Strategic Account Manager (IT & MSP)

Virtual Technologies Group•Fort Meade, MD

3d•$90,000 - $120,000•Remote

About The Position

This is a single-purpose, sales-led role focused on retaining and expanding Virtual Technologies Group’s (VTG) most strategic accounts. The role involves owning a small portfolio of the largest clients, hunting for growth within these accounts by expanding wallet share, converting spend into recurring services, and introducing new service lines. It is a hunter's mindset directed at the existing client base, with no cold territory, net-new logo quota, or market-opening responsibilities. The Strategic Account Manager acts as the lead executive for each account, comfortable engaging with C-suite executives and coordinating with front-line delivery teams. A dedicated Design Desk handles routine quotes and day-to-day execution, allowing the Account Manager to focus on executive relationships, account growth strategy, and internal orchestration for each client. The initial 90 days involve completing relationship transfer maps, holding executive introductions, establishing CRM baselines, drafting account plans and whitespace reviews, initiating mutual success plans, creating expansion opportunities, leading executive QBRs, building expansion pipeline, mapping renewal calendars, and ensuring CRM and forecast discipline.

Requirements

5+ years in strategic account management, key account, or customer growth roles (IT services, MSP, telecom, SaaS, or adjacent).
Demonstrated track record of expanding wallet share and cross-selling/upselling within existing accounts, not just renewing them.
Proven ability to build and execute account strategy tied directly to growth targets: whitespace mapping, stakeholder mapping, execution cadence.
Strong executive presence — skilled at building C-suite relationships and running executive QBRs.
Experience orchestrating cross-functional resources (delivery, operations, finance, product) so service delivery supports account growth.
Fluency in CRM discipline, account planning, and forecasting.
Ability to translate technical and delivery outcomes into business value for non-technical executive audiences.

Nice To Haves

Experience growing recurring-revenue relationships and using service-delivery KPIs (SLA, CSAT, ticket health) as a growth lever.
Familiarity with managed services, network, security, structured cabling, endpoint lifecycle, and field services offerings.
Experience in verticals VTG serves, such as K–12 education (including E-Rate familiarity) — a plus, not a requirement.

Responsibilities

Retention and expansion outcomes for a named portfolio of VTG’s top strategic accounts.
Account growth strategy, including stakeholder mapping, whitespace and wallet-share analysis, and quarterly execution priorities for every account.
Wallet-share expansion by positioning VTG’s full portfolio against each account’s evolving needs and introducing service lines not yet active.
Recurring revenue growth by shifting accounts toward higher-margin, higher-retention managed services engagements.
Managing the renewal motion end-to-end, identifying risk early and protecting against unplanned churn.
Executive engagement, including building deep, multi-threaded C-suite relationships, conducting executive QBRs, and demonstrating value realization tied to outcomes and dollars.
Cross-functional orchestration across Service Delivery, Operations, Product, Finance, and Support to ensure delivery excellence protects and grows each relationship.
Maintaining CRM and forecast discipline, including accurate account plans, forecasting, and pipeline for renewals and expansion.