ISV Account Manager - South
Start Date: Immediate
Contract type: Permanent
Working Pattern: Hybrid
Location: Leatherhead or Reading
Reports to: Channel Sales Manager
Established in 1982, Bytes has grown rapidly and now employs over 450 people across 5 locations in the UK and Ireland. Our turnover in Financial Year 2019 was in excess of £520M. We work with SME’s, corporates and public sector organisations to modernise and digitally transform their IT infrastructures.
We invest in our employees through on-going support, training and advice to help them achieve their career aspirations, rewarding success both financially and personally. There is opportunity to grow and move internally which can be seen through our long-standing employees who have developed existing and new skills to move into senior positions in the organisation leaving space for new team members to begin their journey.
Here's a bit about us...
- Operating from modern, hybrid working environments with offices in Leatherhead, Reading or Manchester
- Over 550 staff (plans to double in size over the next 5 years)
- Winners of an array of industry awards
- Sunday Times Top 100 Best Places to Work
- Excellent training and career prospects offered
- Fantastic office with gym, canteen, open plan, smart casual dress code, regular incentives and company events
- Supporters of 85+ charities with strong commitment to diversity and sustainability
We grow great people to deliver amazing things - with an emphasis on Personal Growth, Opportunity and Impact.
ABOUT THE ROLE:
During FY23, Bytes’ Channel Team revenues have increased by over 300% and now delivers significant annuity revenue and profits each month. This growth has been driven by a focused and supported message, specifically aimed at partner engagements.
Over the last 18 months we have superb growth in annuity and profitable business driven from ISVs to include both annuity and capitalised project based wins. . As Bytes move into FY24, we are looking capitalise on and drive significant growth from our unique messaging created to provide ISVs with a valuable insight and partnership model with BYtes
The account manager is responsible to day to day engagement and support for accounts and prospects that sit within the channel team. Specifically those designated ISV.
The role is to provide focused skillsets to allow Bytes to further drive significant ISV led opportunities and to ensure we provide a highly valuable and enticing engagement model, thus driving additional revenues and margins.
The role will require engagement with development leads and existing clients to drive depth of engagement and to ensure that any customer or prospect understand the full value of engagement with Bytes as a preferred partner.
The role is targeted against gross margin generated on a monthly basis.
Key Responsibilities:
- Targeted net new ISV acquisition and existing ISV growth
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Delivery of Bytes key messages and value-added propositions
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Creation of Business plans and execution to deliver growth working with accounts and prospects
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Delivery of annuity focused gross margin
Individual Responsibilities:
- Day to day management of prospects and accounts
- Management of internal systems, focused on CRM
- Individual knowledge depth of partner\ISV engagement models and value add messaging
- Clear and deep understanding of annuity driven consumption models\modelling
- Analysis new opportunities for acquisition and growth – named partners
- Ensure Co-op funding is correctly managed and defined value is derived from the activities
ABOUT YOU :
Qualifications & Experience:
- MS or AWS Certifications, SureStep University
- Minimum of 2/3 years of both Vendor and customer engagement
- Demonstratable knowledge of Partner structures and go to markets
Core Competencies & Skills:
- Able to build and develop focused Microsoft and Partner relationships
- Strong influencing skills
- Clear commercial understanding of annuity
- Ability to align Bytes cloud solutions to the business and commercial requirements of the ISVs
- Clear understanding of indirect solution engagement
- Innovative and flexible approach to market conditions