Account Manager

Role Overview

• Achieve or exceed assigned quota on a consistent and repeatable basis with a keen focus on relationship building and best-in-class customer service
• Cross and up-sell to an assigned customer module, get referrals, diversify the assigned customer’s product portfolio, and work successfully with marketing and account teams
• Accountable for meeting or exceeding quarterly growth goals by implementing and executing a strategic territory plan, targeting key markets and industries to retain and upsell new business to a defined base
• Prospect and close new accounts as well as service existing assigned accounts to cross-sell additional products and solutions
• Conduct quarterly business reviews with assigned customer module to ensure customer retention and revenue growth per account
• Deliver a predictable book of business with weekly and monthly forecast (MRR & NRR) within Salesforce CRM
• Effectively utilize cross-functional resources to achieve success; Sales Development Reps, Account Managers, Marketing, Cybersecurity and IT service teams
• Proactively achieve sales/revenue targets by maintaining existing customer revenue as well as adding new services from the company product/solution portfolio
• Understand customer business goals and define IT and security solutions that support their requirements
• Identify expiring services, contracts, and opportunities to generate additional revenue, and assist with securing renewals/up-sells, driving customer growth
• Develop customer relationships and provide a full understanding of customer initiatives, key decision-makers, and business processes to know whom to communicate how our products/services contribute to their overall goals
• Monitor assigned account activities (e.g., trouble tickets, bill disputes, reports, collections) and follow up as necessary to research, facilitate, and ensure resolution
• Conduct bill reviews as needed or requested by customers to ensure customer understanding of invoicing
• Maintains a high degree of competitive and product knowledge including evolving cybersecurity trends across the full range of products and services

Requirements

• Associates or bachelor’s degree in related field, including but not limited to, Management, Information Technology, Computer Science, or commensurate experience required
• 5-8 years working in a selling, customer success, or consulting capacity for a VAR, Distributor, MSP, or a related Vendor is required
• 2+ years in cross and up selling our product lines, including, but not limited to, Microsoft O365, Cloud, Network Security, or related channel experience required
• Demonstrated track record of cross and upselling to a defined base with proven success overachieving quota in a complex IT/Security sector
• Solid understanding of both the cybersecurity and managed IT services, and how they relate to helping solve SMB, mid-market, and enterprise frustrations
• Successful history of leading all aspects of a technology sales cycle including prospecting, uncovering, qualifying, developing, and winning net-new territories and accounts
• Exceptional skills including forecasting, pipeline development, reporting, and developing key performance metrics
• Experience working cross-functionally with an account team including both Account Managers and SME’s, providing account management and support to assigned project and service teams
• Experience in performing discovery calls and demos that include diagnosis on prospects pains/problems
• Ability to assist prospective clients through the buying process by providing valuable insights that may include on-site or video demos/executive meetings
• Proven track record of customer retention and upsells
• Ability to work in a team environment and demonstrate superior leadership, presentation, and planning ability, as well as verbal and written communication skills
• Business acumen; translating business requirements into related solutions
• Flexible and able to remain calm in times of stress while managing multiple priorities at one time
• Active listener with excellent oral and written communication skills, as well as the ability to handle difficult conversations
• Sound problem-solving technique with ability and persistence to generate options and select the best solution
• Ability to build relationships based on trust to enable collaboration and cooperation amongst team members and internal/external stakeholders
• Ability to communicate effectively with customers and various levels of management both verbally and in written form
• Ability to manage multiple projects in a fast-paced environment
• Team player mentality and willingness to share knowledge with others
• Focus on acquiring new business by targeting and securing 8 net new logos per month to drive our growth and expand our market presence.

Tech Stack

• Cloud
• Cyber Security

Benefits

• Be a part of a culture that is committed to "absolutely doing the right thing," valuing the well-being of our colleagues and clients.
• Join a team of ambitious and talented individuals, working with cutting-edge technology to drive innovation with purpose.
• Enjoy a fun and engaging work environment, where we prioritize ensuring a good work-life balance.
• We offer competitive wages and benefits, attracting and retaining the best staff for our clients.
• Take advantage of opportunities for personal and professional development, empowering you to advance your career.