Account Manager (Remote-West Coast area preferred)

Logically•Dublin, OH

6d•Remote

About The Position

Logically is the leading provider of Managed IT Services to small and midsize organizations. We help our customers leverage the power of information technology to achieve their goals by becoming their trusted IT ally. Since 1999, we have made IT management easy and secure for hundreds of corporations, healthcare organizations, non-profits, and public sector agencies. We provide complete IT outsourcing to business leaders, and augmentation services to IT teams. We are recognized for our outstanding customer service, technical depth, and operational excellence. Our best-in-class service delivery is powered by two pillars, OpLogicTM and Care Teams. OpLogic is our unique cloud-based IT management system that allows your IT environment to self-heal, increasing uptime and reducing security risks. Dedicated Care Teams are how we deliver our deep and wide-ranging technical expertise while providing personalized service and the familiarity of a trusted ally. Job Summary: 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.

Requirements

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

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

Benefits

A culture of “absolutely doing the right thing,” that values taking care of colleagues, clients, and our community
An opportunity to work with cutting-edge technology and ambitious and talented colleagues
A fun work environment and a focus on ensuring a good
Competitive wages and benefits to ensure we attract and retain the best staff
Opportunities to grow and develop personally and professionally

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