Account Manager
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Reporting line: David Bartoli (Sales Director)
Office location: The Ministry, London SE1
Hybrid working: 2-3 days a week
UP3 is a fast-growing ServiceNow boutique consultancy working with complex, regulated enterprise organisations across public sector, CNI, transport, defence, and legal. We’re looking for an Account Manager to own a portfolio of enterprise customers and drive YoY growth through strategic expansion, not volume selling.
This isn’t a renewals-only role. You’ll be accountable for shaping and closing expansion opportunities, helping UP3 build predictable growth while ensuring customers secure more value from ServiceNow through the right mix of delivery, managed services and adoption.
You’ll work fairly autonomously, building long-term account plans, developing strong relationships at all levels, and acting as the voice of the customer internally, bringing first-class sales discipline and deal ownership: strong documentation and process, a clear view of why deals are won/lost, and the ability to run sales cycles end-to-end (prospecting, proposals, pricing and negotiation).
Role and key responsibilities:
- This is a hands-on role in a high-expectation environment. You’ll own a portfolio of enterprise accounts (5-6 small/medium sized) and be responsible for growing them.
- Build trusted relationships with senior stakeholders and turn them into clear, long-term account plans.
- Identify expansion opportunities across managed services, projects and new use cases.
- Lead pricing, scope and contract conversations, and keep your pipeline transparent up to date.
- Bring the customer perspective into UP3 and help shape how we support and grow each account.
What you’ll be selling:
You’ll be selling high-value, consultative services
- Managed Support Services (MSS) - product support, triage and issue resolution
- Managed Development Services (MDS) - ServiceNow app development, days per year
- Professional Services (PS) - project‑based delivery
Most customers are mid-market (around 3,00000 employees) and work in regulated or mission-critical environments. You’ll also help them get more from ServiceNow through adoption/optimisation advice and AI-led automation initiatives.
Who you’ll be selling to:
- Mid-market enterprise and public‑sector orgs operating at national to global scale.
- Regulated, mission‑critical environments (defence, CNI, transport, legal, healthcare).
- Deep, long‑term customer relationships rather than transactional engagements.
You’ll work with customers who rely on ServiceNow as a core operational and transformation platform.
Deal profile, sales motion and compensation:
- Salary: Competitive salary and generous OTE (50/50), aligned to experience and overall target
- Account model: Land and expand within existing enterprise customers
- Typical deal sizes: £200k - £1m+ (with multi‑year expansion potential)
- Sales cycles: Expect 18-24 months, shorter than this is uncommon
- Stakeholders: Platform owners, IT leadership, transformation leads and procurement
- Growth expectation: c. 20-30% YoY growth across a small portfolio of accounts
Success here comes from discipline, patience and credibility, not quick wins. We build genuine relationships with customers, have honest conversations about ROI, and use that trust to spot and close the right opportunities (while delivering real value along the way).
What we’re looking for:
You don’t need to tick every box - if you recognise yourself in most of these, we’d love to hear from you:
- ServiceNow experience is a plus, but not a must-have - strong enterprise sales experience matters more.
- Strong experience in enterprise account management or strategic sales.
- Proven success growing revenue within existing customers (not just renewals).
- Experience selling managed services, consulting or complex technology solutions.
- Comfortable navigating long sales cycles and multiple senior stakeholders.
- Good commercial judgement and a track record of owning deals from start to finish.
- A clear, organised approach to pipeline and account planning.
- Enjoys autonomy, accountability and high standards.
What’s in it for you?
- A genuinely Great Place to Work - we’ve been certified since 2022. Click here to hear more about what’s it like to work at UP3 - Careers | ServiceNow elite partner | UP3
- Inclusive and supportive working environment. Click here to hear more about how UP3 supports Women in Tech - Women at UP3 | ServiceNow Careers | Elite Partner
- Vitality private healthcare, GP access, Bupa dental care and onsite gym.
- Enhanced parental leave package, pension (4% employer contribution) and life insurance.
- Comprehensive training, professional development and career progression - we invest in our people and actively promote from within.
- 25 days holiday (increasing with tenure), plus bank holidays.
- £250 home office setup allowance to get your desk, chair and kit sorted.
- Best in class tech stack, tools and training. We’re committed to providing all you need to be successful in this role
- Amazing customers and a best-in-class solution. Click here to see the type of customer success stories you’ll be supporting - UP3 ServiceNow Case Studies And Customer Success Stories