Account Manager

Job Title:   Account Manager         

Location:   Glasgow – Hybrid         

Salary:       £35,000 - £40,000 + Commission                

Contract type:    Permanent

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ARO is an Enterprise Performance Partner. We are an award-winning Technology Services and Solutions company providing our customers with sustainable competitive advantages by wrapping world-class cloud technologies in first-class service.

Our Collaboration business unit is the foundation of ARO. Covering UCaaS, CCaaS, Mobile, Simple and Complex Connectivity and Corporate IT, the BU offers solutions for all Collaboration based challenges across all verticals. With numerous customers and working in a mature, competitive market, strong leadership, extensive sales experience, honed negotiation skills and commercial acumen play a central role in ensuring our sales performance.

As a key member of our Account Management team, you will play a pivotal role in driving new business sales while nurturing and expanding existing customer relationships. Leveraging our best-in-class telecommunications and IT support/licensing solutions, you will be responsible for managing the full customer lifecycle — from renewals to identifying cross-selling opportunities — to ensure long-term growth and customer satisfaction.

Pease note that this is a Hybrid role with onsite requirement 3 days a week. You must be able to commute to the office in Glasgow.

Objectives:

• Drive Revenue and Margin Growth: Achieve or exceed quarterly sales targets for Telecoms and IT products, contributing to the company’s overall financial goals.

• Market Expansion: Proactively identify and penetrate new market segments across Scotland to expand our market share in Telecoms and IT solutions. This role will have a strong focus on driving growth within our existing customer base and capitalizing on new logo business opportunities, with a particular emphasis on our IT product portfolio, where we see significant potential for expansion.

• Customer Relationship Management: Establish and maintain strong relationships with key clients and stakeholders to secure long-term contracts and repeat business.

Tasks:

• Sales Target Achievement: To Develop and implement quarterly and annual sales plans to meet or exceed revenue targets, including driving 3x target coverage at the start of each quarter.

• Client Engagement: To Identify and pursue high-value prospects, including enterprises, SMEs, and public sector organisations in Scotland. To Attend industry events and networking opportunities to build relationships and promote the company’s offerings

Skills:

• Client Relationship Management: Strong interpersonal skills to build and maintain long-term relationships with key clients and stakeholders.

• Negotiation and Closing: Advanced negotiation skills to secure high-value contracts and drive profitable deals.

• Market Analysis: Ability to analyse market trends, competitor activities, and customer needs to identify growth opportunities.

• Communication: Excellent verbal and written communication skills for presenting proposals, reporting to senior management, and coaching team members.

• Technical Knowledge: A strong foundation in Telecoms and IT products, including cloud solutions, networking, cybersecurity, and unified communications is essential. Given the rapidly evolving nature of cybersecurity and the broader IT landscape, ongoing self-directed learning is essential. This includes engaging with our internal learning portal and participating in supplier meetings. We’re looking for someone with a genuine passion for selling the full suite of IT and Telecoms services, who is committed to maintaining up-to-date product knowledge through continuous professional development.

• Financial Acumen: Proficiency in budgeting, forecasting, and interpreting sales performance metrics.

• Self-Motivation and lead generation: Proven ability to effectively manage your own time and activities to achieve quarterly targets. This includes proactively generating meetings and opportunities, maintaining the level of engagement necessary to consistently meet or exceed your goals.

Essential

• Proven Sales Track Record: Demonstrated success in achieving or exceeding sales targets in a B2B environment, ideally in Scotland or the UK.

• Industry Knowledge: 5+ years of experience selling Telecoms and/or IT solutions, with familiarity in targeting enterprises, SMEs, or public sector clients.

• Regional Expertise: Experience working in the Scottish market, with an understanding of local business culture, industries (e.g., energy, finance, public sector), and economic trends.

• CRM Proficiency: Experience using CRM tools (Esp Microsoft Dynamics) to manage pipelines, track performance, and generate reports.

• Stakeholder Engagement: History of collaborating with marketing, product, and technical teams to align sales strategies with company objectives.

Desirable

• Experience selling or managing IT services such as:

• Managed IT Support contracts

• Connectivity (broadband, leased lines, SD-WAN)

• Cloud services or infrastructure solutions

• Mobile Device Management (MDM)

• Hosted telephony and unified communications

Who are we?

ARO has 25 years’ experience in Collaboration, Connectivity, Cloud and Infrastructure and Cyber Security services both in the UK and Internationally and has a nationwide presence with offices across the UK.

As one of the UK’s leading independent IT and communication experts our mission is to deliver a seamless technology experience to all end users. To make that vision a reality, we need bright, tenacious and inspiring talent to help drive our performance, growth and achieve this mission.

To make us successful we focus on strong communication, a culture based on fun, trust and collaboration. We have created a modern workplace environment, which is full of engaged, energetic, positive and curious people whose productivity, resilience and wellbeing allow them to thrive.

In 2021 we were awarded the People Insight’s Outstanding Workplace Award, which celebrates organisations building positive workplace cultures and acting on employee feedback to spark positive change.

Why Work for ARO?

At ARO we are committed to creating an excellent employee experience. Our employees, culture and additional benefits all make ARO a great place to work. Come join us!

We offer a wide range of benefits and incentives to our employees including:

• Flexible working
• Company Pension Scheme and matching contributions
• Company Perks portal
• Private Medical insurance
• Life assurance
• 25 days holiday plus bank holidays plus holiday trading
• Your Birthday off, on us!
• Health Club and Wellbeing Scheme
• ARO Shares after 12 months employment
• Employee Assistance Programme
• Technical Training Academy and E-learning

If even 80% of this matches your experience and attributes, we would be delighted to hear from you.

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