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.