Overall Job Purpose To develop and maintain ongoing revenues and margin contribution from a named account (s) through pro-active sales of the full range of IT products & services Main Duties • Identify, create, campaign and close sales opportunities within new customers. These sales will focus on infrastructure products, services and solutions • Provide Commercial Leadership • Maintain interaction with the customer by fostering multi-level relationships • Provide Campaign leadership: Manage the leadership of the virtual team on all sales opportunities within the customers • Manage Partner & Vendor Engagement: Maintain, expand and extend engagement of vendors and partners, managing these engagements to drive sales growth • Analyse Competition • Perform Account Targeting and Planning: undertake campaign and opportunity planning to maximise sales effectiveness and agree the activities performed by the virtual team • Update the forecast on a weekly basis • To work effectively with solution experts in defining the right proposition for a specific client requirement • To effectively manage and maintain long-term customer relationships at the highest level • To manage the entire deal lifecycle from campaign to commercial close • To adapt style to customer requirements • Liaison with internal departments to facilitate the above whilst monitoring and managing any specified S.L.A.’s. • Increasing the scope of products and services being taken by the named customer(s). • Identification of Risk - both Operational and commercial in relation to all sales opportunities within the designated accounts. • Ensuring the highest levels of customer satisfaction through professional engagement at all times and at all levels within the customer. • Maintaining a high level of knowledge around the products and services offered. • Maintaining a working knowledge of all internal systems. • Maintaining a high level of knowledge of the general I.T. marketplace and the specific marketplace within which the named customer operates. • Maintaining up-to-date records of all activities with regard to the named customers including (but not limited to) completion of customer records on the internal sales tool. Skills, Experience, Knowledge • Extensive Sales and Account Management experience and track record gained within the IT industry • Strong credibility, hunger and passion • Used to personally planning and owning multiple sales campaigns • Demonstrable infrastructure solution and services sales experience • Credible technology and services knowledge and can articulate this well whilst communicating effectively with the client up to CIO level • Enthusiasm, dynamism and initiative • Proven experience of selling IT Managed Services / solutions and/or Enterprise class solutions • Good business acumen and commercial awareness • Experience gained working for a recognised IT reseller and/or vendor /manufacturer • Proven record of successful negotiation at senior level • Persuasive, motivated and tenacious