Strategic Account Representative

Job Description

Company Description Progressive Computer Systems, founded in 1987, is an established IT services company built on integrity and exceptional customer care. The organization focuses on long-term partnerships with clients by providing certified professionals, proactive IT strategies, and reliable support. Its founders remain actively involved in daily operations and leadership, reinforcing a strong culture of collaboration and customer satisfaction. The company is committed to maintaining high technical expertise, staying at the forefront of the industry, and ensuring continual improvement and sustainable growth.

Role Description The Strategic Account Representative is a full-time, on-site sales role based in the Raleigh-Durham-Chapel Hill area focused on generating new business and expanding the company’s client base. This position is responsible for prospecting, developing, and closing new opportunities within targeted industries and markets.

The ideal candidate is a true hunter who thrives on creating opportunities. Responsibilities include targeted outbound prospecting, identifying decision-makers, conducting discovery meetings, uncovering client needs, developing solutions, and managing opportunities through the full sales cycle—from initial contact through proposal, negotiation, and close.

Success in this role will be measured by new client acquisition, qualified pipeline generation, sales activity, revenue growth, and the ability to consistently turn prospects into long-term clients. The representative will also collaborate with technical and leadership teams to develop customized solutions and ensure a smooth transition to the service team after the sale.

Essential Duties and Responsibilities

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• Research and identify prospective clients, target accounts, and key decision-makers that align with the company’s ideal customer profile
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• Conduct outbound prospecting through phone calls, email, LinkedIn, networking, and other approved outreach channels
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• Perform strategic in-person drop-bys to key target accounts to generate interest, strengthen prospect relationships, and support pipeline growth.
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• Qualify inbound and outbound leads by assessing business needs, timing, budget, decision-making authority, and fit for company services
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• Schedule discovery calls, consultations, demos, or introductory meetings for appropriate sales or leadership team members
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• Clearly communicate the company’s value proposition, service offerings, and business outcomes to prospective clients
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• Maintain consistent follow-up with prospects to nurture relationships and move qualified opportunities through the early stages of the sales process
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• Accurately document prospect interactions, lead status, next steps, and activity history in ConnectWise, CRM, or other designated business systems
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• Partner with sales, marketing, and leadership to support campaigns, refine messaging, and identify new business opportunities
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• Track and report key business development metrics, including outreach activity, conversations, meetings scheduled, qualified opportunities, and pipeline contribution
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• Prepare for prospect conversations by researching each organization’s industry, business model, common technology needs, and potential pain points
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• Attend trade shows, chamber events, local tech organization events, conferences, etc. in order to develop their centers of influence, referral partners, and new pipeline opportunities
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• Represent the company professionally in all prospect, client, vendor, and community interactions
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• Meet or exceed assigned activity, appointment-setting, and qualified-opportunity goals
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Additional Duties

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• Identify areas for improvement in prospecting, lead qualification, CRM usage, and follow-up processes
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• Continually seek opportunities to increase brand awareness, generate referrals, and strengthen relationships within target markets
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• Assist with trade shows, community events, webinars, lunch-and-learns, and other business development or marketing activities as needed
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• Provide feedback to leadership and marketing regarding prospect questions, objections, market trends, and competitive activity
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• Develop working knowledge of the company’s service catalog and how services relate to customer business strategy, compliance needs, and operational goals
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• Collaborate with account management and service teams to support warm handoffs and ensure expectations are communicated clearly
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• Document repeatable outreach processes, call notes, email templates, and prospecting procedures related to duties and responsibilities
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• Responsible for entering time and business development activities in ConnectWise or other designated systems
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• Complete assigned training related to sales process, company services, CRM practices, cybersecurity awareness, and compliance requirements
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• Review relevant IT, cybersecurity, healthcare, compliance, and business publications to remain aware of trends affecting target clients
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• Attend routine sales, marketing, pipeline, and company meetings as required
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Qualifications

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• Candidates should possess strong Account Management skills, including relationship building, retention strategies, and strategic planning for key clients.
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• Candidates should possess excellent Customer Service skills, with a focus on responsiveness, problem solving, and delivering a positive client experience.
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• Candidates should possess proven Sales and Business Development skills, including opportunity identification, pipeline management, and revenue growth within assigned accounts.
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• Candidates should possess effective Negotiation skills, with the ability to handle contracts, pricing discussions, and win-win agreements.
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• Relevant qualifications include experience in B2B technology or IT services, proficiency with CRM and productivity tools, and strong verbal and written communication skills.
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• A bachelor’s degree in Business, Marketing, Communications, or a related field, or equivalent professional experience, is preferred.
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• Demonstrated ability to work collaboratively with technical and leadership teams, manage multiple priorities, and operate with high ethical standards is beneficial.
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