Key Account Manager
Location: Birmingham / Hybrid
Employment Type: Full-time
Role Overview
The Key Account Manager will be responsible for driving long-term value across a portfolio of IT reseller partners while reactivating dormant accounts to generate new revenue opportunities.
By developing strong, multi-level relationships, the role focuses on increasing revenue through proactive account development, pipeline generation, and strategic selling. The position requires strong forecasting discipline, CRM usage, and cross-functional collaboration to deliver a high-quality customer experience and increase share of wallet within assigned accounts.
Key Responsibilities
Strategic Growth & Market Development
*Identify and qualify high-potential partners including MSPs, VARs and IT resellers
*Conduct share-of-wallet analysis to uncover new revenue opportunities
*Drive growth through upselling and competitive solution positioning
*Promote the organisation’s full technology portfolio to encourage cross-solution sales
*Maintain strong vendor knowledge to act as a trusted advisor to partners
Pipeline Management & Sales Operations
*Maintain accurate forecasting and pipeline visibility for leadership
*Use CRM systems to document opportunities, interactions and follow-ups
*Manage quotations and respond to customer enquiries with speed and accuracy
*Support the end-to-end sales cycle to ensure smooth order processing and delivery
Account & Relationship Management
*Lead regular customer engagement through online meetings, QBRs and in-person visits
*Maintain clear communication with partners around orders and delivery timelines
*Work cross-functionally with internal teams such as purchasing, support and finance
*Proactively share promotions, vendor updates and new opportunities with partners
Skills & Experience
Knowledge
*Understanding of IT hardware, services, or technology solutions
*Knowledge of reseller business models and procurement cycles
*Awareness of the UK IT channel and distribution landscape
Skills
*Proven track record of achieving or exceeding sales targets
*Strong sales planning and pipeline management capability
*Excellent communication and stakeholder engagement skills
*Strong organisation and ability to manage multiple priorities
*Experience using CRM platforms and digital sales tools
Competencies
*Relationship building with partners, vendors and internal stakeholders
*Problem-solving and commercial judgement
*Adaptability within a fast-moving sales environment
*Self-motivated with strong ownership of pipeline and results
At Gleeson Recruitment Group, we embrace inclusivity and welcome applicants of all backgrounds, experiences, and abilities. We are proud to be a disability confident employer.

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