Senior Account Manager
Location: Birmingham / Hybrid
Salary: £38,000 + Commission
About The Role
An established UK IT distributor is seeking an experienced Senior Account Manager to lead and grow a portfolio of high‑value reseller partners. This is a strategic role with full ownership of key accounts, focusing on long‑term revenue growth, share‑of‑wallet expansion, and account reactivation.
You will operate as a trusted advisor to your partners, leveraging strong commercial insight, vendor expertise, and internal collaboration to deliver sustainable growth across hardware and services.
Key Responsibilities
- Own and develop a portfolio of strategic reseller partners, including MSPs, VARs, and IT e‑tailers.
- Identify and execute growth opportunities through detailed account planning and share‑of‑wallet analysis.
- Drive revenue through upselling, cross‑selling, and switch‑selling, with a strong focus on margin.
- Position and champion the full product and services portfolio to deliver multi‑solution outcomes.
- Maintain advanced vendor and market knowledge to support consultative, value‑led selling.
- Take accountability for accurate forecasting, pipeline health, and revenue delivery.
- Provide detailed weekly pipeline and performance reporting to senior stakeholders.
- Ensure consistent and high‑quality CRM usage, with real‑time updates on all activity.
- Oversee complex quote management, balancing speed, accuracy, and profitability.
- Manage the end‑to‑end sales lifecycle, ensuring orders are delivered.
- Build and maintain strong, multi‑level relationships within partner organisations.
- Lead structured engagement including QBRs, strategic planning sessions, and face‑to‑face reviews.
- Act as a senior point of contact for escalations, issue resolution, and commercial discussions.
- Collaborate closely with internal sales, purchasing, support, and finance teams.
- Proactively communicate vendor promotions, strategic initiatives, and market opportunities.
Essential Skills And Experience
- Significant experience in IT account management or internal sales within distribution or the reseller channel.
- Proven track record of managing and growing high‑value or strategic accounts.
- Strong commercial acumen with consistent achievement of revenue or GP targets.
- Deep understanding of IT hardware and services.
- Excellent communication, negotiation, and relationship‑building skills.
- Highly organised, with the ability to manage multiple priorities and long sales cycles.
- Advanced CRM proficiency and data‑driven approach to account management.
- Strong knowledge of the UK IT channel and reseller business models.
- Experience contributing to sales strategy or mentoring junior team members.
- Comfortable working in a performance‑driven, fast‑paced environment.
Requirements
- Strategic, proactive, and commercially focused.
- Confident senior stakeholder manager.
- Analytical with strong problem‑solving capability.
- Adaptable and resilient, with a leadership mindset.
What’s On Offer
- Hybrid working model.
- Competitive salary with performance‑based incentives.
- Ownership of strategic accounts with clear growth potential.
- Collaborative, professional sales culture with scope for progression.
We believe diversity makes us stronger and more innovative. We welcome applications from individuals of all backgrounds, experiences, and perspectives.
