong, multi-level relationships, the role focuses on increasing revenue through proactive account development, pipeline generation, and strategic selling. The position requires strong forecasting discipline, CRM usage, and cross-functional collaboration to deliver a high-quality customer experience and increase share of wallet within assigned accounts.
Key Responsibilities
Strategic Growth & Market Development
* Identify and qualify high-potential partners including MSPs, VARs and IT resellers
* Conduct share-of-wallet analysis to uncover new revenue opportunities
* Drive growth through upselling and competitive solution positioning
* Promote the organisation’s full technology portfolio to encourage cross-solution sales
* Maintain strong vendor knowledge to act as a trusted advisor to partners
Pipeline Management & Sales Operations
* Maintain accurate forecasting and pipeline visibility for leadership
* Use CRM systems to document opportunities, interactions and follow-ups
* Manage quotations and respond to customer enquiries with speed and accuracy
* Support the end-to-end sales cycle to ensure smooth order processing and delivery
Account & Relationship Management
* Lead regular customer engagement through online meetings, QBRs and in-person visits
* Maintain clear communication with partners around orders and delivery timelines
* Work cross-functionally with internal teams such as purchasing, support and finance
* Proactively share promotions, vendor updates and new opportunities with partners
Skills & Experience
Knowledge
* Understanding of IT hardware, services, or technology solutions
* Knowledge of reseller business models and procurement cycles
* Awareness of the UK IT channel and distribution landscape
Skills
* Proven track record of achieving or exceeding sales targets
* Strong sales planning and pipeline management capability
* Excellent communication and stakeholder engagement skills
* Strong organisation and ability to manage multiple priorities
* Experience using CRM platforms and digital sales tools
Competencies
* Relationship building with partners, vendors and internal stakeholders
* Problem-solving and commercial judgement
* Adaptability within a fast-moving sales environment
* Self-motivated with strong ownership of pipeline and results