Enterprise Account Manager (Telecoms and IT)

ARO; Farnborough; Hybrid; GBP 40,000 - 60,000; Full time

Job summary

A leading technology services company in Farnborough is seeking an experienced Enterprise Account Manager. You will work directly with high-profile clients in Telecoms and IT sectors, driving sales and managing enterprise-level accounts. The ideal candidate has over 5 years of experience, proven sales success, and strong negotiation skills. This role offers a competitive salary, hybrid working, and various employee benefits including private medical insurance and a pension scheme.

Benefits

Company Pension Scheme and matching contributions

Private Medical insurance

25 days holiday plus bank holidays

Hybrid working

Aro Shares after 12 months employment

Health Club and Wellbeing Scheme

Qualifications

• 5+ years of experience selling Telecoms and/or IT solutions.
• Demonstrated success in achieving sales targets in a B2B environment.
• Experience working in the UK market with knowledge of local business culture.
• Strong interpersonal skills to build relationships with clients.
• Excellent verbal and written communication skills.

Responsibilities

• Develop and implement sales plans to meet or exceed targets.
• Build strong relationships with current customers.
• Be the key point of contact for cross-sell activities.
• Maintain CRM and pipeline data weekly.
• Run quarterly performance reviews with customers.

Skills

Sales Strategy Development

Customer Relationship Management

Negotiation

Market Analysis

Communication Skills

Tools

Microsoft Dynamics

CRM Tools

Job description

Job Title: Enterprise Account Manager

Location: Farnborough

Salary: From £40,000 - £60,000 DOE + OTE to £100,000

Contract type: Permanent

#LI-Hybrid

About the role

As a key role within our Enterprise Sales Team, the Enterprise Account Manager is a vital player in our relationships and ongoing success with our largest customers.

This is a great opportunity to qork with high profile customers, across the legal, retail and professional services sectors.

We are looking for an experienced Telecoms and IT Account Manager who can exceed annual sales targets for Telecoms and IT products.

This role is a mixture of Account Management or circa 40 Enterprise level accounts and New Business Sales. You will need to be able to identify and penetrate new customers and market verticals, increasing market share for Telecoms and IT solutions.

ARO is an Enterprise Performance Partner.

We are an award-winning Technology Services and Solutions company providing our customers with sustainable competitive advantages by wrapping world-class cloud technologies in first-class service.

Our Collaboration business unit is the foundation of ARO. Covering UCaaS, CCaaS, Mobile, Simple and Complex Connectivity and Corporate IT, the BU offers solutions for all Collaboration based challenges across all verticals.

With numerous customers and working in a mature, competitive market, strong leadership, extensive sales experience, honed negotiation skills and commercial acumen play a central role in ensuring our sales performance.

Please note that this is a Hybrid role with onsite requirement 3 days a week. You must be able to commute to the office and have your own transport.

What you’ll do

• Develop and implement quarterly and annual sales plans to meet or exceed new business revenue targets, including driving 3x target coverage at the start of each quarter.

• Build strong relationships with current customers including managing the ongoing performance within the account, identifying new sales opportunities and any resign processes.

• Be the key point of contact within ARO to help drive cross sell activity of other product solutions.

• Maintain CRM and Pipeline data weekly to ensure thorough planning for each account

• Build and maintain strong relationships across all accounts with both buying committee and key operational / performance contacts.

• Run the quarterly performance review process with the customers, including being the central point of contact within ARO to coordinate all performance issues

• Identify and pursue high-value Enterprise and Mid Market prospects.

• Attend industry events and networking opportunities to build relationships and promote the company’s offerings.

• Maintain an in-depth knowledge of ARO’s product portfolio and awareness of competitor products and industry trends

• Coordinate all product roadmap activity for owned accounts and work with the products and solutions team to present key solution proposals for your customers.

What we are looking for?

Essential

• 5+ years of experience selling Telecoms and/or IT solutions, with familiarity in targeting mid- market, enterprise or public sector clients.

• Demonstrated success in achieving or exceeding sales targets in a B2B environment.

• Experience working in the UK market, with an understanding of local business culture, industries (e.g., energy, finance, public sector), and economic trends.

• Experience using CRM tools (Esp Microsoft Dynamics) to manage pipelines, track performance, and generate reports.

• History of collaborating with marketing, product, and technical teams to align sales strategies with company objectives.

• Strong interpersonal skills to build and maintain long-term relationships with key clients and stakeholders

• Advanced negotiation skills to secure high-value contracts and drive profitable deals.

• Ability to analyse market trends, competitor activities, and customer needs to identify growth opportunities

• Excellent verbal and written communication skills for presenting proposals, reporting to senior management.

• Solid understanding of Telecoms and IT products, including CCaaS and UCaaS, simple and complex network including SDWAN, cybersecurity, or unified communications.

• Proficiency in budgeting, forecasting, and interpreting sales performance metrics.

• We need candidates who can prove that their core product set knowledge doesn't limit their performance. The ability to unearth, nurture and collaborate with other areas of the core business to maximise opportunity is a key skill that will need to be proven.

Desirable

• To have experience in both the telecoms and IT markets.

• To have experience in the mobile phone and sim markets is advantageous.

Who are we?

Aro has 25 years’ experience in Collaboration, Connectivity, Cloud and Infrastructure and Cyber Security services both in the UK and Internationally and has a nationwide presence with offices across the UK.

As one of the UK’s leading independent IT and communication experts our mission is to deliver a seamless technology experience to all end users. To make that vision a reality, we need bright, tenacious and inspiring talent to help drive our performance, growth and achieve this mission.

To make us successful we focus on strong communication, a culture based on fun, trust and collaboration. We have created a modern workplace environment, which is full of engaged, energetic, positive and curious people whose productivity, resilience and wellbeing allow them to thrive.

In 2021 we were awarded the People Insight’s Outstanding Workplace Award, which celebrates organisations building positive workplace cultures and acting on employee feedback to spark positive change.

Why Work for Aro?

At Aro we are committed to creating an excellent employee experience. Our employees, culture and additional benefits all make Aro a great place to work. Come join us!

We offer a wide range of benefits and incentives to our employees including:

• Company Pension Scheme and matching contributions
• Company Perks portal
• Private Medical insurance
• Life assurance
• 25 days holiday plus bank holidays plus holiday trading
• Your Birthday off, on us!
• Health Club and Wellbeing Scheme
• Aro Shares after 12 months employment
• Employee Assistance Programme
• Technical Training Academy and E-learning
• Hybrid working

If even 80% of this matches your experience and attributes, we would be delighted to hear from you.