Desk Based Account Manager

Description:

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.