Account Executive, Existing Clients (Cloud Expansion)
Managed services Provider
£60k + uncapped commission
London, hybrid | Permanent, full time | Base + commission
The company
A London-based managed service provider (MSP) and AWS Partner, part of a larger UK IT services group. It provides 24/7 support, managed cloud and DevOps across AWS, Azure and GCP. Clients include SaaS businesses, ecommerce brands, digital agencies and enterprises. It also supports major CMS platforms (Sitecore, Adobe Experience Manager, Optimizely, Kentico, Umbraco, Magento, Drupal, WordPress).
The role
This account executive role works only with existing clients. Your objective is to grow cloud recurring revenue (ARR/MRR) across an established book of managed services customers. You'll find, scope and close upsell and cross-sell opportunities, and turn one-off projects and assessments into long-term managed services contracts. Engineering teams handle service delivery and incidents. Your job is to turn what they see into new recurring revenue.
What you'll sell into existing clients
- 24/7 support packages and higher support tiers, including more applications and environments under support
- Managed cloud and managed cloud hosting on AWS, Azure and GCP
- Cloud migrations: moving clients' remaining on-premise, data centre or legacy hosted workloads onto AWS, Azure or GCP
- Application and infrastructure modernisation: re-architecting, containerisation, serverless and cloud-native rebuilds
- Professional services: solution architecture, DevOps consulting, delivery and automation
- FinOps and cloud cost optimisation
- Assessments: AWS Well-Architected Reviews, cloud and security assessments
- Security services: penetration testing, WAF, hardening, cloud security and governance
- Azure management, monitoring and optimisation platform services
- Observability and monitoring, Cloudflare services, SaaS and custom application support
- AI and GenAI-related cloud work
What you'll do
- Build an account plan for each client, mapping white space against the full service portfolio
- Spot migration and modernisation opportunities across the client base, then sell the build and the ongoing managed service together
- Use assessments and professional services to land and expand into recurring managed services revenue
- Multi-thread accounts, reaching CTOs, heads of engineering, heads of digital, product owners, finance and procurement, plus agency partners
- Generate your own pipeline through proactive outreach into existing accounts
- Turn engineer recommendations, service reviews and incident reviews into commercial opportunities
- Scope work with engineers and solutions architects, build proposals and close with technical and commercial stakeholders
- Work closely with the Customer Success Lead and CSMs on expansion, renewals and account health
- Keep pipeline and forecast accurate in HubSpot
How you'll be measured
Growth in cloud recurring revenue, expansion revenue closed, net revenue retention (NRR) and pipeline generated.
What you'll bring
- 3+ years in cloud or IT services sales, ideally account management, account executive or expansion selling at an MSP, cloud partner (AWS or Azure), hosting provider or cloud consultancy
- A proven record of growing recurring revenue in existing accounts through upsell and cross-sell
- Experience selling cloud migration, modernisation and managed services, ideally combining one-off projects with recurring managed services, plus FinOps, security or assessments
- Comfortable scoping work with engineers and presenting value to senior technical and commercial buyers
- Working knowledge of AWS, Azure or GCP, cloud infrastructure, DevOps and how managed services are delivered
- A proactive hunter mindset: you build your own pipeline inside accounts
- Disciplined CRM use and accurate forecasting
Desirable
- AWS knowledge or certification (Cloud Practitioner or similar)
- HubSpot
- Experience working with digital agencies, SaaS or ecommerce clients
- Exposure to CMS platforms such as Sitecore, AEM, Optimizely or Umbraco