Account Manager (Remote)

Account Manager

The Account Manager functions as a critical contributor to the overall company success by providing post-install customer lifecycle support and advocacy for assigned customers. This position develops an overall strategy to retain and grow the customer's business and services. The AM will grow new business from existing clients, including working closely with senior leadership to expand current relationships and upsell the Logically portfolio. Holding key responsibility in customer retention, this role should have a keen focus on continuous customer touch points and relationship development to ensure long-standing, growing relationships within the defined base. The position will be expected to work with all internal departments while reporting to sales leadership.

Job Duties & Responsibilities:

• 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
• 10% - 20% travel required

Qualifications:

• 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

Logically provides equal employment opportunities (EEO) to all employees and applicants for employment without regard to race, color, religion, sex, national origin, age, disability, genetics, gender identity, sexual orientation, and other protected classes.