Key Account Director - Enterprise / Public Sector. ServiceNow Solutions SI/MSP

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 working with complex, regulated organisations across public sector, CNI, transport, defence and legal. We’re hiring an Account Director to look after a small portfolio of enterprise customers and help those relationships grow.

For customers, you’ll be their go-to person, building relationships up to C-suite and helping them get more from ServiceNow through adoption, optimisation, automation and AI-led change. For UP3, you’ll help us stay sharp on what matters in each account and keep sales and delivery tightly aligned, so we sell the right work and deliver it brilliantly.

It’s a high-trust role with real autonomy. You’ll own the whole process (prospecting, proposals, pricing and negotiation) and set the direction for each account, without the layers of process you’d usually see in a big SI or global consultancy.

Role and Key Responsibilities

• Own the commercial relationship across a small set of key enterprise accounts (2-3) and build a clear plan to grow them over the next few years.

• Build strong relationships with senior stakeholders (up to C-suite) so you can spot, shape and close bigger, more complex opportunities.

• Lead pricing and contract conversations, partnering closely with delivery leaders so what we sell is realistic and what we deliver is excellent.

• Run commercial conversations on scope, pricing and terms, and keep your pipeline up to date so everyone’s clear on what’s landing when.

• Be the person customers come to when something needs sorting quickly.

• Bring a steady rhythm to forecasting and keep things transparent internally.

What You’ll Be Selling

You’ll be selling high value, consultative services (not licences):

• Managed Support Services (MSS) – ongoing support, triage and issue resolution

• Managed Development Services (MDS) – ServiceNow app development (days per year)

• Professional Services (PS) – project-based delivery

Customers are usually mid-market (around people) and operate in regulated or mission critical environments. Alongside our managed and project services, we also help customers get more from ServiceNow through adoption and optimisation, plus AI-led automation.

Who You’ll Be Selling To

• Mid-market enterprise and public sector organisations, often operating at national or global scale.

• Regulated, mission critical settings (defence, CNI, transport, legal, healthcare).

• Long-term relationships rather than one-off, transactional work.

You’ll work with customers who are investing heavily in ServiceNow as a core platform for operations and transformation, including AI led automation.

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

Expected deal sizes: £500k - £2m+ (with multiyear 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

You’ll do well here if you’re disciplined, patient and credible, this isn’t about quick wins. We build real relationships with customers and keep conversations honest, which is what creates the opportunities (and the impact) over time.

What We’re Looking For

You don’t need to tick every box, if you recognise yourself in most of these we’d like to talk:

• ServiceNow experience is beneficial, but not essential - transferrable enterprise sales experience matters more

• Strong experience in strategic account management and/or enterprise sales.

• Proven track record of expanding large, complex accounts.

• Background in managed services, consulting or enterprise technology environments

• Comfortable engaging at executive and board level.

• Commercially sharp, with a structured way of running deals.

• Enjoys a fast-moving environment with high standards.

Experience from large SIs is welcome if you enjoy being hands on and operating without layers of process.

Benefits

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

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