The Role
Our customer is seeking an experienced SMB Account Director with a strong background in Managed Service Provider (MSP) environments, to drive new logo acquisition and strategic account growth across the 50–500 user customer segment.
This role operates as a senior overlay position alongside Enterprise Account Managers, with full commercial ownership of assigned opportunities and accounts. Success in this role requires a consultative, outcome‑led sales approach and the ability to build long‑term customer relationships in complex MSP‑led environments.
In your first 12 months, you will be accountable for delivering £250k in Annual Gross Profit (AGP) while driving multi‑pillar adoption across Connectivity, Mobile, Modern Workspace, Cyber Security and Managed Services.
Our customers typically have limited internal IT capability and rely heavily on us as a trusted, strategic MSP partner, rather than a transactional supplier.
What Success Looks Like (First 12 Months)
- Deliver £250k AGP through new logo wins and account expansion
- Win new customers within the 50–500 user SMB / mid‑market segment
- Consistently expand accounts across multiple service pillars
- Maintain accurate forecasting and a clean, qualified pipeline
- Deliver structured, value‑led QBRs aligned to IT roadmaps and account plans
- Protect margin through rigorous qualification and internal coordination
Key Responsibilities
- Own new logo acquisition and long‑term account growth within the SMB and mid‑market segment
- Spend approximately 50% of your time operating as an overlay with Enterprise Account Managers
- Identify and develop cross‑sell and upsell opportunities across all service lines
- Build and execute account plans, IT roadmaps and risk registers aligned to customer business goals
- Lead commercial negotiations including renewals, contract changes and service expansion
- Deliver structured QBRs covering service performance, risk, roadmap progress and commercial planning
- Act as the senior commercial owner and escalation point for assigned accounts
- Coordinate cross‑functional internal teams including Solution Architects, Technical Account Managers, Projects and Operations
- Maintain ownership through onboarding, transition and delivery phases to ensure commercial outcomes are realised
- Provide leadership across virtual account teams, holding stakeholders accountable to agreed actions
CRM, Forecasting & Sales Discipline
- Maintain high‑quality Salesforce (SFDC) data to support:
- Accurate forecasting
- Strong MEDDPICC‑aligned qualification
- Clear visibility of deal value, stage, probability and next steps
- Operate within the company's sales governance and forecasting standards at all times
About You
- Proven track record selling Managed Services and MSP solutions into SMB or mid‑market customers
- Demonstrable experience working within established MSP sales environments, rather than short‑term or transactional roles
- Evidence of stable tenure in previous roles, reflecting an ability to build long‑term customer relationships and deliver sustained results
- Strong commercial acumen with experience shaping and closing multi‑pillar, recurring‑revenue deals
- Confident communicator able to engage senior stakeholders and lead strategic QBRs
- Highly organised, proactive and comfortable managing multiple stakeholders and opportunities concurrently
- Customer‑first mindset with a practical, solutions‑led approach
- Experience coordinating internal technical and delivery teams to achieve shared commercial outcomes
- Professional, credible and relationship‑driven
- Full UK driving licence
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