Senior Account Growth Manager - Managed Services & Support

Role Summary The Senior Account Growth Manager - Managed Services & Support is a quota-carrying hunter responsible for generating new revenue from Codec's existing Managed Services and Support customer base. The role focuses on identifying white-space opportunities, uncovering new business initiatives, engaging new stakeholders and expanding Codec's footprint across existing accounts. Working closely with the Managed Services team, Service Delivery Managers, Customer Success, Delivery and Microsoft stakeholders, the role holder will use operational insight and customer relationships to create, qualify and close growth opportunities. Success is measured through pipeline generation, bookings, billings, win rate and increased customer wallet share.

Key Responsibilities

REVENUE GROWTH & COMMERCIAL PERFORMANCE

Own and deliver a personal bookings, billings and expansion revenue target across Codec's existing Managed Services and Support customer base.

Generate sustainable revenue growth through the identification and closure of white-space opportunities.

Develop and maintain a healthy pipeline with sufficient coverage to achieve quarterly and annual targets.

WHITE-SPACE OPPORTUNITY IDENTIFICATION

Proactively identify new projects, initiatives, technology requirements and business challenges within existing customer accounts.

Increase Codec's wallet share by introducing new services, solutions and capabilities to existing customers.

Identify new stakeholders, departments and buying centres that are not currently engaged with Codec.

CUSTOMER ENGAGEMENT & RELATIONSHIP DEVELOPMENT

Build relationships with senior business and technology stakeholders across assigned customers.

Position Codec as a trusted strategic partner capable of supporting customers' transformation and business objectives.

Lead growth-focused customer meetings, account reviews and opportunity discovery sessions.

MANAGED SERVICES & SERVICE DELIVERY COLLABORATION

Work closely with the Managed Services team and Service Delivery Managers to understand customer priorities, challenges, risks and future requirements.

Leverage operational insight, customer feedback and service engagement to identify expansion opportunities early.

Act as the commercial growth lead for customers within Codec's existing support and managed service portfolio.

SALES EXECUTION & INTERNAL ALIGNMENT

Manage opportunities from initial qualification through to proposal, negotiation and contract signature.

Coordinate pre-sales, consulting, delivery and Microsoft stakeholders to support customer pursuits.

Develop compelling business cases, value propositions, proposals and customer presentations.

ACCOUNT PLANNING, FORECASTING & CRM DISCIPLINE

Build and maintain focused account growth plans for priority customers.

Maintain accurate pipeline, forecasting and opportunity data within CRM.

Provide regular updates on pipeline quality, forecast confidence, deal progression and risks.

Skills, Knowledge and Expertise

Key Skills & Competencies

HUNTER SALES MENTALITY

· Highly proactive, resilient and motivated by winning new business.

Proven ability to identify opportunities where no active sales cycle exists.

·Strong prospecting, qualification, relationship-building and opportunity creation skills.

ACCOUNT EXPANSION & WHITE-SPACE DEVELOPMENT

·Ability to identify unmet customer needs and uncover new growth opportunities.

Skilled at opening new buying centres and increasing wallet share through cross-sell and upsell motions.

Strong strategic account planning and account penetration capability.

COMMERCIAL ACUMEN

Strong understanding of business drivers, commercial models and return on investment.

Ability to build compelling business cases and value propositions.

Effective negotiation, objection handling and closing skills.

EXECUTIVE STAKEHOLDER ENGAGEMENT

Ability to build trusted adviser relationships with senior customer stakeholders.

Strong communication, presentation and influencing skills.

Experience engaging both technology and business decision makers.

MANAGED SERVICES COLLABORATION

Ability to work closely with Managed Services teams and Service Delivery Managers to identify customer challenges, roadmaps and transformation opportunities.

Leverages operational insight and service engagement to generate expansion opportunities.

Builds strong internal relationships across Delivery, Consulting, Support and Customer Success.

SALES EXECUTION & DISCIPLINE

Strong qualification, pipeline management and forecasting discipline.

Ability to manage opportunities through the full sales lifecycle.

Effective CRM usage and structured sales governance.

MICROSOFT & TECHNOLOGY AWARENESS

· Good understanding of Microsoft Cloud technologies and services.

Ability to position AI, Data, Security, Azure, Modern Work and Business Applications solutions.

Comfortable aligning customer business objectives with technology outcomes.

Experience & Qualifications

3-5 years enterprise technology sales experience, ideally in Microsoft, cloud, managed services, consulting or digital transformation environments.

Demonstrable track record of creating and closing new opportunities within existing customer accounts.

Experience selling to senior IT and business stakeholders in complex organisations.

Experience working with delivery, support, service management or customer success teams to identify customer opportunities.

Public sector and enterprise sales experience is desirable.

Success Profile

Consistently exceeds bookings and billings targets.

Builds a sustainable expansion pipeline across the Managed Services and Support customer base.

Uncovers opportunities before they become formal tenders or procurement exercises.

Increases Codec's footprint by introducing new services, technologies and capabilities into existing accounts.

Is recognised internally as the commercial growth specialist for the installed customer base.