Account Manager

Our Purpose & Values:

To Glorify God and Share His Blessings

• Integrity
• Extraordinary Customer Experience
• Teamwork
• Driven to Excellence

Job Summary:

The Account Manager – Indianapolis Market Growth role is responsible for building a significant and sustainable revenue stream within the Indianapolis metropolitan market. This is a hunter-first growth position intended for an experienced, highly self-directed sales professional with established market relationships, demonstrated new-logo success, and the ability to independently create and execute a territory-growth strategy.

The Account Manager is responsible for:

• Driving new logo acquisition and building qualified pipeline through proactive prospecting, networking, and in-market customer engagement
• Developing and expanding customer relationships with a focus on Managed Services, recurring revenue, Professional Services, and multi-vendor technology solutions
• Owning and growing an assigned book of business while maximizing revenue and gross margin performance
• Develop executive-level relationships across the Indianapolis business and technology community and translate those relationships into qualified opportunities.
• Engaging business and technology leaders to understand organizational priorities and align technology solutions to measurable business and financial outcomes
• Operate with a high degree of autonomy, urgency, accountability, and ownership, requiring limited day-to-day direction.
• Orchestrating internal NSI resources, broader Pinnacle Technology Solutions capabilities, OEMs, and distribution partners to develop comprehensive customer solutions
• Continuously developing product, solution, Managed Services, and industry expertise
• Maintaining accurate sales pipeline, forecasting, activity, and customer information within the CRM system

Key Measurables (KPIs):

This role is accountable for achieving and maintaining the following measurable results:

• New customer meetings and prospect engagement
• Qualified sales pipeline growth and health
• New logo acquisition
• Managed Services and recurring revenue growth
• Total revenue generated
• Total gross margin dollars generated
• New Logo Gross Margin Performance
• Achievement of Gross Margin Quota
• Expansion and cross-sell within existing customer accounts

First-year expectations will include defined targets around customer meetings, qualified pipeline, new logos, Managed Services/recurring revenue, revenue, and gross profit.

Position Description

Essential Job Functions & Expected Outcomes:

Revenue Growth, Account Development, and Partner Engagement: 100% of the Job

• Operates with a hunter-first mentality, proactively generating new logos and building qualified pipeline through prospecting, networking, referrals, and in-market activity.
• Maintains an active daily presence in the Indianapolis metropolitan market, meeting with customers and prospects, developing relationships, and creating new business opportunities.
• Builds and expands customer relationships with a strong focus on Managed Services and recurring revenue, while identifying opportunities across Professional Services and the broader technology portfolio.
• Leads business-focused discovery with customer executives and decision-makers to understand business, operational, and financial priorities and align the right technology and services solutions.
• Maintains a multi-vendor approach, leveraging NSI engineering, broader PTS capabilities, OEMs, and distribution partners to develop comprehensive solutions based on customer needs.
• Looks beyond the initial opportunity to identify cross-sell and account expansion opportunities across Managed Services, Professional Services, and additional technology solutions.
• Develops strong customer and partner relationships, supports pricing and negotiations, and coordinates internal and external resources to move opportunities through the sales cycle.
• Maintains accurate customer, pipeline, forecast, and opportunity information in ConnectWise and is accountable for achieving established pipeline, revenue, gross margin, recurring revenue, and new-logo goals.
• Represents NSI throughout the Indianapolis market at customer meetings, partner activities, networking events, conferences, and other business-development opportunities.

The job criteria may include other duties, responsibilities, and activities, which may change or be assigned at any time with or without notice.

Position Requirements:

Location: Must reside within the Indianapolis metropolitan area and maintain an active presence in the local market, engaging with customers, prospects, partners, and other business relationships on a daily basis.

Education: Bachelor’s degree in a related field (business, technology, or communications) preferred; or equivalent combination of education and proven success in technology or sales accepted

Experience:

• 8+ years of successful technology solutions, Managed Services, or outside sales experience preferred.
• Demonstrated success generating new logos and building qualified pipeline through proactive business development.
• Proven experience selling Managed Services, recurring-revenue solutions, and multi-year services agreements preferred.
• Experience within an MSP, VAR, solution provider, or similar technology organization preferred.
• Established customer and professional relationships within the Indianapolis metropolitan market strongly preferred.
• Experience selling across multiple technology areas and OEMs preferred.

Functional Skills:

• Strong prospecting, relationship-development, negotiation, and closing skills.
• Ability to engage executive-level customers, conduct effective discovery, and connect technology investments to business outcomes.
• Strong business acumen and ability to identify expansion and cross-sell opportunities.
• Ability to coordinate internal technical resources, PTS capabilities, OEMs, and distribution partners to build comprehensive solutions.
• Ability to plan, prioritize, and execute sales activities to achieve pipeline, revenue, gross margin, and territory-growth goals.
• Strong communication, presentation, and interpersonal skills.

Technology Aptitude/Skills:

• Excellent Office 365 skills
• Technical aptitude to quickly learn, understand, and communicate features/benefits of Cisco and Cisco Meraki solutions and managed IT services
• Ability to use ConnectWise (or similar CRM) to manage pipeline and maintain accurate customer records

Language Skills:

• Ability to read, analyze, and interpret work-related documents, policies, and reports
• Strong verbal and written communication skills to convey information clearly and professionally
• Ability to actively listen, ask clarifying questions, and respond appropriately
• Skill in adapting communication style to different audiences (e.g., peers, leadership, customers, vendors)
• Ability to prepare clear, concise, and accurate documentation and reports
• Effective interpersonal skills to build positive working relationships across teams
• Ability to present information persuasively in customer meetings and negotiations

Leadership/Behaviors:

• Demonstrates accountability and ownership for achieving sales and business results
• Collaborates across functions (engineering, operations, partners) to deliver customer success
• Exercises sound judgment, asking insightful questions and providing clear guidance to clients and colleagues
• Maintains strong internal and external customer focus with a compliance-oriented mindset
• Leads with integrity, transparency, and alignment to company values
• Adapts to change and guides customers through evolving technology solutions
• Culture Match Behaviors: Honest, “Does the Right Thing”, collaborative, respectful, interacts professionally with others both inside and outside of the organization.

Equipment Used:

This role routinely uses standard office equipment and technology, including computers, phones, mobile devices, photocopiers, filing systems/cabinets, and related office tools. Specialized equipment may be required depending on the position.

Physical Requirements:

• The physical requirements described here are representative of those that must be met by an employee to successfully perform the essential functions of the job. Reasonable accommodation may be made to enable individuals with disabilities to perform these functions.Ability to remain in a stationary position for extended periods of time.
• Frequent use of hands and fingers to operate a computer keyboard, mouse, and other standard office equipment.
• Ability to communicate effectively in person, over the phone, and via computer.
• Ability to read, analyze, and interpret information on an ongoing basis.
• Occasional movement within the office and ability to position self (e.g., bending, reaching, kneeling) as needed
• Ability to travel to customer sites, conferences, and events as required (may include local, regional, or overnight travel).
• Ability to remain in a standing or walking position for extended periods during client meetings, presentations, or events.
• Ability to lift or move up to 15 pounds occasionally.

Environmental Conditions & Travel:

• Work is typically performed in a standard office environment with moderate noise levels; remote work may also be an option depending on the role.
• Occasional exposure to outdoor conditions or inclement weather may occur when traveling.
• Travel Requirements: Frequent local travel; up to 25% regional/overnight travel This is a market-based role requiring regular in-person customer, prospect, partner, and networking activity throughout the Indianapolis metropolitan area Local travel is expected on a frequent basis, with occasional regional or overnight travel for customer meetings, partner activities, conferences, and company events