Client Manager - Commercial, Mid-Market - Tampa Area

DGR Systems•Tampa, FL

2d•Hybrid

About The Position

DGR Systems is hiring a quota-carrying, relationship-focused Client Manager to develop mid-market business in Florida. The role focuses on organizations typically generating $500 million to $3 billion in annual revenue, with substantial IT complexity and lean IT teams. Based in the Tampa/Central Florida area, the manager owns the full sales cycle: prospecting, shaping solutions with Solutions Consulting, closing business, and ensuring that sold solutions are delivered as promised. The role includes managing existing clients and opening new accounts, with success depending in large part on the relationships the manager can bring to the position. Earning potential through commission is uncapped. The manager builds durable client relationships and multi-year roadmaps, serving as a trusted advisor to IT leaders and the executives they report to. The role involves account planning, prospecting, qualifying and managing opportunities, presenting and negotiating proposals, coordinating quotes and orders, following through on delivery, and tracking subscriptions and licensing renewals. The manager also maintains accurate CRM records and works closely with Inside Sales, Order Management, Solutions Consulting, Project Management, and technical teams. The position is hybrid and field-based in the Tampa Bay area, with travel to meet clients and partners in person. DGR Systems offers a competitive base salary, uncapped commission, and a company benefits package that includes health and welfare benefits, paid time off, retirement savings support, and other company-sponsored programs.

Requirements

At least 5 years of professional IT outside sales experience in a quota-carrying role.
Experience selling IT solutions to commercial organizations of comparable size.
A record of growing accounts over multiple years.
Knowledge of OEM direct and distribution sources of supply and the associated quote-to-order process.
A track record of opening new accounts, not solely growing inherited accounts.
Ability to hold credible conversations with IT directors and CFOs, CIOs, or CTOs.
Working fluency with CRM tools.
Ability to travel to meet clients and partners in person.

Nice To Haves

Experience selling cybersecurity and professional services solutions.
Experience with Microsoft licensing, including the Cloud Solution Provider (CSP) program.
Experience selling multi-year services or subscription agreements alongside hardware and software.
An existing network of IT and business leaders in the Tampa Bay area or across Florida.
Experience at a VAR, MSP, or solutions provider.
Experience selling into industries with compliance requirements, such as healthcare or financial services.

Responsibilities

Maintain and grow a portfolio of mid-market clients using account plans based on client priorities, refresh cycles, and renewal dates.
Build trusted-advisor relationships with IT leaders and the executives they report to, identifying needs before they become projects.
Respond accurately to client requirements within committed service levels.
Follow orders through delivery and support client follow-up.
Prospect and open new accounts among Florida organizations with $500 million to $3 billion in annual revenue.
Execute campaigns to engage prospective clients and communicate the value of DGR Systems’ solutions.
Respond to, qualify, and work incoming leads.
Research current and prospective clients, including their businesses, IT environments, and decision-makers.
Qualify opportunities based on budget, decision-maker, timeline, and underlying business problem.
Develop proposals centered on business outcomes and present them to technical and executive audiences.
Negotiate pricing and terms that support client relationships and DGR Systems’ margins.
Manage the full sales lifecycle, from quotes and order management through closing and client follow-up.
Maintain working knowledge of OEM solutions, deal registration programs, and pricing strategies.
Register opportunities early and use incentives and special pricing where appropriate.
Engage Solutions Consulting teams to shape security, infrastructure, and Microsoft solutions.
Track subscription and licensing renewals.
Keep CRM opportunities and next steps current and actionable.
Work with Inside Sales, Order Management, Solutions Consulting, Project Management, and technical teams to deliver on commitments.
Travel to meet clients and partners in person.