Account Manager II
About The Position
SiliconExpert, part of Arrow, is hiring an Account Manager II to manage 100–200 mid- and mass-market accounts. The role focuses on delivering a positive customer experience, strengthening customer relationships, and growing revenue through renewals, relationship development, and upselling SiliconExpert solutions, services, and new offerings. The Account Manager responds promptly to customer inquiries and issues, provides renewal and growth quotes, ensures orders are processed correctly, and works toward assigned renewal and growth targets. The position requires understanding product offerings and subscription and renewal licensing models. The Account Manager develops customer-specific sales plans, learns customers’ needs and decision-making structures, and creates opportunities for additional revenue through consultative calls and solutions selling. Responsibilities include tracking renewal status and cancellation reasons, growing profit and margins through value-added solutions, sharing market intelligence with internal teams, and conducting quarterly business reviews with at least 75% of accounts in their renewal year. This is a fully remote role for employees in California, with travel required 50% of the time and the ability to travel to an Arrow office when requested by leadership. Compensation includes a 70/30 split with commission included in the posted compensation range.
Requirements
- Typically requires a four-year degree and 2–4 years of related experience, an advanced degree without experience, or equivalent work experience.
- Microsoft Suite experience, including strong Excel experience.
- Experience with cross-selling, upselling, and renewals.
- Ability to travel 50% of the time and to an Arrow office location as requested by Arrow leadership.
Nice To Haves
- Experience with Salesforce.
- Experience selling software.
Responsibilities
- Manage 100–200 mid- and mass-market accounts to support positive customer experiences, strong relationships, and revenue growth.
- Handle renewals, relationship development, and upsells of solutions, services, and new offerings.
- Respond promptly to customer inquiries and follow up on customer-related issues.
- Proactively consult with customers, provide renewal and growth quotes, understand requirements, and ensure orders are properly processed.
- Meet or exceed assigned renewal-rate and growth targets.
- Track at-risk, non-renewal, pending, and lost renewals, including reasons for cancellation.
- Understand product offerings and subscription and renewal licensing models.
- Create selling opportunities within assigned accounts through a sales plan and process.
- Assess, clarify, and validate customer needs and understand customer decision-making hierarchies.
- Conduct calls to develop new revenue streams with existing customers, using use cases and communicating the value of products and services.
- Execute solutions selling through knowledge of the company's offerings; grow profit and maximize margins through value-added, long-term solutions.
- Collaborate with Sales, Marketing, Channel, and Technical teams to share, develop, and build global market intelligence about customers, market trends, and supply and demand.
- Conduct quarterly business review visits with at least 75% of accounts in their renewal year.
Benefits
- Medical insurance
- Dental insurance
- Vision insurance
- 401(k) with matching contributions
- Short-term and long-term disability insurance
- Health Savings Account (HSA) and Health Reimbursement Account (HRA) options
- Paid time off, including sick, holiday, and vacation time
- Tuition reimbursement
- Growth opportunities
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What This Job Offers
Job Type
Full-time
Career Level
Mid Level
