Account Manager (IT Managed Services)

About Wavex

Wavex Technology is an entrepreneurial, award winning and independent IT firm, offering secure and fully managed IT services. We design, deliver and manage solutions to meet our clients strategic and IT needs across Cloud, Infrastructure, Connectivity and End-User services. 

Wavex has launched a new and exciting service product (called UNITI®). Designed to disrupt the IT managed services sector and unmatched by competitors, it is seeing incredible interest from potential customers. In order to capitalise on this demand and our market leading position, we are now expanding our Sales and Account Management team and recruiting for an experienced Account Manager to work with us, to meet our ambitious growth plan.


About the role

The Account Manager will be responsible for account management (existing and new business) and driving the successful sales account development. You will own the sales quota and work towards agreed sales targets (individual and team targets).

This role is split into two main aspects: Firstly, you will focus on maximizing new revenue opportunities within the existing account portfolio. The second part of the role will be to lead the development of new business opportunities through networking and pipeline development.

Responsibilities

Account Management and Development (existing accounts and new business)

Existing accounts

  • Own and drive the development of customer accounts. Proactively initiate workshops and lead discussions to determine long-term plans/budgets
  • Collaborate with each customer to plan and develop the service roadmap. Proactively manage change – use a consultative approach (i.e. highlighting potential risks) to steer the Client to the successful completion of agreed plans
  • Manage the end-to-end contract lifecycle – develop a robust understanding of the commercial obligations to be able to highlight contractual inconsistencies and resolve these in timely manner
  • Plan activities and manage opportunities to develop a strong opportunity pipeline for existing accounts
  • Develop an accurate sales forecast to support full visibility of opportunities and successful planning of existing client accounts

New business 

  • Proactively lead and develop prospects. Plan activities and manage opportunities to develop strong pipeline for new accounts
  • Write RFPs and manage the end-to-end process
  • Deliver compelling presentations (in conjunction with the pre-sales team as and when required)
  • Develop an accurate sales forecast to support full visibility and successful planning of new client accounts

Client Management

  • Develop and maintain a trusted advisor relationship with C-level and technical decision makers
  • Use business acumen to raise awareness of Wavex new service offerings and strategically position its USPs
  • Ensure effective, timely and accurate communication to relevant clients at all times
  • Act as a point of escalation for critical issues and collaborate with operations to provide solutions
  • Contribute to and oversee service improvement projects, to increase service quality and the standardisation of service delivery across Wavex
  • Deliver monthly/quarterly service review performance reports to Clients

Working relationships (internal)

  • Collaborate with the Professional Services department (who own the process) to smoothly transition new clients into Wavex via the new client ‘take-on’ process
  • Collaborate with the Finance and Commercial Team to produce an accurate billing for each account and ensure that client contracts remain up-to-date
  • Work with the Head of Service Desk and the Client Advocacy Manager to ensure that the service is being delivered at the right level against agreed SLAs
  • Collaborate with the Escalation Engineering team (who would normally suggest infrastructure improvements for specific Clients). Act as the advisor to the Client, justifying proposed improvements

Qualifications and Experience

Must have:

  • Experience of selling managed IT services
  • Track record of successful life cycle account management
  • Experience of managing accounts with an average value of £2M TCV
  • Experience of leading customer workshops to develop IT strategies and roadmaps
  • Able to demonstrate an understanding of the value proposition for IaaS, Cloud, IT Security, DR, etc.
  • Experience of forecasting and P&L management
  • Robust commercial understanding of contracts
  • Experience of writing proposals to a high standard and delivering professional presentations

About the person

  • Professional, with a consultative style of working
  • Excellent written and spoken English
  • Target driven
  • Proactive
  • Highly self-motivated, with aptitude to take the initiative
  • Resilient (ability to bounce back)
  • Curious and creative
  • Structured with attention to detail
  • Team player - excellent interpersonal skills with the ability to interact at all levels

Package and benefits

  • Basic salary + sales based commission (uncapped)
  • 21 days’ holiday (excluding bank holidays)
  • Additional day off on your birthday
  • Earn holiday with your years of service
  • Flexible working hours
  • Sophisticated private medical and dental insurance
  • Pension scheme
  • Cycle to work scheme
  • Technology discount scheme

    And more!