Key Account Manager - Enterprise

Role Overview

This position sits within an enterprise technology sales function, where the primary mission is to expand revenue from both existing accounts and new client relationships. Day to day, you will consult with business and IT leaders to uncover their operational and strategic challenges, then map those needs to a portfolio of connectivity, cloud, security, and collaboration solutions. Success here directly impacts the company’s top line and its reputation as a trusted technology partner, so you will be expected to combine relentless pipeline generation with careful account stewardship and delivery oversight.

Key Responsibilities

• Consistently hit or surpass assigned revenue, billing, and balanced scorecard targets while protecting margin thresholds on every deal.
• Build and nurture relationships at every level of client organisations, from operational teams up to C-suite decision makers, to understand their business objectives and translate those into tailored technology proposals.
• Develop, maintain, and actively manage a healthy sales pipeline, moving opportunities from qualification through proposal, negotiation, and profitable closure.
• Act as a thought leader by sharing insights on emerging technology trends and demonstrating how the company’s capabilities can solve real-world business problems.
• Own the full commercial lifecycle for allocated accounts: track contracted revenue streams, monitor wallet share, and document account plans, contacts, and activity diaries in the CRM without fail.
• Drive customer satisfaction by coordinating internal delivery teams during implementation, ensuring solutions are deployed successfully, handed over cleanly, and transitioned into billing without dispute.
• Adhere strictly to the company’s sales methodology, governance policies, and system requirements, while submitting regular reports on pipeline, forecasts, and account health.
• Feed market intelligence back into the business, sharing learnings from client interactions to help shape existing propositions or co-develop new offers with internal product teams.

Requirements & Qualifications

• A degree in Business Management, Engineering, Information Technology, or a related discipline; an MBA is a strong plus.
• Relevant sales certifications from at least one major cloud platform such as Microsoft Azure, AWS, or Alibaba Cloud.
• Cyber security sales certifications from vendors like Fortinet, Sophos, Cisco, Check Point, or ESET.
• At least eight years in sales, with a minimum of five years specifically selling complex enterprise technology solutions.
• Proven track record of selling multi-product, multi-technology solutions into large enterprise organisations, not just single-line hardware or software.
• Demonstrated ability to use financial concepts such as return on investment (ROI) as persuasion tools to win executive buy-in.
• Experience identifying and executing upsell and cross-sell opportunities to increase product penetration within an existing customer base.
• Strong command of the full opportunity lifecycle, from initial discovery and needs analysis through proposal generation, negotiation, closure, and handoff to implementation teams.
• High proficiency in Microsoft Office tools, especially PowerPoint, Excel, Outlook, and Word, plus comfort navigating internal process management and CRM systems.
• Familiarity with the telecommunications and ICT industry, including the impact of cloud, cyber resilience, carrier services, collaboration platforms, and anything-as-a-service on enterprise customers.