Digital Services Account Specialist

Location: Hybrid / Dublin, Ireland
job type: Permanent / Full-time
Sector and subsector: Commercial & Marketing Sales
Salary: Negotiable salary

Overview

Viatel Technology Group is a complete Digital Services provider. We provide fully managed security, networking, cloud and communications services to servicing a wide range of clients across a variety of business sectors. Our Culture ensures a work environment where everyone can contribute equally and reach their full potential.

Our Values

Customers Love our Service

Excellence is our Mantra

Trust is our Force Multiplier

We Care Deeply

The Role Reporting to: Digital Services Sales Director

The Account Specialist will retain and grow an assigned portfolio of smaller business accounts, protecting existing revenue and developing new business within those customer relationships. This is a commercially accountable sales role focused on proactive customer engagement, timely renewals, cross-selling and increasing recurring revenue and margin. The emphasis is on understanding customers' needs and earning a greater share of their business, rather than high-volume hunting for new small accounts. Selective new customer opportunities arising through referrals, inbound enquiries and targeted campaigns will complement this core focus. Customer relationships will be developed primarily through telephone, online meetings and targeted digital engagement, complemented by face-to-face meetings where appropriate. Working with sales, technical and delivery colleagues, the Account Specialist will take ownership of day-to-day opportunities and build the skills and experience to progress in technology sales.

The role carries individual sales targets and follows the same salary and commission structure as the wider sales team, rewarding new business wins and growth within existing accounts.

Key Responsibilities

Convert qualified referrals, inbound enquiries and targeted campaign leads into new customer wins where appropriate, complementing the primary focus on retaining and growing the existing portfolio.

Own the retain-and-grow plan for an assigned portfolio of smaller business accounts, maintaining regular contact, identifying retention risks early and winning additional business through cross-selling, service upgrades and new projects.

• Lead customer discovery calls and online sales meetings, prepare quotations and agree commercial terms within approved pricing and approval guidelines, drawing on specialist support where needed.
• Manage day-to-day sales opportunities from qualification through proposal, follow-up and closing, coordinating technical input and ensuring a clear handover to delivery and support teams.
• Build strong relationships with customer contacts and Viatel colleagues, coordinating updates and follow-ups to provide a responsive, consistent customer experience throughout each engagement.
• Understand customers' business priorities and service requirements, maintaining practical account plans and involving technical specialists for more complex needs.
• Work with marketing on targeted customer campaigns and client case studies to strengthen engagement and generate additional business within the portfolio, alongside selective new customer opportunities.
• Ensure clear communication and expectation management throughout each engagement
• Liaise with support and project delivery teams to constantly look for upsell opportunities
• Manage Support Contract Renewal and uplifts
• Handle routine commercial queries within agreed authority levels, escalating complex pricing, contractual or service matters to the appropriate sales or delivery lead.
• Manage and report weekly on renewals, retention risks and account growth opportunities, with clear next steps and accurate revenue forecasts, tracking selective new customer opportunities alongside the core portfolio.
• Consistent use of company CRM to record client and opportunity details and sales stages, relevant documentation etc.

Qualifications and Experience

• Some experience in sales, inside sales, account management or a commercially focused customer-facing role, ideally within IT or communications.
• A proactive approach to retaining customers, developing relationships and identifying additional sales opportunities, with the ability to follow up qualified new customer leads and an interest in building a career in technology sales.
• Evidence of working towards sales or customer growth targets, identifying opportunities and following through to achieve results.
• Strong analytical and quantitative skills with an attention to detail.
• Ability to use hard data and metrics to back up assumptions, recommendations, and drive actions.
• Strength in collaborative problem solving and issue-resolution.
• Good commercial awareness, confidence discussing customer needs and pricing, and a willingness to develop negotiation skills.
• Clear, professional communication skills and confidence building customer relationships by telephone, email and online meetings.
• An understanding of the sales process, strong organisation and follow-up skills, and a willingness to learn Viatel's services and solutions.
• Experience in the use of CRM and pipeline management
• Health Insurance Contribution
• Pension(company matched up to 5%)
• Income Protection
• Death in Service
• Maternity/Paternity Benefit
• Discounted Broadband
• Cycle to Work