Job Specifications
Job Title: Enterprise Account Manager (IT)
Location: Farnborough / London
Salary: DOE + Car allowance + OTE
Contract type: Permanent
About The Role
We are seeking an experienced and driven Enterprise Account Manager to play a key role in accelerating business growth through the delivery of high-quality technology solutions. This position is central to expanding our presence within the enterprise market by aligning innovative technology services with our clients' strategic objectives.
The Enterprise Account Manager will focus on a defined portfolio of key accounts, building strong relationships while identifying opportunities to deliver value across ARO's full technology solutions portfolio. This includes cloud services, cybersecurity, hybrid cloud infrastructure, modern workplace solutions, telecommunications, sustainability initiatives, managed services, and next-generation networking.
In this role, you will develop a deep understanding of client challenges and priorities, creating strategic account plans that position the right solutions to support long-term business outcomes. Success will rely on your ability to combine commercial insight, technical understanding, and consultative sales expertise to engage enterprise prospects and deliver tailored solutions that drive measurable results.
You will demonstrate a strong track record of securing and growing enterprise clients within the corporate market, ensuring high levels of client satisfaction and long-term partnership. The role also requires close collaboration with internal stakeholders, including sales, sales development, and marketing teams, to help shape and execute strategies that support ARO's enterprise growth.
Additionally, the successful candidate will bring strong vendor alignment experience, enabling effective partnership with technology providers to enhance solution delivery and market positioning. You will also contribute strategic insight into identifying and developing continuous growth opportunities across the enterprise client landscape.
This is an exciting opportunity to work closely with key accounts and high-value prospects, driving impactful outcomes and playing a vital role in ARO's continued success through innovative technology solutions.
Please note that this role will require attendance in our Farnborough office and will include travel to customer sites. You must be able to commute to the office and have your own transport.
What You'll Do
Lead strategic business development campaigns targeting high-value clients and prospects aligned with ARO's growth priorities
Develop and own comprehensive account expansion strategies, adapting to market dynamics and client challenges
Build strong relationships with senior stakeholders, positioning ARO as a trusted strategic partner
Conduct discovery and value-mapping sessions to uncover client needs and shape compelling solution recommendations
Collaborate with cross-functional teams—including sales development, pre-sales, delivery, and technical specialists—to design winning proposals and ensure seamless service delivery
Own revenue and gross profit growth targets, managing a robust pipeline and delivering accurate forecasting and reporting
Apply deep knowledge of emerging technologies to guide clients toward innovative, future-ready solutions
Continuously monitor market trends and competitive activity to identify new opportunities and strengthen ARO's positioning
Lead Tender and Proposal activities through to their conclusion
Maintain rigorous account documentation and CRM accuracy for transparency and alignment across stakeholders.
Requirements
What we are looking for?
Essential:
Proven experience as a Enterprise Account Manager or similar role, with strong knowledge of IT solutions and technology trends
Experience working with high-profile, enterprise-level customers
Demonstrated success engaging at C-suite level
Strong vendor partnership experience (e.g., Microsoft, HP)
Excellent emotional intelligence and relationship-building skills
Broad knowledge across multiple industry verticals
Strong leadership and stakeholder management capabilities
Exceptional communication, presentation, and interpersonal skills
Ability to develop and implement strategic plans
Strong analytical and problem-solving abilities
Capacity to explain technical concepts clearly to non-technical audiences
Skilled in negotiation and influencing
Self-driven with a focus on achieving targets
Proficiency in CRM systems and pipeline management
Full UK driving license
Desirable:
Relevant industry certifications or qualifications.
Proficiency in Microsoft Office Suite and CRM software
Benefits
Who are we?
ARO has 25 years' experience in Collaboration, Connectivity, Cloud and Infrastructure and Cyber Security services both in the UK and Internationally and has a nationwide presence with offices across the UK.
As one of the UK's leading independent IT and communication experts our mission is to deliver
About the Company
Over 25 years as an Enterprise performance partner for Cloud, Cyber and IT Collaboration, Data Centre Services and Sustainability.
Today, every organisation can access pretty much the same IT. But not the same IT performance. We provide our clients with sustainable competitive advantages by wrapping world-class cloud technologies in first-class service. Our Professional Services provide deep expertise. Our Managed Services deliver lean, ‘always-on’ peace of mind. And our secure Cloud, Communication and Collaboration platfo...
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