HPEN Defence Overlay Account Manager

Overview

As Defence Overlay Account Manager, you will drive growth by managing strategic defence accounts and shaping solutions that address complex technology challenges. You’ll build senior-level relationships with customers, partners and internal teams to position infrastructure, software, cloud and services that unlock business value. You will expand footprint within existing defence accounts and collaborate with channel partners to uncover new opportunities. This role sits at the intersection of sales, strategy and technology in a hybrid UK defence context, offering high-impact, customer-focused outcomes.

Pay / Benefits

• Competitive salary
• bonus potential
• comprehensive benefits package
• health & wellbeing programs
• personal & professional development
• flexible, inclusive workplace

Responsibilities

• Develop and execute strategic account plans for defence-focused customers
• Identify, qualify and advance complex sales opportunities from engagement to close
• Build relationships with senior decision-makers and executives
• Grow revenue within existing accounts and secure new business
• Collaborate with internal specialists, technical teams and partners to create winning solutions
• Maintain a healthy sales pipeline with accurate forecasting
• Lead customer engagements, including account planning and opportunity management
• Position solutions across infrastructure, networking, software, cloud and services
• Understand customer challenges and align technology solutions to requirements
• Support territory planning and strategic growth in defence

Key requirements

• Experience in technology sales, account management or business development
• Track record of meeting revenue and growth targets
• Experience managing complex sales cycles and strategic relationships
• Background selling enterprise IT solutions (infrastructure, networking, software, cloud or services)
• Consultative selling and relationship management skills
• Ability to influence stakeholders up to C-suite
• Strong commercial acumen, negotiation and forecasting skills
• Experience working across matrix organizations and partner ecosystems
• Self-motivated, resilient and results-driven
• Desirable: experience selling into the UK Defence sector; knowledge of MOD or defence primes; familiarity with Salesforce and Clari

• consultative selling
• relationship management
• stakeholder influence
• enterprise IT solutions
• infrastructure
• networking

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