Account Manager
3 days ago
Leatherhead
Job Title: Account Manager Reports to: Sales Director Location: Hybrid, Leatherhead - office attendance required 3 days per week Type: Full-time, Permanent Purpose A quota-carrying IT services sales role focused on growing an assigned portfolio of existing customers, dormant accounts and emerging growth accounts. The role exists to expand Xtravirt’s customer relationships, create and convert qualified opportunities, and deliver revenue growth across professional services, managed and lifecycle services, and relevant product opportunities. This role is expected to develop as Xtravirt continues to grow its customer base and mature its sales operating model. Objectives • Grow existing, dormant and emerging customer accounts., • Create and convert qualified opportunities through proactive account development., • Deliver revenue across product, professional services and Xtravirt Managed Services., • Build strong customer insight through Know Your Customer (KYC), stakeholder mapping and account planning., • Develop longer-term customer relationships that support repeat business, account expansion and lifecycle services opportunities. Context Xtravirt is a growing cloud consulting and managed services business with a strong position in complex IT services, private cloud, data centre and workspace transformation. This role sits within Xtravirt’s sales function and supports the move towards a more proactive, structured and growth-focused account model. The Account Manager will manage a focused portfolio of accounts and prospects, with opportunities primarily self-created and, where appropriate, introduced through marketing, business development, technology vendors, alliance partners and solution provider relationships. This role will suit someone who wants to make a visible impact, help shape how Xtravirt develops customer accounts, and operate with a balance of structure, initiative and commercial ownership. Role Overview The Account Manager is responsible for driving revenue growth and long-term customer development across a focused portfolio of accounts and prospects. The Account Manager owns the commercial thread across their accounts, from qualification and discovery through to stakeholder mapping, account planning, opportunity progression, proposal coordination, commercial negotiation, forecasting, closure and post-sale expansion. The role works closely with Strategy & Advisory, Delivery and Xtravirt Managed Services teams, who provide technical, solution and delivery depth. The Account Manager remains accountable for the customer relationship, account plan, pipeline quality, commercial progression, forecast accuracy and revenue outcome. Primary Objectives • Establish structured account management across assigned accounts and prospects., • Build and maintain KYC insight, account plans, stakeholder maps and growth plans., • Create and progress qualified opportunities through proactive account engagement., • Convert suitable opportunities into booked revenue and longer-term customer relationships., • Identify and progress professional services, managed services and lifecycle services opportunities., • Operate within Xtravirt’s sales governance cadence, including pipeline reviews, forecast calls, deal reviews, pricing governance and QBRs where relevant. Key Responsibilities Account Development and Growth • Own and grow a focused portfolio of existing customers, dormant and emerging growth accounts., • Understand customer environments, priorities, stakeholders, challenges and roadmaps., • Identify whitespace, growth opportunities and potential service expansion., • Build trusted relationships with infrastructure, cloud, platform, operations and procurement stakeholders. Opportunity Development and Sales Execution • Create qualified opportunities through proactive customer engagement and structured follow-up., • Identify, qualify and progress opportunities across professional services, managed services, lifecycle services and relevant product opportunities., • Take ownership of suitable qualified prospects introduced through marketing, business development, vendor, alliance or partner activity., • Convert opportunities into booked revenue through disciplined sales execution., • Maintain accurate opportunity records in Dynamics. Commercial Ownership and Governance • Own customer-facing commercial engagement, supported by technical and delivery specialists where required., • Coordinate proposals, commercial positioning, pricing discussions and internal approvals., • Participate actively in pipeline reviews, forecast calls, deal reviews, pricing governance and QBRs where relevant., • Maintain high standards of CRM hygiene, account planning, qualification and forecast accuracy., • Ensure strong handover to delivery following closure, while continuing to identify expansion potential. Cross-Functional Collaboration • Work closely with Business Development Managers where qualified prospects have broader account potential., • Collaborate with Strategy & Advisory to shape customer conversations and solution-led opportunities., • Work with delivery teams to align commercial commitments with delivery capability., • Engage Xtravirt Managed Services teams to progress XMS and lifecycle opportunities., • Collaborate with marketing and alliance teams where campaigns support account growth. Success Measures High performers in this role demonstrate success through a combination of: • Revenue growth across product, professional services and Xtravirt Managed Services., • Growth of existing customers through new opportunities., • Dormant or under-developed accounts reactivated where appropriate., • Managed services and lifecycle services opportunities identified and progressed., • Active KYC insight and account plans across assigned accounts., • Meaningful relationships established with priority customer stakeholders., • Qualified pipeline created, maintained and converted into booked revenue., • Strong forecast accuracy, CRM discipline and evidence-based deal progression. Skills and Experience Essential • Experience in IT services sales, account management or customer growth roles., • Proven ability to grow customer relationships and convert opportunities into revenue., • Strong commercial ownership across qualification, discovery, proposal, negotiation, closure and expansion., • Credibility with infrastructure, cloud, platform, operations and procurement stakeholders., • Strong account planning, stakeholder mapping and opportunity qualification skills., • Good understanding of services-led sales, including professional and managed services., • Strong communication, CRM discipline, forecasting accuracy and follow-up. Beneficial • Experience selling professional services, managed services or lifecycle services., • Experience working with technology vendors, alliance partners or solution provider ecosystems., • Experience in enterprise or public sector account environments., • Experience in cloud, infrastructure, data centre, workspace or cybersecurity services., • Experience using Dynamics or similar CRM platforms., • Exposure to private cloud, VMware, VCF or the Broadcom ecosystem. Core Capabilities Commercial Acumen Identifies, qualifies and converts opportunities within IT services accounts, connecting customer priorities to services-led revenue. Account Strategy and Planning Builds practical account plans using customer insight, stakeholder mapping and growth potential. Relationship Management Builds credibility with customer stakeholders and develops relationships beyond the initial opportunity. Collaboration and Influence Works effectively across sales, business development, advisory, delivery, managed services, marketing and alliance teams. Communication Communicates clearly and effectively with customers and internal stakeholders, including written follow-ups, opportunity updates and forecast commentary. Discipline and Ownership Maintains strong CRM hygiene, takes ownership of next steps, and provides forecast updates based on evidence rather than optimism. Key Working Relationships Internal • Sales Director, • Business Development Managers, • Strategy & Advisory, • Xtravirt Managed Services, • Delivery teams, • Marketing, • Alliance teams, • Commercial/pricing stakeholders. External • Customer infrastructure, cloud, platform, operations and procurement stakeholders, • Technology vendors, • Alliance partners, • Solution provider partners. Role Evolution Future development may include progression towards Senior Account Manager or Account Director, increased ownership of larger or more strategic accounts, deeper involvement in lifecycle services and XMS expansion, and potential specialisation in enterprise account development or managed services growth.
