Relationship Manager – Enterprise IT & High-Performance Computing (HPC) - NY Metro

Cambridge Computer Services • New York, NY

1d • Remote

About The Position

Cambridge Computer is seeking a Relationship Manager for its Enterprise IT & High-Performance Computing (HPC) division in the NY Metro area. This role involves acting as a commercial conductor for enterprise accounts in academia, research institutions, and Fortune 500 companies. Cambridge Computer operates as a unique business model combining technology consulting with an independent technology brokerage, introducing cutting-edge technologies to market while maintaining relationships with both established and emerging vendors. As a fiduciary and 'Buyer's Agent,' the focus is on designing and delivering high-caliber infrastructure solutions across physical, virtual, and cloud environments, with access to top technical experts and pre-sales support. The role requires leading complex, multi-component infrastructure engagements, managing 6-to-12-month sales cycles with deal sizes ranging from $100,000 to several million dollars. Success depends on resilience, pipeline management, long-term relationship building, and an egoless 'Conductor' mindset, leveraging pre-sales engineering and executive resources. Meticulous operational hygiene, including CRM documentation and administrative tasks, is crucial. The company offers an uncapped, percentage-based commission model instead of traditional quotas, encouraging long-term business building. Prospecting is expected, with support provided for targeting clients and managing engagements. The role demands a 'Do Everything' mindset, acting as if one owns the business.

Requirements

• 5+ Years of Quota-Carrying Experience in outside enterprise sales selling data-center-centric hardware, software, and professional services IT solutions.
• Demonstrated Track Record of developing accounts from scratch and consistently attaining $500k to $1M+ in annual gross margin.
• Solid foundational understanding of enterprise IT concepts (data storage, backup/DR, networking, security, HPC, AI/ML) and an eager aptitude for learning new technologies.
• Bachelor's degree (STEM preferred) or equivalent experience.
• Must be currently authorized (or will soon be authorized) to work in the United States on a full-time basis.
• Exceptional written, verbal, and executive presentation skills with the ability to articulate complex financial and technical trade-offs.
• Ability to thrive in a remote, field-based environment while navigating supply chain fluctuations and multi-month deal cycles.
• Views sales as a team effort; respects internal colleagues across technical, operational, and legal functions.

Responsibilities

• Act as the commercial conductor for enterprise accounts across academia, research institutions, and Fortune 500 enterprises.
• Prospect, hunt, and cultivate net-new client relationships while expanding existing enterprise accounts ('hunting and farming').
• Conduct consultative discovery to understand deep client requirements, partnering with pre-sales engineering teams to propose tailored, multi-vendor solutions.
• Navigate complex vendor dynamics, leveraging manufacturer partner programs while firmly representing the best interest of the client.
• Maintain immaculate records in CRM, manage complex multi-line quoting workflows, coordinate RFP/RFI responses, and collaborate closely with legal, finance, support, and logistics teams.
• Deliver compelling presentations to CIOs, CTOs, research directors, and procurement leaders, translating complex technical architectures into strategic business value.

Benefits

• Competitive Compensation: Target base salary range of $85,000 – $130,000 (commensurate with experience) paired with an uncapped, commission structure.
• Comprehensive Healthcare: Medical, Dental, and Vision coverage with Medical/Dependent Care FSA options.
• Financial Growth: 401(k) retirement savings plan with employer matching.
• Time Off: Tiered Paid Time Off (PTO) system that increases with tenure, long-term disability.
• Contract Vehicle Access: Immediate access to Cambridge Computer’s vast network of federal, state, local, and higher-education procurement contracts.

What This Job Offers

• Job Type: Full-time
• Career Level: Senior
• Education Level: Associate degree