Account Director

Job title:Account Director

Location:Role can be based from any of our Manchester or Leeds locations (Hybrid working available)

Hours: Monday to Friday, 37.5 hours per week

Salary:Competitive + uncapped commission, including accelerators for over performance.

About BCN:

At BCN we unite people and technology to enable organisations to fly.

We believe people and organisations can achieve anything using technology to it’s full potential. Our role is to help them understand what is possible, implement in the right way and utilise their technology to achieve their ambitions.

Which is why we put people front and centre – building client relationships for life and fostering a culture where our people thrive.

We are a leading managed IT services provider and technology consultant, specialising in delivering transformative technology solutions with industry-leading client experience across business, public sector and not for profit organisations. From cloud computing, cybersecurity, and data management to power app development, we are dedicated to pioneering technology with Microsoft innovation.

Guided by our 3 values of building relationships, customer success and passion and dedication, we are on a mission to make BCN the most trusted tech partner in the UK today. The kind of company clients want to work with, and people want to work for.

We are delighted you are on this journey with us!

Focus of the role:

We are looking for an experienced corporate/enterprise Account Director to excel in the commercial management and growth of a portfolio of named customer accounts.

The ideal candidate will have a minimum of 5 years relevant experience and a deep understanding of the technology industry, specifically the Microsoft ecosystem, and a proven track record of successful sales account management and performance. As a sales professional you will lead the commercial interface to your allocated clients ensuring continued education of BCN and related technologies crating awareness and unearthing new opportunity to increase revenue through enhancing our clients’ business.

Responsibilities:

Client Interaction, Influence, and Relevance

• Be highly visible in executing client/sector-specific development plans, including account, territory, stakeholder, and opportunity planning.

• Effectively use supporting expert resources to unearth, educate, qualify, and progress key opportunities, including pre-sales, practice specialists, and CTO office/consult teams.

• Focus relentlessly on client value-creation to develop a qualified opportunity pipeline, whitespace penetration, and upsell strategies.

• Act as the commercial authority and single point of contact for all client account-related matters.

Performance

• Strive to meet all Success Framework performance metrics to ensure target attainment.

• KPIs include sales target performance (in-month/YTD), pipeline additions, pipeline value coverage (in-month/rolling quarter), and pipeline maturity metrics.

Professional Competencies

• Clearly articulate clients’ business and sector drivers, identifying challenges, pain points, and opportunities.

• Identify opportunities for proposition replication by client or sector, whether technology, external factors, or client-specific needs.

• Understand commercial contracts, their structure, key terms, and their impact on BCN and the client’s business.

• Demonstrate financial awareness, including using Excel spreadsheets, data analysis, and effective data presentation.

• Influence and respond to formal procurement processes, including FRI/FRQ/FRP tender submissions.

• Lead bid management responses, ensuring high-quality documentation and contributions from multiple functions.

• Adopt a structured sales methodology to align the buying and selling process, demonstrating learning and effectiveness.

Sales Governance and Professionalism

• Understand the importance of accurate data reporting for business awareness and support.

• Maintain accurate sales reporting, including pipeline data management, forecasting accuracy, CRM data management, and contract renewals.

• Strive to achieve sales performance KPIs.

• Effectively use business systems and tools.

• Manage GAP analysis for month, quarter, and FY,…