Vacancy: Key Account Manager - Channel

Job title Key Account Manager - Channel
Salary Up to £35,000 p.a. (£19,000 OTB)
Location Swindon
Closing date 6 January 2018


The key account manager will work within the channel sales team, researching, contacting and maximising partner opportunities with channel partners, focusing on training providers within the UK and Ireland. This will involve engaging both existing and new clients through a range of account management and new business responsibilities.

The role will include providing organisational and industry insight with a view to positioning the benefits of partnering with the BCS for the provision of a range of professional certification, qualifications and additional learning services.

OTE for the key account manager is targeted on the sales revenue secured from new and existing business sales within a stipulated regional territory.

Key responsibilities

Relationship management:

  • Develop both new and existing key strategic relationships with training providers within an allocated regional territory
  • Develop effective new client relationships: Establish prospective customers’ business needs and explore how these can be met by BCS products/services
  • Lead face to face sales meetings following a consultative solution sales process
  • Confident and experienced at operating at C-level
  • Confident and experienced in basic contract management and negotiation skills


  • Deliver against a range of Key Performance Indicators and sales targets


  • Prove proactive in approach to identifying new business opportunities, production of leads and establishing new relationships by researching, adding and developing new clients
  • Collate accurate information on prospective clients on to the CRM system to enable future follow up
  • Prove confident in prospecting via telephone and social media

Lead generation:

  • Qualify sales leads in line with target customer criteria, principally by telephone, email and social media
  • Plan own activity to ensure all opportunities are explored and followed up. Follow up specific marketing campaigns in a timely manner
  • Identify past prospects for follow up calls and meetings. Re-establish contact to sustain interest in BCS products/services

Insight provision:

  • Develop market sector knowledge and keep current on industry issues and initiatives that can be drawn on to engage and position BCS products and services
  • Ability to utilise insight to challenge client thinking


  • Log all calls/meetings/contacts and email activity into the CRM system
  • Actively manage the client database to ensure information is accurate and kept up to date to enable accurate reporting, forecasting and targeted marketing activity to build on and generate new business
  • Production of account plans, order intake and delivery revenue forecasts
  • Production of high quality, client facing documentation in line with job description

Flexibility is required of all job holders to adjust responsibilities or territories as required from time to time by their line manager/divisional director.

Skills, qualifications and knowledge

Education and qualifications

  • 3 x A Level’s
  • 8 x GCSE’s or equivalent, including English and Maths, at grade C or above

Competencies & skills

  • Proven strategic face to face Key Account Manager experience, ideally in an L&D and/or IT industry
  • Ability to demonstrate a professional consultative approach with strong listening skills and an articulate and confident manner to influence and engage the customer
  • Effective at identifying prospective clients’ requirements and able to match these to BCS products and services
  • Able to rapidly assimilate new products, services and solutions
  • Proficient in constructing business proposals
  • Contract management and negotiation skills
  • Ability to deliver against KPIs
  • Research skills
  • Able to organise, plan and prioritise own workload in order to meet deadlines
  • Networking, influencing, negotiation and persuasion skills
  • Enthusiastic, self-motivated and determined
  • Persistent and committed to achieving and exceeding sales performance targets
  • Ability to identify areas of improvement within your department


  • Knowledge of the learning and development and IT industries

Special conditions

  • Must have full valid UK driving licence
  • Travel in the UK and Ireland, may include some overnight stays and evening dinners to support sales activities

How to apply

Please email your CV with a covering letter summarising how your experience relates to our requirements to