Account Manager (Remote)

Logically•Dublin, OH

1d•Remote

About The Position

Logically is seeking an Account Manager to provide post-install customer lifecycle support and advocacy for assigned customers. This role is responsible for developing strategies to retain and grow customer business and services, including generating new business from existing clients and expanding current relationships by upselling the Logically portfolio. The Account Manager will focus on continuous customer touchpoints and relationship development to ensure long-standing, growing relationships within their defined customer base. This position requires collaboration with all internal departments and reports to sales leadership.

Requirements

Associates or bachelor’s degree in a related field (e.g., Management, Information Technology, Computer Science) or commensurate experience.
5-8 years of experience in a selling, customer success, or consulting capacity for a VAR, Distributor, MSP, or related Vendor.
2+ years in cross and upselling product lines such as Microsoft O365, Cloud, Network Security, or related channel experience.
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 cybersecurity and managed IT services and their relation to SMB, mid-market, and enterprise challenges.
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 in forecasting, pipeline development, reporting, and developing key performance metrics.
Experience working cross-functionally with an account team, including Account Managers and SMEs.
Experience performing discovery calls and demos, including diagnosing prospect pains/problems.
Ability to assist prospective clients through the buying process by providing valuable insights, including 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.
Excellent verbal and written communication skills.
Business acumen; ability to translate business requirements into related solutions.
Flexibility and ability to remain calm under stress while managing multiple priorities.
Active listener with excellent oral and written communication skills.
Ability to handle difficult conversations.
Sound problem-solving technique with the ability and persistence to generate options and select the best solution.
Ability to build relationships based on trust to enable collaboration and cooperation.
Ability to communicate effectively with customers and various levels of management, both verbally and in writing.
Ability to manage multiple projects in a fast-paced environment.
Team player mentality and willingness to share knowledge.

Nice To Haves

10% - 20% travel required

Responsibilities

Achieve or exceed assigned quota with a focus on relationship building and customer service.
Cross-sell and up-sell to assigned customers, get referrals, diversify product portfolios, and collaborate with marketing and account teams.
Meet or exceed quarterly growth goals by implementing and executing a strategic territory plan.
Prospect and close new accounts, and service existing accounts to cross-sell additional products and solutions.
Conduct quarterly business reviews to ensure customer retention and revenue growth.
Deliver a predictable book of business with weekly and monthly forecasts (MRR & NRR) within Salesforce CRM.
Utilize cross-functional resources effectively, including Sales Development Reps, Account Managers, Marketing, Cybersecurity, and IT service teams.
Proactively achieve sales/revenue targets by maintaining existing customer revenue and adding new services.
Understand customer business goals and define IT and security solutions to support their requirements.
Identify expiring services, contracts, and opportunities for revenue generation, and assist with renewals/up-sells.
Develop customer relationships and understand customer initiatives, decision-makers, and business processes.
Monitor assigned account activities (e.g., trouble tickets, bill disputes, reports, collections) and ensure resolution.
Conduct bill reviews as needed to ensure customer understanding of invoicing.
Maintain a high degree of competitive and product knowledge, including evolving cybersecurity trends.
Acquire new business by targeting and securing 8 net new logos per month.