Sr. Account Manager

Performive LLC•Melville, NY

1d•$0 - $75,000•Remote

About The Position

CloudFirst, a managed cloud, cybersecurity, and infrastructure services provider, is hiring a Senior Account Manager to own relationships across a portfolio of approximately 50–75 strategic accounts. The role is accountable for maintaining 100% net revenue retention (NRR) across the portfolio and generating $5,000 in net new monthly recurring revenue (MRR) each month through upselling, cross-selling, account expansion, deeper account penetration, referrals, and partner opportunities. This is a consultative, relationship-led position. The Senior Account Manager learns customers’ businesses and infrastructure, anticipates their needs, and coordinates with Solution Architecture, Service Delivery, and partner resources to address them. The position is remote, full-time, and benefits eligible, with approximately 20% travel for customer meetings, quarterly business reviews, and partner events as needed. Compensation includes a base salary of $90,000–$125,000 and on-target earnings of $150,000–$200,000 or more, combining base pay with incentive compensation tied to monthly net new MRR and NRR targets.

Requirements

At least 5 years of experience in account management, customer success, or B2B sales.
At least 3 years managing a quota-carrying portfolio of strategic or mid-market accounts, with a record of meeting or exceeding targets.
Experience in a managed services, cloud, MSP, or IT infrastructure environment.
Strong ownership of retention and growth results, including identifying problems early, driving resolution, and delivering on commitments.
Consultative selling skills and sound business judgment, including the ability to understand customer businesses and infrastructure, connect them to appropriate services, and build executive business cases.
Executive presence and strong negotiation skills with C-level and senior IT leaders on renewals, multi-year agreements, and expansions.
Organization and discipline in managing complex accounts, long sales cycles, and multiple contacts.
Working knowledge of cloud infrastructure, data protection, disaster recovery, and security.
Self-direction and ability to deliver consistent results in a remote role.
Alignment with CloudFirst values of Customer Focus, Will-Do Attitude, and Collaboration.

Nice To Haves

Bachelor’s degree; preferred but not required.
Experience co-selling with technology vendors or channel partners.
Advanced Salesforce experience managing accounts, pipeline, and forecasts.
MEDDPICC experience.
Experience using AI tools for account research, meeting preparation, and pipeline analysis, and discussing AI adoption and its infrastructure requirements with customers.
Familiarity with IBM Power (IBM i, AIX) or Microsoft cloud.

Responsibilities

Serve as the primary relationship owner and escalation point for each account in the portfolio.
Maintain a written account plan covering business objectives, current services, decision makers, renewal dates, risks, and growth opportunities, and review it at least quarterly.
Build relationships at every level of each account, including executive sponsors such as CIOs and CFOs.
Lead quarterly business reviews covering service performance, account health, and upcoming needs in relation to customers’ business goals.
Manage renewals well ahead of expiration, from terms through signature, and use renewals to review service fit and introduce additional services.
Maintain 100% NRR by monitoring service usage, satisfaction, support ticket trends, and executive engagement, and acting early on risks.
Lead recovery plans for at-risk accounts with Service Delivery, Support, Solution Architecture, and Finance, and follow through on customer commitments.
Deliver $5,000 in net new MRR each month, separate from the NRR target, through upsell, cross-sell, and expansion of existing services.
Increase account penetration by identifying unsupported divisions, sites, subsidiaries, and workloads, and building relationships with their owners.
Introduce customers to relevant CloudFirst offerings, including IBM Power (IBM i and AIX), x86 and open virtualization, private and hybrid cloud, Microsoft cloud, data protection and disaster recovery, and managed security services.
Partner with Solution Architects to scope and quote new services, and own the commercial process through signature.
Generate referrals from satisfied customers and work with Marketing on customer references and case studies.
Co-sell with technology and channel partners where applicable, coordinating with Channel and Partner teams on joint and partner-sourced opportunities.
Identify repeatable expansion opportunities and common gaps across customer environments; share these, customer feedback, and competitive intelligence with Account Management, Sales, and Marketing leadership.
Maintain an accurate pipeline and reliable monthly and quarterly forecasts in Salesforce.