The Role
Quota-carrying sales professional responsible for generating expansion revenue within existing managed services and support accounts. Identifies white-space opportunities, develops senior stakeholder relationships, builds pipeline, and manages deals from qualification through contract signature. Partners with service delivery, consulting, support, customer success, and Microsoft teams to position cloud, AI, data, security, modern work, and business application solutions. Owns account growth plans, forecasting, CRM accuracy, bookings, billings, win rate, and customer wallet share.
Summary Generated by Built In
Role Summary The Strategic Growth Executive 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.
Core MissionFind, create and close new opportunities within Codec's existing Managed Services and Support customer base, turning customer insight into sustainable revenue growth.
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.
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 & Qualifications3-5 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 ProfileConsistently 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.
About
Established over 40 years ago, Codec is a multi-award-winning Microsoft Solutions Partner, trusted by public and private sector organisations to deliver impactful digital transformation. With offices in Dublin, Belfast, Cologne, and across Germany, our team of over 300 experts specialises in harnessing the full potential of Microsoft technologies—including Dynamics 365, Power Platform, Azure, and Copilot—to drive innovation, automation, and operational excellence. Codec combines deep industry expertise with a proven track record to help organisations unlock the power of AI and modern cloud solutionsThough originally best known as a hardware reseller, since 2010 Codec has focused on building an outstanding software consulting business with a team of experts implementing enterprise solutions using products from Microsoft and Oracle. Our customer base, revenues and average contract values have grown steadily year on year and we continue to invest in the provision of new product and service offerings.Our team is a careful mix of recent graduates and experienced professionals from a variety of diverse cultural backgrounds. We are a melting pot of seasoned consultants supported by the best talent from the local universities. We have a thriving placement student academy and graduate recruitment programme which grows year on year.This company is an equal opportunities employer
Skills Required
- 3-5 years of 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 organizations
- Experience working with delivery, support, service management, or customer success teams to identify customer opportunities
- Public sector and enterprise sales experience
- Understanding of Microsoft Cloud technologies and services
- Ability to position AI, Data, Security, Azure, Modern Work, and Business Applications solutions
- Strong prospecting, qualification, relationship-building, opportunity creation, negotiation, objection handling, and closing skills
- Strong account planning, account penetration, pipeline management, forecasting, CRM usage, and sales governance skills
- Ability to engage technology and business decision makers and build trusted adviser relationships with senior stakeholders
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The Company
What We Do
Established in 1985 and headquartered in Ireland, Codec is a high-growth, leading technology company with offices in Dublin, London, Belfast, and Malta. With a team of over 300 dedicated professionals, we are committed to delivering innovative solutions based on the Microsoft low-code platform. As current Microsoft country partner of the year (for the 4th time), Codec specialises in providing business applications, artificial intelligence, and cloud infrastructure on the low-code Microsoft platform to organisations in the Public and Healthcare sectors. Beyond technology Codec actively supports sustainability and our chosen charities, Ruhama and Flourish.
