Account Director - Mid-Market

JR United Kingdom; Reading; Hybrid; GBP 50,000 - 80,000; Full time

Job summary

A leading company in IT solutions is seeking an Account Director within their Mid-Market Sales team. The role requires a dynamic professional with extensive experience in IT sales to drive new business and client relationships, cultivating client engagement through tailored solutions and effective communication. Ideal candidates will demonstrate a successful sales track record and thrive in a fast-paced environment.

Qualifications

• 5+ years experience in IT sales.
• Proven track record of achieving sales targets.
• Excellent communication and presentation skills.

Responsibilities

• Manage the entire sales cycle from discovery to closure.
• Develop tailored IT solutions for client needs.
• Conduct market research to identify potential clients.

Skills

Client relationship management

Sales strategies

Market research

Negotiation

Communication

Tools

CRM software

Sales analytics tools

Job description

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Established in 1982, Bytes has grown rapidly and now employs over 800+ people across 6 locations in the UK and Ireland. Our turnover in Financial Year 2024 was in excess of £2bn. 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.

PURPOSE OF JOB:

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

Based within commuting distance of our Reading office, the successful candidate will work within Bytes’ Mid-Market Sales organisation (defined as organisations up to 2,000 employees), spearheading 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.

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 prospecting efforts through a variety of channels, including cold calling, email campaigns, networking events, and strategic use of social media platforms like LinkedIn.

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, directly or in partnership with Bytes sales specialists.

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 favourable 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.
• Maintain a well-organised 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.
• 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.
• Proven ability to foster and sustain strong relationships with internal overlay/sales specialists and pre-sales team, effectively supporting the sales process and enhancing customer value.

Key Requirements

• 5+ 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.
• Reading Based: Bytes have a hybrid work policy and will allow up to 2 days a week working from home. The remaining time should be split between client meetings and the Reading office. Time within the office is essential for effective collaboration with your virtual team.
• 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.