Senior Account Manager

Description

Senior Account Manager

Location: Little Rock, AR

Department: Business Development

Reports To: Chief Revenue Officer

FLSA Status: Exempt

Position Summary:

The Senior Account Manager retains and profitably expands an assigned portfolio of Staley Technologies’ strategic and major accounts and technology partners. This is a proactive sales role responsible for creating and closing additional business. Where the Account Manager farms an assigned portfolio, the Senior Account Manager returns to a hunter posture inside Staley’s most strategically important and complex relationships: opening new sites, buying centers, and executive relationships, leading the associated account strategy and internal coordination, and improving the effectiveness of other Account Managers. You will serve as the senior point of contact for our largest and most complex clients, often spanning multiple sites, regions, and stakeholders. As a senior individual contributor, you will build executive-level relationships, develop and execute multi-year account plans, and drive joint growth with technology partners. Telework options may be available following successful training and management approval.

Key Responsibilities:

Strategic Account Ownership:

· Own a portfolio of Staley's strategic and major accounts selected for their strategic importance, complexity,

commercial risk, and expansion potential, including national and multi-site clients. Serve as the senior

point of contact and escalation owner.

· Build and maintain executive-level relationships that are multi-threaded high, wide, and deep across client IT,

facilities, construction, procurement, and operations stakeholders.

· Fully understand each client's business goals, capital plans, challenges, and industry dynamics to position

Staley Technologies' solutions as a long-term strategic partner.

Technology Partner Management:

· Manage and grow assigned technology-partner accounts, including manufacturers, OEMs, distributors,

and integration partners, by developing relationships across their sales, account management, delivery,

and leadership teams.

· Develop joint account plans and partner-sourced opportunities that help partners win and deliver

customer programs while expanding Staley's field-services work across their end-customer accounts,

service scopes, and geographies.

· Position Staley as a field-execution partner, respecting each partner's ownership of the end-customer relationship.

Maintain knowledge of partner requirements, certifications, and commercial terms relevant to winning and

delivering assigned work.

Account Growth and Expansion:

· Develop and execute living strategic account plans for each assigned account, including customer priorities and

business issues, key players and decision authority, whitespace analysis, competitive threats, Staley’s strengths and

vulnerabilities, and growth targets. Assess Staley’s current position with each customer and define the steps to move

from vendor to strategic partner. Translate priority initiatives into near-term actions with clear owners, next steps,

and required internal support.

· Review and update account plans with the CRO and relevant functional leaders at least quarterly.

Recommend where to prioritize or limit account investment based on growth potential, profitability,

strategic fit, and delivery capability; coordinate approved resources to execute the plan.

· Hunt for new business inside assigned accounts rather than waiting for inbound requests. Proactively generate

expansion demand through discovery conversations, introductions to additional stakeholders and buying centers,

and investigation of emerging customer initiatives and buying windows such as capital plans, remodels, new builds,

and refresh cycles.

Expand Staley’s work across locations, regions, departments, programs, and service scopes, including

multi-site rollouts and standardization programs.

· Lead renewals and negotiations for master service agreements, pricing programs, and multi-year commitments

within approved commercial guidelines, protecting both revenue and margin.

· Meet or exceed retention, total revenue, expansion revenue, and gross profit dollar targets for the assigned

portfolio while maintaining pricing and margin discipline.

Consultative Selling and Executive Engagement:

· Act as a trusted advisor to client executives, offering insights and strategic recommendations based on their

unique needs, roadmaps, and industry trends.

· Lead quarterly and executive business reviews (QBRs/EBRs) that present performance, value delivered, and

forward-looking opportunities.

· Apply Staley's sales process and methodology to qualify, advance, and close expansion opportunities,

including complex, multi-stakeholder opportunities with long sales cycles.

Program and Project Coordination:

· Lead internal coordination for each strategic account, working with Operations, Project Management,

Presales, and Sales to align customer expectations, proposed solutions, and delivery commitments for

large and multi-site programs.

· Own the customer relationship and commercial response to escalated issues, coordinating with responsible

operational leaders and following through until resolution. Operations and Project Management retain ownership

of day-to-day delivery, staffing, scheduling, and execution.

Performance Tracking and Forecasting:

· Regularly analyze account and partner performance, reporting retention, expansion revenue, gross profit dollars,

new buying-group access, and progress on priority account-growth initiatives to sales leadership.

· Maintain accurate pipeline and forecast data in the CRM, including expansion opportunity sources, stakeholders,

timing, value, and next actions.

· Use data-driven insights to inform decisions, flag account risk early, and optimize account strategies for maximum impact.

Client Communication:

· Maintain a structured communication cadence with each strategic account through meetings, calls, site visits, and

business reviews to uncover changing priorities, emerging needs, and buying windows.

· Keep clients and partners updated on new products, services, and relevant industry developments to ensure

they are always informed of the latest offerings.

Feedback and Improvement:

· Actively gather feedback from clients and partners to identify areas for improvement in service delivery or

product offerings.

· Collaborate with internal teams to implement solutions that enhance client satisfaction and drive continuous

improvement.

Market and Competitive Intelligence:

· Stay informed about industry trends, technology partner roadmaps, competitive landscapes, and evolving

market conditions.

· Use this knowledge to identify potential impacts on strategic accounts and discover new opportunities for growth

and innovation.

Leadership and Mentorship:

· Improve the effectiveness of Account Managers by mentoring them, sharing account planning and deal

strategy practices, and participating in their account-plan and deal reviews.

· Contribute to the development of account management processes, playbooks, and tools across the

sales organization.

Qualifications:

· 7+ years of B2B account management or sales experience, including 3+ years managing strategic,

enterprise, or national accounts.

· Proven track record of retaining and growing a multi-million-dollar account portfolio, including personally

originating and closing expansion business across additional service scopes, locations, departments, or programs.

· Experience growing technology-partner or channel accounts through joint account planning and

partner-sourced field-services or deployment opportunities.

· Executive presence with the ability to build credibility and influence with senior client and partner stakeholders.

· Demonstrated ability to negotiate master service agreements, pricing programs, and multi-year contracts.

· Strong relationship-building and interpersonal skills with a passion for providing top-tier client service.

· Experience in consultative selling and strategic account planning for complex, multi-stakeholder opportunities.

· Experience with Miller Heiman LAMP, Sales Gravy Account Expansion Selling, or a comparable strategic account

management methodology preferred.

· Strong program coordination skills with the ability to secure alignment and lead cross-functional

internal teams without relying on direct reporting authority.

· Experience coaching or mentoring other sales professionals.

· Excellent communication and presentation skills, both written and verbal.

· Analytical mindset with the ability to track and interpret performance data, maintain accurate

forecasts, and make informed decisions.

· Proficiency with CRM platforms and account planning tools.

· Experience with technology solutions, low-voltage systems, or structured cabling infrastructure

strongly preferred.

· Ability to travel to client and partner sites as needed.

· Bachelor’s Degree preferred but not required.

Additional Information:

Safety-Sensitive Role:

This position is classified as safety-sensitive and is subject to pre-employment and ongoing drug and alcohol testing

in accordance with state and federal guidelines. Safety-sensitive roles involve responsibilities where impairment

could present a risk to the employee or others.

Equal Employment Opportunity:

Staley Technologies is committed to providing equal employment opportunities to all individuals regardless of race, color, ethnicity, national origin, religion, gender, sexual orientation, gender identity, age, disability, veteran status, or any other protected characteristic.