Key Account Manager
Location: Birmingham / Hybrid
Employment Type: Full-time
Role Overview
The Key Account Manager will be responsible for driving long-term value across a portfolio of IT reseller partners while reactivating dormant accounts to generate new revenue opportunities.
By developing strong, multi-level relationships, the role focuses on increasing revenue through proactive account development, pipeline generation, and strategic selling. The position requires strong forecasting discipline, CRM usage, and cross-functional collaboration to deliver a high-quality customer experience and increase share of wallet within assigned accounts.
Key Responsibilities
Strategic Growth & Market Development
- Identify and qualify high-potential partners including MSPs, VARs and IT resellers
- Conduct share-of-wallet analysis to uncover new revenue opportunities
- Drive growth through upselling and competitive solution positioning
- Promote the organisation's full technology portfolio to encourage cross-solution sales
- Maintain strong vendor knowledge to act as a trusted advisor to partners
Pipeline Management & Sales Operations
- Maintain accurate forecasting and pipeline visibility for leadership
- Use CRM systems to document opportunities, interactions and follow-ups
- Manage quotations and respond to customer enquiries with speed and accuracy
- Support the end-to-end sales cycle to ensure smooth order processing and delivery
Account & Relationship Management
- Lead regular customer engagement through online meetings, QBRs and in-person visits
- Maintain clear communication with partners around orders and delivery timelines
- Work cross-functionally with internal teams such as purchasing, support and finance
- Proactively share promotions, vendor updates and new opportunities with partners
Skills & Experience
Knowledge
- Understanding of IT hardware, services, or technology solutions
- Knowledge of reseller business models and procurement cycles
- Awareness of the UK IT channel and distribution landscape
Skills
- Proven track record of achieving or exceeding sales targets
- Strong sales planning and pipeline management capability
- Excellent communication and stakeholder engagement skills
- Strong organisation and ability to manage multiple priorities
- Experience using CRM platforms and digital sales tools
Competencies
- Relationship building with partners, vendors and internal stakeholders
- Problem-solving and commercial judgement
- Adaptability within a fast-moving sales environment
- Self-motivated with strong ownership of pipeline and results
At Gleeson Recruitment Group, we embrace inclusivity and welcome applicants of all backgrounds, experiences, and abilities. We are proud to be a disability confident employer.
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