Senior Account Manager AM1A

POSITION DETAILS:

Position Title:

Reports to (POSITION):

Team:

Department:

BYTES:

Bytes Technology Group is a leading provider of world-class IT solutions represented by Bytes Software Services and Phoenix Software, established in 1982, Bytes has grown rapidly and now employs over 500 people across 5 locations in the UK and Ireland. We work with SME’s, corporates and public sector organisations to modernise and digitally transform their IT infrastructures.

We invest in our employees through on-going support, training and advice to help them achieve their career aspirations, rewarding success both financially and personally. There is opportunity to grow and move internally which can be seen through our long standing employees who have developed existing and new skills to move into senior positions in the organisation leaving space for new team members to begin their journey.

At Bytes Software Services, we take pride in fostering a high-performance collaborative culture where success is celebrated and excellence is the norm. Our sales team boasts the longest tenure in the industry, a testament to our commitment to employee satisfaction and professional development. Recognizing the pivotal role our sales professionals play in driving the company's growth, we offer industry-leading remuneration packages that reward performance and incentivize continued achievement. Joining our team means becoming part of a supportive environment where your contributions are valued, and your potential for success is limitless.

PURPOSE OF JOB:

(OVERALL DESCRIPTION OF THE POST WITHIN THE TEAM AND ORGANISATION)

We are in search of a dynamic and results-oriented individual to assume the position of Senior Account Manager within our London team. This role requires a seasoned professional with a robust background in IT-Channel Sales, including a proven track record in client onboarding and enhancing sales volumes for existing clientele. The ideal candidate will demonstrate proficiency in managing enterprise-grade multinational clients and possess a keen understanding of the private sector landscape.

Based in the Greater London area or within commuting distance, the successful candidate will spearhead the identification and pursuit of new business opportunities. Essential attributes include industry-specific sales experience, exceptional communication and interpersonal skills, and a relentless drive for success. The role demands adaptability and a rapid learning curve, reflecting the dynamic nature of our industry.

If you thrive in a fast-paced environment, excel at building and nurturing client relationships, and have a passion for driving business growth, we invite you to join our team and contribute to our continued success.

KEY RESPONSIBILITIES:

• Prospecting and Lead Generation
  • Conduct in-depth market research to identify potential clients, staying abreast of industry trends and developments.
  • Leverage extensive networks and contacts to effectively communicate Bytes' value proposition and differentiate offerings.
  • Drive lead generation efforts through a variety of channels, including cold calling, email campaigns, networking events, and strategic use of social media platforms like LinkedIn.
  • Collaborate closely with marketing teams to optimize inbound lead generation strategies and capitalize on marketing-generated opportunities.
• Client Engagement
  • Cultivate and maintain strong, trust-based relationships with prospective clients, demonstrating deep understanding and empathy for their business challenges.
  • Conduct thorough client needs assessments to uncover pain points and IT requirements, positioning Bytes as a strategic partner in addressing these needs.
  • Manage the entire sales cycle from initial discovery through to successful deal closure, ensuring a seamless and positive client experience.
  • Deliver compelling presentations and demonstrations of IT products and services, showcasing their relevance and value in addressing client-specific challenges.
• Solution Selling
  • Develop tailored IT solutions aligned with client objectives, leveraging deep industry knowledge and technical expertise.
  • Collaborate closely with technical teams to craft comprehensive and innovative proposals that effectively address client requirements and preferences.
  • Clearly articulate the unique value proposition of Bytes' IT solutions, demonstrating their tangible benefits and competitive advantages.
• Sales Negotiation and Closing
  • Lead negotiations with clients, adeptly addressing concerns and objections to drive favorable outcomes and secure deals.
  • Work closely with legal teams to finalize contracts and agreements, ensuring compliance with regulatory requirements and safeguarding organizational interests.
  • Consistently meet and exceed monthly and quarterly sales targets, demonstrating a strong focus on results and revenue growth.
• Pipeline Management
  • Maintain a well-organized and updated sales pipeline, accurately tracking opportunities from initial contact through to final resolution.
  • Provide regular, detailed reports on sales activities and forecasts, offering insights into pipeline health and revenue projections.
  • Utilize advanced CRM tools and analytics to monitor client interactions, identify sales trends, and optimize pipeline efficiency.
• Market Intelligence
  • Stay vigilant and informed about industry trends, competitor activities, and emerging technologies, leveraging this intelligence to refine sales strategies and stay ahead of the curve.
  • Provide valuable feedback to the product development team based on client needs and market insights, contributing to the ongoing enhancement and innovation of Bytes' product offerings.

CORE Competencies & SKILLS – BASED ON POSITION AND GRADE (IF APPLICABLE)

(INCLUDE CORE COMPETENCIES & SKILLS REQUIRED FOR THIS POSITION BASED ON THE GRADE)

• 2+ Years Experience for an IT Value Added Reseller, Distributor, or Vendor: Previous experience within the IT industry, particularly in roles related to value-added reselling, distribution, or vendor operations, is highly advantageous.
• Degree Level Qualification – Preferred: While not mandatory, a degree-level qualification in a relevant field demonstrates a solid academic foundation and can enhance the candidate's credibility.
• London Based – 4 Days (Liverpool St): Being based in London and available to work four days a week at our Liverpool Street location is essential for effective collaboration and client engagement.
• Proven Success in a Sales Role: A track record of achieving and surpassing sales targets in previous roles showcases the candidate's ability to deliver results and drive business growth.
• Excellent communication and presentation skills: Clear and compelling communication abilities, both verbal and written, coupled with strong presentation skills, are vital for effectively conveying value propositions and building rapport with clients.
• Ability to build and maintain strong client relationships: The capacity to cultivate and nurture long-lasting client relationships is crucial for fostering trust and loyalty, ultimately driving customer satisfaction and retention.
• Results-oriented with a focus on achieving and exceeding sales targets: A goal-driven mindset and a relentless pursuit of targets are essential traits for driving revenue generation and contributing to organizational success.
• Self-motivated, proactive, and able to work independently: Demonstrating initiative, self-drive, and the ability to thrive in a fast-paced, autonomous work environment are key attributes for success in this role.
• Familiarity with CRM software and sales analytics tools: Proficiency in utilizing Customer Relationship Management (CRM) software and sales analytics tools enables effective pipeline management, data-driven decision-making, and performance optimization.

MEASURES & GOALS

(HOW WILL THE SUCCESS OF THE PERSON IN THIS POSITION BE MEASURED – WHAT ARE THE EXPECTED OUTPUTS)

OBJECTIVE

MEASURE

FREQUENCY

Strengthen client relationships and improve satisfaction levels through proactive engagement and effective problem-solving.

• Review whitespace report against former years and ensure full Bytes proposition is being articulated
• Review contact maps in clients and look for increase in coverage.

Identify and capitalize on upselling and cross-selling opportunities to existing clients, thereby increasing account revenue.

• Track the number and value of upsell and cross-sell opportunities generated per client account on a monthly basis.
• Measure the conversion rate of upselling and cross-selling efforts into actual sales.
• Assess the impact of upselling and cross-selling activities on overall account revenue growth.

Optimize the sales pipeline management process to increase efficiency and maximize conversion rates.

• Analyse the pipeline velocity by tracking the average time it takes for opportunities to progress from one stage to another against Bytes LEARN framework.
• Assess the ratio of qualified leads to closed deals to evaluate pipeline health and effectiveness.
• Implement improvements in CRM utilization and data accuracy to streamline pipeline management.

Increase the number of new clients acquired and overall revenue generated within a specific timeframe.

• Track and report on the number of new clients opportunities quarterly.
• Monitor and analyse pipeline growth from new client acquisitions compared to previous periods.
• Set quarterly revenue targets and assess achievement against these targets.

Stay abreast of industry trends, competitor activities, and emerging technologies to inform strategic decision-making and maintain a competitive edge.

• Attend internal training sessions with Account Mapping.
• Track participation in industry events, conferences, and networking opportunities.
• Evaluate the integration of market intelligence insights into sales strategies and client engagements.