Client Relationship Manager (DMV Area)

Corporate Client Manager

The Corporate Client Manager is responsible for managing and growing strategic customer relationships, driving revenue across portfolio offerings (PC, ISG, SSG), and identifying, developing, and advancing sales opportunities within assigned accounts. Candidate needs to be located within the DVM area: the District of Columbia, Maryland, and Virginia. This role acts as the primary customer interface, orchestrating internal resources and specialists to deliver end-to-end solutions.

Key Responsibilities

1) Customer Relationship Management

• Serve as the trusted advisor and primary point of contact for assigned clients
• Build executive-level relationships (e.g., CIO, IT leadership)
• Maintain long-term customer trust and ensure delivery against commitments

2) Opportunity Identification & Pipeline Growth

• Identify and qualify new business opportunities across the portfolio
• Drive opportunity creation and pipeline development aligned to business targets
• Engage customers with consultative conversations to uncover needs and triggers

3) Sales Orchestration & Deal Progression

• Own early-stage deal progression:
  • Identify the right stakeholders within the customer
  • Initiate discovery conversations
  • Move opportunities to the appropriate stage
• Hand off and collaborate with specialists (ISG, services, etc.) for technical depth
• Ensure smooth coordination across sales, technical teams, and partners.

4) Cross-Functional Collaboration

• Work closely with:
  • ISG / IDG / SSG specialists
  • Solution architects and sales engineers
• Bring in the right expertise at the right time to maximize win probability
• Operate in a "team-sell" model rather than owning the deal solo

5) Account Strategy & Planning

• Develop and execute account plans aligned to revenue and growth targets
• Track performance metrics (e.g., CPS, pipeline sufficiency, opportunity conversion)
• Prioritize high-value opportunities and strategic initiatives

6) Business Outcomes & Revenue Ownership

• Own revenue targets for assigned accounts
• Drive growth across:
  • New logos / acquisition
  • Cross-sell / upsell within existing clients

Basic Qualifications

• Bachelor's degree or equivalent professional experience
• 5-7+ years of experience in enterprise sales, strategic account management, or global account leadership within the technology industry

Preferred Qualifications

• Demonstrated success managing complex enterprise accounts using a portfolio or solutions?based selling approach
• Strong ability to lead executive?level conversations and multi?stakeholder deal strategies
• Proven track record of pipeline management, forecasting accuracy, and revenue growth
• Willingness and ability to travel domestically as required
• Experience selling infrastructure solutions (servers, storage, or data center technologies)
• Background in end?to?end solutions selling across hardware, software, and services
• Experience supporting large enterprise customers (3,000+ employees)
• MBA or advanced degree
• Familiarity with matrixed sales organizations and leading through influence
• Strong consultative mindset with the ability to connect technology solutions to business outcomes

We are an Equal Opportunity Employer and do not discriminate against any employee or applicant for employment because of race, color, sex, age, religion, sexual orientation, gender identity, national origin, status as a veteran, and basis of disability or any federal, state, or local protected class.

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