Greater London, England, United Kingdom · On-site
Department: Sales, Acquisition and Customer Success Reports To: Sales Director, Acquisition and Customer Success Location: UK, London Employment Type: Full time, permanent Salary: Competitive base plus performance-relate…
Skills: Account Management, Inside Sales, Prospecting, Salesforce, Pipeline Management
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Manage a portfolio of active customer accounts to drive revenue growth and expand share of wallet using specific technical frameworks. Maintain a structured engagement rhythm and collaborate with internal teams to surface and close new business opportunities.
Requires a proven track record in New Business or Inside Sales within the IT services or MSP sector. Must be proficient in Salesforce and have working knowledge of cloud, storage, or managed services frameworks.
Department: Sales, Acquisition and Customer Success
Reports To: Sales Director, Acquisition and Customer Success
Location: UK, London
Employment Type: Full time, permanent
Salary: Competitive base plus performance-related commission
About Proact
At Proact, we are a pan-European data management specialist focused on unlocking the power of data through strategy, storage, connectivity and security. But that is only part of our story. We are also here to break the mould, stake new ground and do things differently. We have created a fast-paced, people-first working environment with a focus on innovation, learning and career development. Here you can bring your whole self to work as part of a truly diverse organisation, working with both local and national customers. You can act with integrity, with commitment, and with excellence in mind. This is what it means to #BeAProactivist.
Role Overview
The Desk Based Account Manager (DBAM) is a pivotal role within Proact's UK Sales ecosystem. The DBAM owns a defined portfolio of active customer accounts that have been profiled for propensity to spend, with the express purpose of going deeper, driving cadence and surfacing opportunity at volume.
The role is the natural succession step for sellers who have completed Proact's New Business on-ramp. DBAMs are entrusted with active customers, a privilege earned through the portfolio fluency built as a CSM, the outreach discipline built in New Business, and the GTM literacy to apply our five frameworks (Storage, Operational Resilience, Hybrid Cloud, Modern Work, Managed Cloud Services) at depth across an account. The natural next step from DBAM is Strategic Account Management.
Key Responsibilities
Account penetration
· Own and develop a defined portfolio of active customer accounts.
· Build a light-touch account plan for each customer, anchored in Proact's five frameworks.
· Identify and engage stakeholders Proact is not currently in conversation with, broadening reach across IT, finance, procurement and the business.
· Position the full Proact portfolio (Professional Services, Support, Assessments and Managed Services) to expand share of wallet.
Cadence
· Maintain a structured, repeatable engagement rhythm across every account in the portfolio.
· Adapt Proact's 9 Touch Point methodology for active customer cadence rather than cold outreach.
· Deliver account reviews, proactive check-ins and renewal conversations on a defined cycle.
· Maintain Salesforce hygiene, accurate forecasting and clean pipeline data at all times.
Opportunity surfacing
· Surface, qualify and progress opportunities through the sales cycle, from initial conversation to close.
· Work with Customer Success Managers, Professional Services and our Solution Architects to scope and shape opportunities.
· Collaborate with vendor partners and marketing to leverage campaigns, intent data and incentives in support of pipeline.
· Manage quotes, renewals and order processing efficiently, freeing time for value-led customer engagement.
How Success is Measured
Primary metric: Account-level revenue growth across the assigned portfolio.
Supporting metrics: Share of wallet expansion, opportunity volume created and progressed, cadence and reach across stakeholders, renewal protection, pipeline coverage against quarterly target.
Skills and Experience
Essential
· Proven track record in a New Business, Inside Sales or sales development role within IT services, MSP or technology sales.
· Strong outreach discipline and tenacity, with demonstrable success in warm and cold prospecting.
· Working knowledge of at least two of Proact's framework areas (Storage, Operational Resilience, Hybrid Cloud, Modern Work, Managed Cloud Services).
· Confident user of Salesforce, prospecting tools (Lusha or equivalent) and structured outreach methodologies.
· Excellent communication skills, with the ability to engage credibly with technical and commercial stakeholders alike.
Desirable
· Internal progression through Proact's Customer Success and New Business roles.
· Exposure to vendor-led campaigns and joint go-to-market motions.
· Familiarity with assessment-led selling and Professional Services positioning.
Personal Attributes
· Tenacious, energetic and self-motivated.
· Curious about customers, their business and their technology.
· Disciplined operator who values process, rhythm and pipeline hygiene.
· Collaborative team player who thrives alongside CSMs, Account Managers, vendors and marketing.
· Ambitious, with a clear desire to progress towards Strategic Account Management.
What We Offer
· Competitive base salary plus performance-related commission.
· A defined career path within Proact's Sales ecosystem, leading naturally into Strategic Account Management.
· Continuous investment in framework, vendor and portfolio training.
· A modern, supportive working environment in a market-leading European data centre and cloud services business.
· The opportunity to shape and grow with a brand-new role at the heart of our UK Sales strategy.
Unlock the power of your data
Proact is Europe’s leading specialist in data and information management with focus on cloud services and data centre solutions. We help our customers to store, connect, protect, secure and drive value through their data whilst increasing agility, productivity and efficiency. Although we love technology, our competitive edge is not based on technology – but people. True value for our customers is first enabled when we collaborate – and connect our people, our vendors and our customers mutual knowledge, creativity, technology, architecture, innovation, processes and data. That’s what we mean when we talk about #ThePowerOfData through #ThePowerOfTogether. For further information about Proact’s activities please visit us at www.proact.eu
Offices: Grayson House, Venture Way, Dunston Technology Park, Chesterfield, Derbyshire S41 8NE, GB · 95 Southwark Street, London, London SE1 0HX, GB · 3rd floor, Minerva House, 29 East Parade, Leeds, West Yorkshire LS1 5PS, GB · Maxim 3, Parklands Avenue, Glasgow, Lanarkshire ML1 4WQ, GB · 4020 Siskin Parkway East, Unit 2B, Coventry, England CV3 4SU, GB
Unlock the power of your data
Proact is Europe’s leading specialist in data and information management with focus on cloud services and data centre solutions. We help our customers to store, connect, protect, secure and drive value through their data whilst increasing agility, productivity and efficiency. Although we love technology, our competitive edge is not based on technology – but people. True value for our customers is first enabled when we collaborate – and connect our people, our vendors and our customers mutual knowledge, creativity, technology, architecture, innovation, processes and data. That’s what we mean when we talk about #ThePowerOfData through #ThePowerOfTogether. For further information about Proact’s activities please visit us at www.proact.eu
Offices: Grayson House, Venture Way, Dunston Technology Park, Chesterfield, Derbyshire S41 8NE, GB · 95 Southwark Street, London, London SE1 0HX, GB · 3rd floor, Minerva House, 29 East Parade, Leeds, West Yorkshire LS1 5PS, GB · Maxim 3, Parklands Avenue, Glasgow, Lanarkshire ML1 4WQ, GB · 4020 Siskin Parkway East, Unit 2B, Coventry, England CV3 4SU, GB
