Sales / Technical Account Manager

Sales Manager / Technical Account Management

Reports to: Managing Director 

Manages: Sales and account management team of 2 

Location: Teesside, office-based 5 days a week, with travel across the North East 

Pay: £50,000 base, up to £100,000 OTE (£50,000 on-target commission)

About us 

ADNS is an established managed IT services provider at Riverside Park, Middlesbrough. We look after small and medium-sized businesses across Teesside and the North East with managed IT support, cybersecurity, cloud and connectivity, communications and IT consultancy. 96% of our managed IT clients have stayed with us since we started, and we hold Cyber Essentials Plus, ISO 9001 and ISO 14001.

We’re part of Owlis, a UK IT services group. Our clients keep the local team they know, and you get the backing, investment and career opportunities of a growing national group.

About the role 

We want to grow by winning new clients and doing more for the ones we already look after. You’ll lead that growth. You’ll be the technical account manager for your own portfolio, using structured reviews and technology roadmaps to recommend what clients need next, and you’ll move our sales team to the same model. You’ll carry a personal target of three times the cost of your role, with commission that rewards hitting and beating it.

What you’ll do

Technical account management

• Own a portfolio of key clients as their technical account manager
• Run technology audits for clients and prospects (IT, security, backup, licensing and support) and turn the findings into clear recommendations
• Use myITprocess to assess clients against our standards, and build and track roadmaps and budgets with them
• Run regular business reviews with client leadership, and work with our engineers so we deliver what we agree

Lead the move to technical account management

• Move the sales team to a model where each person owns a set of clients
• Set the standards: review frequency, audit and roadmap approach, and account plans
• Train and coach the team on audits, myITprocess and business reviews
• Decide each client’s level of account management, based on revenue and growth potential

Win new business

• Build your own North East pipeline through prospecting, networking, referrals and events
• Open with a technology audit, then lead the sale to signed contract, scoping accurately with our technical team

Lead the sales team

• Set targets and activity standards, and run one-to-ones and pipeline reviews
• Coach the team, recognise results, recruit as we grow, and deal with underperformance early and fairly, with HR advice

Plan, forecast and sell responsibly

• Keep pipeline, client records and account plans accurate in our PSA and Kaseya tools
• Produce a reliable monthly forecast and sales report, and track what marketing campaigns return
• Price to our approved pricing, agree any discounts with the right approver, and hand an accurate scope to onboarding
• Recommend the technology that fits each client best, not any one vendor

How we’ll measure success 

Personal and team sales against target, growth from existing clients, audits and roadmaps completed, business reviews on schedule, progress to the new model, and pipeline and forecast accuracy.

What you’ll bring

• A track record of B2B sales in IT services, ideally managed services, against a personal target
• Experience as a technical account manager, vCIO or similar, running client reviews and roadmaps
• Experience leading and coaching a sales or account management team while carrying your own target
• Enough technical understanding of IT support, security, backup and cloud to run a basic audit credibly
• A consultative approach with SME owners and directors
• Disciplined pipeline management and forecasting, and commercial judgement on margin, recurring revenue and contract terms
• The ability to travel across the North East

It would help if you have

• Hands-on experience with myITprocess, other Kaseya tools such as IT Glue or Datto RMM, or a PSA such as HaloPSA
• Experience moving a sales team to an account management or vCIO model
• An established North East business network
• Formal sales methodology training

Our process  A first interview, a second interview, a short client review exercise, and a final conversation with our leadership team.

Any offer depends on two professional references from employers on your CV and proof of your right to work in the UK. We can’t offer visa sponsorship. This is an advert, not the full job description, which comes with your contract.

ADNS is part of the Owlis Group, an equal opportunities employer. We welcome applications from everyone and make decisions on skills, experience and potential. If you need any adjustments at any stage, tell us and we’ll help.

We keep your application for 6 months after the outcome, then it’s anonymised.