Enterprise Account Executive

Robertson Sumner Ltd; Reading; Hybrid; GBP 55,000 - 90,000; Full time

Job summary

Robertson Sumner Ltd in Reading (Hybrid) is seeking an experienced Sales Executive to drive new business for Managed IT Services across the UK. You will own the full sales cycle, prospect through to close, and build relationships with senior IT and business stakeholders.

The role focuses on winning new logos, developing a strong pipeline, and collaborating with service delivery teams to tailor outsourcing solutions such as Service Desk and IT Support.

Qualifications

• Minimum of 3 years' B2B technology or managed services sales experience.
• Proven track record of winning new-logo Managed IT Services business.
• Experience selling outsourced IT services, including Service Desk, IT Support, End User Support, Workplace Services or similar.

Responsibilities

• Generate new business through structured outbound prospecting, targeted campaigns, networking, referrals and partner engagement.
• Build and maintain a qualified pipeline to achieve agreed new-business and revenue targets.
• Identify and target suitable UK mid-market and enterprise organisations.
• Proactively originate opportunities rather than relying primarily on inbound leads or existing accounts.
• Build relationships with senior stakeholders across IT, Operations, Procurement and executive leadership.
• Lead discovery meetings to understand operational challenges, service requirements and commercial priorities.
• Position outsourced Service Desk, IT Support and wider Managed IT Services against client requirements.
• Develop proposals and commercial solutions alongside technical, consultancy and service delivery teams.
• Own the complete sales cycle from qualification through to proposal, negotiation and close.
• Coordinate successful onboarding and handover into service delivery.
• Maintain accurate CRM records, clear next steps and reliable sales forecasts.
• Develop technology and channel partner relationships to support new-business opportunities.
• Retain and develop relationships with clients personally won and identify appropriate upsell and cross-sell opportunities.
• Report regularly against individual sales targets and contribute to the ongoing development of the Managed IT Services proposition.

Skills

New business development

Pipeline management

Stakeholder engagement

Negotiation

CRM proficiency

Job description

Sales Executive – Managed IT Services

Location: Reading (Hybrid)

The Role

We are looking for an experienced Sales Executive to join a global Service Management specialist, with a strong track record of winning new business within Managed IT Services.

This is a predominantly new-business focused role, responsible for identifying, developing and winning new clients across the UK. You will build and manage your own pipeline, engage senior decision-makers and own the sales process from initial prospecting through to negotiation and close.

You will take a consultative approach, understanding clients' operational challenges and positioning Managed IT Services as an extension of their existing IT operation. The proposition includes outsourced Service Desk, IT Support, End User Support and wider operational IT services, supported by a UK operation and 24/7 Service Centre.

Following a successful sale, you will retain the commercial relationship, support the onboarding process and identify opportunities to develop and grow the account.

Key Responsibilities

• Generate new business through structured outbound prospecting, targeted campaigns, networking, referrals and partner engagement.
• Build and maintain a qualified pipeline to achieve agreed new-business and revenue targets.
• Identify and target suitable UK mid-market and enterprise organisations.
• Proactively originate opportunities rather than relying primarily on inbound leads or existing accounts.
• Build relationships with senior stakeholders across IT, Operations, Procurement and executive leadership.
• Lead discovery meetings to understand operational challenges, service requirements and commercial priorities.
• Position outsourced Service Desk, IT Support and wider Managed IT Services against client requirements.
• Develop proposals and commercial solutions alongside technical, consultancy and service delivery teams.
• Own the complete sales cycle from qualification through to proposal, negotiation and close.
• Coordinate successful onboarding and handover into service delivery.
• Maintain accurate CRM records, clear next steps and reliable sales forecasts.
• Develop technology and channel partner relationships to support new-business opportunities.
• Retain and develop relationships with clients personally won and identify appropriate upsell and cross-sell opportunities.
• Report regularly against individual sales targets and contribute to the ongoing development of the Managed IT Services proposition.

Experience Required

• Proven track record of personally winning new-logo Managed IT Services business.
• Experience selling outsourced IT services, ideally including Service Desk, IT Support, End User Support, Workplace Services or similar.
• Minimum of 3 years' successful B2B technology or Managed Services sales experience.
• Demonstrable history of meeting or exceeding new-business targets.
• Strong ability to build and manage a qualified pipeline through proactive prospecting.
• Experience managing complex B2B sales cycles from initial engagement through to commercial negotiation and close.
• Strong commercial judgement and negotiation skills.
• Ability to engage credibly with senior IT and business stakeholders.
• Ability to understand customer requirements and translate them into commercially viable Managed Services solutions.
• Self-motivated, resilient and accountable, with a consistent new-business mindset.
• Strong communication and relationship-management skills.

Desirable

• Experience specifically selling outsourced Service Desk or End User Support services.
• Knowledge of IT Service Management and ITIL principles.
• Existing relationships across UK mid-market or enterprise organisations.

Commercial experience and a proven sales track record are more important than formal academic qualifications.