The Account Manager role
Reporting to the Sales Director, the Account Manager plays a key role in expanding Xtravirt’s customer relationships, creating and converting qualified opportunities, and delivering revenue growth across professional services, managed and lifecycle services, and relevant product opportunities. In this quota-carrying IT services sales role, you will be focused on growing an assigned portfolio of existing customers, dormant accounts, and emerging growth accounts.
What we’re looking for:
This role will suit an experienced IT Services Account Manager who wants to make a visible impact, help shape how Xtravirt develops customer accounts, and operate with a balance of structure, initiative and commercial ownership.
Core attributes
The successful candidate will demonstrate the following core attributes:
- Commercial Acumen – Identifies, qualifies and converts opportunities within IT services accounts, connecting customer priorities to services-led revenue.
- Account Strategy and Planning – Builds practical account plans using customer insight, stakeholder mapping and growth potential.
- Relationship Management – Builds credibility with customer stakeholders and develops relationships beyond the initial opportunity.
- Collaboration and Influence – Works effectively across sales, business development, advisory, delivery, managed services, marketing and alliance teams.
- Communication – Communicates clearly and effectively with customers and internal stakeholders, including written follow-ups, opportunity updates and forecast commentary.
- Discipline and Ownership – Maintains strong CRM hygiene, takes ownership of next steps, and provides forecast updates based on evidence rather than optimism.
Key responsibilities and objectives
- To grow existing, dormant and emerging customer accounts.
- To establish structured account management across assigned accounts and prospects.
- To build and maintain strong customer insight through Know Your Customer (KYC), stakeholder mapping, account planning and growth plans.
- To create and progress qualified opportunities through proactive account engagement and development.
- To convert suitable opportunities into booked revenue and longer-term customer relationships.
- To identify and progress professional services, managed services and lifecycle services opportunities.
- To deliver revenue across product, professional services and Xtravirt Managed Services.
- To develop longer-term customer relationships that support repeat business, account expansion and lifecycle services opportunities.
- To operate within Xtravirt’s sales governance cadence, including pipeline reviews, forecast calls, deal reviews, pricing governance and QBRs where relevant.
Qualifications and experience
Essential:
- Experience in IT services sales, account management or customer growth roles.
- Proven ability to grow customer relationships and convert opportunities into revenue.
- Strong commercial ownership across qualification, discovery, proposal, negotiation, closure and expansion.
- Credibility with infrastructure, cloud, platform, operations and procurement stakeholders.
- Strong account planning, stakeholder mapping and opportunity qualification skills.
- Good understanding of services-led sales, including professional and managed services.
- Strong communication, CRM discipline, forecasting accuracy and follow-up.
Desirable:
- Experience selling professional services, managed services or lifecycle services.
- Experience working with technology vendors, alliance partners or solution provider ecosystems.
- Experience in enterprise or public sector account environments.
- Experience in cloud, infrastructure, data centre, workspace or cybersecurity services.
- Experience using Dynamics or similar CRM platforms.
- Exposure to private cloud, VMware, VCF or the Broadcom ecosystem.
Benefits of working with Xtravirt
- Rewarding salary commensurate with experience
- 25 days’ leave plus public holidays
- Hybrid working
- Private healthcare – includes wellbeing and EAP
- Pension and death in service Insurance
- Company and social events
- Employee recognition and reward
- Professional development programme
- Discounted retail, travel, and entertainment
Take the next step
Apply by completing the form below including your CV and covering letter, alternatively, for job enquiries please email careers@xtravirt.com.