Enterprise Solutions Account Manager

Important: Current industry experience is essential

Please note: we are only considering applications from candidates who are currently working within the IT infrastructure / technology solutions industry in a relevant sales role.

You must have current, demonstrable experience selling enterprise IT solutions, ideally within a VAR, IT reseller, MSP, systems integrator or enterprise technology vendor environment.

Experience of selling HPE, VMware, Veeam or equivalent vendors delivering solutions within the same enterprise infrastructure, virtualisation, data protection and data centre solution spaces is essential. Experience with the named vendors is not required where you have relevant experience selling comparable solutions from other vendors. For example, experience in compute, storage, networking backup and virtualisation is equally relevant. Unfortunately, we are not looking for candidates seeking to transfer into the technology sector from another sales industry.

About the Role

Techbuyer is looking for an experienced Enterprise Solutions Account Manager to identify, develop and close complex enterprise technology opportunities across the UK Mid-Corporate and Corporate market.

This is an experienced, customer-facing sales role for someone who already understands the enterprise IT marketplace and can demonstrate a strong track record of developing and closing substantial solution-based opportunities.

You’ll combine new business development with the growth of existing customer relationships, working with customers to understand their technical and commercial requirements and building solutions across enterprise infrastructure, virtualisation, data protection, support and professional services.

Working closely with Techbuyer’s pre-sales, vendor, professional services, operations and marketing teams, you’ll take ownership of opportunities from initial identification and qualification through to commercial negotiation, close and handover.

What You’ll Be Doing

Enterprise Sales & New Business

• Own the full sales lifecycle for complex enterprise IT solution opportunities.
• Proactively identify, develop and close new business within UK Mid-Corporate and Corporate organisations.
• Drive new-logo acquisition as well as expanding solution sales within existing customer accounts.
• Develop and manage a strong pipeline of enterprise opportunities.
• Deliver against revenue, gross profit and activity targets.
• Maintain accurate forecasting and opportunity management through disciplined CRM usage.

Solution Selling

• Lead consultative sales engagements across enterprise infrastructure, virtualisation, data protection and associated services.
• Understand customers’ business objectives, technical environments, budgets, risks and future IT strategies.
• Position HPE, VMware, Veeam and services, alongside other Tier 1 technologies, as part of end-to-end enterprise solutions.
• Work with pre-sales specialists to develop technically robust and commercially compelling customer solutions.
• Combine hardware, software, professional services, lifecycle management and support into effective customer propositions.
• Position Techbuyer Care as an supplement to traditional vendor maintenance where vendor assets have expired their OEM warranty, helping customers extend hardware lifecycles and access flexible multi-vendor support.
• Identify opportunities across Techbuyer’s wider portfolio, including sustainable, refurbished and circular IT solutions.

Customer Relationships

• Develop trusted relationships with senior IT decision-makers, including IT Directors, Heads of Infrastructure, procurement teams and executive stakeholders.
• Operate as the primary commercial owner for assigned opportunities and accounts.
• Understand customers’ longer-term technology strategies rather than focusing solely on individual transactions.
• Represent Techbuyer professionally at customer meetings, vendor engagements and industry events.

Commercial Ownership

• Develop compelling commercial propositions that balance customer value, competitiveness and margin.
• Lead commercial negotiations for complex solution opportunities.
• Work internally on pricing, margin, contractual requirements and commercial risk.
• Take clear ownership of opportunities through proposal, negotiation and contract award.

Vendor & Internal Collaboration

• Work closely with Techbuyer’s pre-sales and technical teams to develop competitive and technically appropriate solutions.
• Build strong working relationships with HPE, VMware, Veeam and our other strategic Tier 1 vendors.
• Work with vendor and distribution partners to maximise deal support, incentives and commercial opportunities.
• Manage relevant deal registrations, pipeline reporting and joint account planning.
• Partner with marketing on account-based campaigns and solution-led lead generation.
• Work with services, operations and project delivery teams to ensure successful implementation and ongoing customer satisfaction.
• Complete and maintain relevant vendor sales accreditations and certifications.

What We’re Looking For

Current industry experience is a requirement for this role.

To be considered, you will need:

• Current experience working in enterprise IT solutions sales, ideally within an IT reseller, VAR, MSP, systems integrator or enterprise technology vendor.
• A demonstrable track record of selling enterprise infrastructure and solution-led technology.
• Experience selling HPE, VMware and/or Veeam solutions, or directly comparable technologies.
• Strong knowledge of enterprise infrastructure, servers, storage, virtualisation, data protection, backup and associated services.
• Experience originating, developing and closing complex, multi-stakeholder opportunities, including six-figure solution sales.
• Experience developing new business rather than solely managing an inherited customer base.
• Strong commercial understanding, including margin, ROI, TCO and commercial negotiation.
• Confidence engaging with senior technical and commercial stakeholders.
• Strong pipeline management, forecasting and CRM discipline.

It Would Be Great If You Also Have

• Experience selling sustainable, circular or refurbished IT solutions.
• Knowledge of enterprise data centre and hybrid cloud environments.
• Experience of vendor partner programmes and deal-registration processes.
• Existing relationships within the UK Mid-Corporate or Corporate technology market.

The Person

You’ll be commercially driven, credible with technical customers and comfortable taking ownership of significant opportunities.

We’re looking for someone who:

• Is results-focused and accountable.
• Is naturally consultative rather than transactional.
• Can open new customer relationships as well as grow existing ones.
• Communicates confidently at technical, commercial and executive level.
• Is organised, disciplined and comfortable managing longer, complex sales cycles.
• Enjoys collaborating with technical teams while retaining commercial ownership.
• Understands that strong enterprise sales comes from solving genuine customer problems, not simply selling products.

Reward Package

Competitive base salary with an uncapped commission structure, aligned with experience and market expectations.