Senior Account Growth Manager - Managed Services & Support

The Senior Account Growth Manager, Managed Services & Support, is a quota-carrying sales role accountable for generating new Managed Services and Support revenue through new-logo acquisition and white-space expansion within Codec’s existing customer base.

The role operates with a hunter-led sales mentality. It identifies new prospects, opens new buying centres, uncovers unaddressed customer requirements and converts qualified needs into commercially viable opportunities.

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

Responsibilities

• Own and deliver personal bookings, billings, recurring-revenue and expansion targets.
• Generate revenue through new-logo acquisition, white-space expansion, cross-sell and expansion into new departments, business units and buying centres.
• Build a sustainable pipeline capable of supporting quarterly and annual performance targets.
• Prioritise high-value opportunities aligned with Codec’s Managed Services and Support strategy.
• Increase Codec’s share of wallet within appropriate existing customer accounts.
• Identify and target organisations with a potential requirement for Codec Managed Services and Support.
• Develop structured new-logo prospect and territory plans.
• Create opportunities where no formal sales process currently exists.
• Develop an understanding of prospective customer priorities, challenges and decision-making processes.
• Position Codec’s Managed Services and Support capabilities in the context of customer business and technology requirements.
• Coordinate appropriate support from Marketing, Microsoft, Solution Specialists, Delivery and executive sponsors.
• Remain the commercial relationship owner until the customer transitions into Codec’s agreed customer engagement and service model.
• Develop a structured white-space assessment for priority existing customers.
• Work with the CSAM, SDM, TAM and relevant Codec teams to understand current services, unaddressed needs, transformation priorities, operational challenges, technical improvement themes and potential new buying centres.
• Identify opportunities to introduce new Managed Services, Support services, technologies and capabilities.
• Develop opportunity-specific relationships with new stakeholders and buying centres without creating a parallel account-management structure.
• Maintain the white-space and commercial-pursuit elements of the wider CSAM-owned Customer Account Plan.
• Lead opportunity discovery, proposition, commercial and negotiation meetings.
• Build opportunity-specific relationships with senior business and technology stakeholders.
• Identify and engage new customer stakeholders, departments and buying centres.
• Participate in CSAM-led QBRs or account reviews where there is an agreed growth, white-space or commercial agenda.
• Coordinate customer engagement with the CSAM on existing accounts and maintain a clear distinction between account ownership and opportunity ownership.
• Coordinate Solution Specialists, Consulting, Delivery, Managed Services, Support, Microsoft and other relevant stakeholders.
• Translate customer requirements into a defined commercial opportunity and compelling value proposition.
• Coordinate solution approaches, managed service propositions, service scope, assumptions, dependencies, commercial models, pricing, implementation and transition considerations.
• Lead proposal presentations and commercial discussions.
• Assess prospective opportunities against Codec’s agreed qualification criteria.
• Define the pursuit strategy, win themes, stakeholder approach and required internal resources.
• Lead opportunity reviews and internal pursuit discussions and close opportunities through agreed governance.
• Manage opportunities from initial qualification through to proposal, negotiation and contract signature
• Ensure won opportunities are formally handed to the appropriate Delivery and Managed Services owners.
• Provide clarity on contracted scope, commercial commitments, customer objectives, stakeholder expectations, assumptions, dependencies, timelines, risks and exclusions.
• Transfer new-logo relationships into Codec’s agreed CSAM, SDM and TAM engagement model.
• Builds a sustainable expansion pipeline across the Managed Services and Support customer base.
• Uncovers opportunities before they become formal tenders or procurement exercises.
• Is recognised internally as the commercial growth specialist for the installed customer base.

Requirements

• Own qualified opportunities from initial acceptance through contract signature.
• Hunter sales mentality and new-business development
• Managed Services sales and white-space analysis
• Strategic prospecting and opportunity creation
• Commercial qualification and consultative selling
• Business-case and value-proposition development
• Proposal leadership, commercial negotiation and closing
• Pipeline management, forecasting and CRM discipline
• Commercial Acumen

Strong understanding of customer business drivers

• Ability to connect customer needs with relevant services and solutions
• Understanding of recurring-revenue and Managed Services commercial models

Ability to develop compelling commercial and business cases

• Ability to protect commercial value, margin and delivery feasibility
• Experience navigating complex customer decision and procurement processes
• Microsoft and Technology Awareness

Good understanding of Microsoft Cloud technologies and services

• Ability to position relevant propositions across Azure, Business Applications, Modern Work, Security, Data, AI and Microsoft Copilot
• Understanding of Managed Services, Support, cloud consumption, professional services and licensing
• Ability to engage credibly with business and technology decision makers
• Ability to involve appropriate technical specialists at the right stage
• 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.
• Consistently exceeds bookings and billings targets.
• Increases Codec's footprint by introducing new services, technologies and capabilities into existing accounts.

Preferred

• Public sector and enterprise sales experience is desirable.