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Location: Reading office (Hybrid – 3 days/week in office + client visits)
Hours: Monday to Friday, 37.5 hours per week
Salary: Up to £150,000 OTE (uncapped commission)
About BCN:
At BCN we unite people and technology to enable organisations to fly.
We believe people and organisations can achieve anything using technology to it’s full potential. Our role is to help them understand what is possible, implement in the right way and utilise their technology to achieve their ambitions. Which is why we put people front and centre – building client relationships for life and fostering a culture where our people thrive.
We are a leading managed IT services provider and technology consultant, specialising in delivering transformative technology solutions with industry-leading client experience across business, public sector and not for profit organisations. From cloud computing, cybersecurity, and data management to power app development, we are dedicated to pioneering technology with Microsoft innovation.
Guided by our 3 values of building relationships, customer success and passion and dedication, we are on a mission to make BCN the most trusted tech partner in the UK today. The kind of company clients want to work with, and people want to work for.
We are delighted you are on this journey with us!
Focus of the role
We are seeking an experienced “SME/C Account Director” to oversee the commercial management of a portfolio of named customer accounts. You will serve as the strategic link between BCN and your clients, driving value, identifying new opportunities, and expanding revenue by understanding their business needs and the Microsoft technology landscape. The role is based in our Reading office, covering territory across London, Oxfordshire, Southampton, Swindon, and Bristol. You’ll manage and grow a portfolio of existing clients, build consultative relationships with senior C-level stakeholders, drive profitable growth through solution-led selling, and work closely with technical and delivery teams to align solutions with client needs. You’ll inherit a robust client base and are expected to deepen engagement, reduce churn, and uncover new opportunities across multiple solution areas.
Responsibilities
* Be the trusted commercial lead and single point of contact for all client account matters. Lead the execution of client and sector growth plans, ensuring strong visibility and ownership.
* Drive client value by building a strong pipeline, expanding into new areas, and maximizing upsell opportunities through continuous focus on value creation and strategic growth.
* Collaborate with internal teams (pre-sales, CTO office, practice specialists) to qualify and advance opportunities
* Consistently meet all Success Framework metrics, including sales targets and pipeline goals, to achieve business objectives.
* Demonstrate strong commercial and financial acumen, including a solid grasp of contract structures, key business terms, and their impact on both BCN and client organizations.
* Lead and own the end‑to‑end bid management process, from influencing and responding to formal procurement (FRI/FRQ/FRP) to compiling high‑quality, coherent submissions by coordinating contributions across multiple functions.
* Maintain consistent, accurate sales reporting—including pipeline management, forecasting, CRM data, contract renewals—and actively strive to meet sales KPIs, using effective GAP analysis across monthly, quarterly, and yearly cycles to ensure targets are met or exceeded.
* Possess strong proficiency in the use of relevant business systems and tools, ensuring data integrity and leveraging these platforms for effective sales management, performance tracking, and decision-making
Person, Skills & Experience
* Extensive experience with proven track record in MSP account management or solution sales
* Significant experience selling into SME business 100‑500 seats
* Maturity and gravitas to build effective relationships with C‑Level decision‑makers across diverse sectors, with a proven track record of managing complex, multi‑stakeholder, multi‑service accounts.
* Strong familiarity with Microsoft technologies (Azure, Modern Workplace, Power Platform & Data, AI, and Security & Compliance)
* Experience transitioning clients from transactional to strategic engagement models
* Consultative, client‑focused approach with clear communication and strong emotional intelligence.
* Ambitious, career‑driven, resilient, adaptable, and self‑motivated.
* The coachability and aspiration to continually develop and improve.
* Prepared to invest time to attain Microsoft solution accreditations, as well as role specific competency requirements.
Why BCN?
* The opportunity to shape your own future with industry leading training and development, with access to our BCN Academy.
* Competitive salary with the ability to progress.
* 23‑days holiday allowance, increasing with length of service, plus bank holidays, an extra day off on your birthday and the option to buy more!
* Company pension scheme.
* 2 paid leave days per year to volunteer and support your local community – if it matters to you it matters to us.
* Health cash plan with free access to a confidential Employee Assistance Programme (EAP) supporting bereavement, financial, health and wellbeing, and much more
* Life assurance
* Cycle to work scheme, electric vehicle scheme, home and tech scheme, and retail discounts.
* Balancing work, life, and fitness can be challenging, so we offer a free on‑site gym at our Manchester and Leeds locations to make it easier to stay active.
* Long service recognition to celebrate all the milestones
* Beer (or soft drinks) and Pizza Friday’s, dress down every day, social events such as Summer BBQ, Christmas party and lots more!
Seniority level
* Mid‑Senior level
Employment type
* Full‑time
Job function
* Information Technology
Industries
* IT Services and IT Consulting
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