Strategic Account Manager, Ekco
Office located in Moorgate, London
Cloud and digital transformation provider
Be an early applicant
Cloud and digital transformation provider
201-500 employees
Be an early applicant
Office located in Moorgate, London
201-500 employees
Company mission
To enable companies to progress along the path of cloud maturity, managing transformation and driving better outcomes from our customers’ existing technology investments.
Role
Who you are
- Proven experience (5+ years) in strategic account management within an MSP, MSSP, or enterprise IT services environment
- Strong understanding of managed services, cloud, security, and enterprise IT solutions
- Exceptional relationship management and negotiation skills
- Ability to manage and influence internal stakeholders, ensuring seamless service delivery
- Experience leading strategic client conversations and business reviews
- Commercial acumen to identify and execute growth opportunities within accounts
- Strong presentation and communication skills, both written and verbal
What the job involves
- As a Strategic Account Manager at Ekco, you will be responsible for managing a portfolio of our most critical enterprise and top-tier commercial accounts
- Your primary objective is to retain and grow existing revenue by ensuring exceptional service delivery, deepening client relationships, and identifying opportunities for upsell and cross-sell
- You will act as the clients trusted advisor, ensuring they receive the full value of our Managed Services and Managed Security Services, and ensure timely delivery of all projects, while at the same time managing the internal team to deliver this
- This includes facilitating strategic conversations, leveraging our Technical Account Managers (TAMs) to build technology roadmaps, and ensuring service excellence through close coordination with Service Delivery Managers (SDMs), Pre-Sales, and internal teams
- It will be down to your key skill in managing client expectations that we ensure we keep our customers happy, and also when needed your experience to have those difficult or equally rewarding conversations internally and externally
- Serve as the primary point of contact and internal advocate for your assigned strategic accounts
- Own the client relationship, ensuring their needs are met and expectations are managed realistically
- Lead regular QBRs (Quarterly Business Reviews) and strategic discussions to align our services with their long-term business goals
- Work closely with Technical Account Managers (TAMs) to define and deliver a technology roadmap for each customer
- Drive proactive engagement to ensure customer satisfaction and long-term retention
- Ensure clients receive what they pay for monitor and validate service performance against contractual commitments
- Engage Service Delivery Managers (SDMs), Pre-Sales, and Operations teams as needed to resolve customer issues promptly
- Oversee and coordinate internal teams to guarantee timely and effective responses to customer challenges
- Manage and set client expectations on service delivery, ensuring transparency on what is achievable
- Protect and retain the existing revenue from your customer portfolio
- Identify opportunities to upsell and cross-sell additional services, ensuring maximum value extraction
- Collaborate with internal stakeholders to position new offerings and solutions that align with client needs
- Track and report on revenue trends, identifying risks and opportunities for expansion
- Position EKCO as a key partner in your clients IT and security strategies
- Use industry insights and internal expertise to advise customers on best practices, trends, and regulatory requirements
- Facilitate long-term planning discussions to align EKCO services with the customers evolving business needs
- Client Retention Rate: Maintain high levels of contract renewals
- Revenue Growth: Achieve upsell and cross-sell targets
- Service Excellence: Client satisfaction and NPS (Net Promoter Score) improvements
- Operational Efficiency: Ensure service-related issues are resolved within agreed SLAs
Salary benchmarks
Our take
While digital transformation is essential for modern businesses to remain competitive and for government agencies to deliver their services in an increasingly online world, the majority of organisations fail to manage this process alone. Ekco, a provider of specialist cloud and consultancy services, exists to help companies through the massive technological and cultural changes needed to make digital transformation work.
While numerous firms operate in this space, Ekco stands out for its security-first approach which stems from its origins as a cloud backup and disaster recovery business. It also boasts expert local knowledge, gained from years of experience and a string of canny strategic acquisitions which have seen it rapidly expand from Ireland into the UK and the Netherlands.
Having acquired Unite Technology Solutions, Ward Solutions, Kontex and Caveo Solutions in 2021 and 2022 alone, Ekco was in turn acquired by London-based Corten Capital. It is now focusing on hiring additional talent to develop its offering in its current markets. In the longer term it seems set to continue its growth through further acquisitions, with a goal of becoming Europe's leading managed cloud and cybersecurity provider.
Steph
Company Specialist at Welcome to the Jungle
Insights
25% employee growth in 12 months
Company
Funding (last 2 of 3 rounds)
Aug 2021
$23.6m
LATE VC
Feb 2020
$9.6m
LATE VC
Total funding: $42.3m
Company benefits
- Flexible, family friendly working options
- Your progression and development is encouraged
- Top partner status across various technologies, including VMware and Veeam
- Learning & development – Unlimited access to Udemy learning platform
- Time off – 25 days leave + public holidays
- X1 day Birthday leave per year
- A lot of responsibilities & opportunities to grow (also internationally)
- Company Pension Scheme
Company HQ
City of London, London, UK
Leadership
Eoin Blacklock
(CEO)Was previously Managing Director at j2 Global. Before that was Founder & CEO of KeepItSafe.
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