Commercial Account Manager
Herndon, VA (On-site)
$60k - $80k Base Salary + Commission ($48k OTE)
As a Commercial Account Manager, you will be responsible for building and maintaining strong relationships with clients, understanding their needs, and driving revenue growth through upselling, cross-selling, and contract agreements. You will serve as the primary point of contact for assigned accounts, collaborating with internal teams to deliver value-added solutions and ensure client satisfaction.
Compensation for this role is a combination of a base salary with commission based upon successful expansion of our existing customer base.
Key Responsibilities:
Client Relationship Management:
Cultivate strong relationships with clients by understanding their business objectives, challenges, and needs related to data backup and recovery. Act as the primary point of contact and build trust through effective communication and responsiveness.
Account Expansion: Identify opportunities for upselling additional services or features to existing clients based on their evolving needs and usage patterns. Collaborate with internal teams such as sales, product, and support to deliver value-added solutions.
Contract Management: Proactively manage the contractual process for existing clients by understanding contract terms, expiration dates, and renewal triggers. Develop contract strategies to ensure high customer retention and minimize churn.
Revenue Growth: Drive revenue growth by meeting or exceeding sales targets for upsells, cross-sells, and renewals. Develop and execute sales plans and strategies to maximize revenue opportunities within assigned accounts.
Product Knowledge: Maintain a deep understanding of the company's products, services, and industry trends. Be able to articulate the value proposition and benefits of the company's offerings to clients and prospects.
Needs Analysis: Conduct thorough needs analysis and assessment of clients' data backup requirements. Recommend appropriate solutions and configurations to address clients' specific needs and pain points.
Customer Advocacy: Serve as a customer advocate within the company, representing clients' interests and providing feedback to internal teams on product enhancements, service improvements, and market trends.
Contract Negotiation: Collaborate with clients to negotiate contract terms, pricing, and service-level agreements (SLAs) that meet both parties' needs while maximizing revenue and profitability for the company.
Pipeline Management: Maintain accurate and up-to-date sales pipelines and forecasts using CRM tools. Track progress against sales targets and take proactive measures to address any gaps or obstacles.
Continuous Improvement: Stay informed about industry developments, competitor offerings, and best practices in account management. Continuously seek opportunities for professional growth and skill development to enhance effectiveness in the role.
Qualifications for Client Services Account Executive:
- 2+ years prior experience with a proven track record of success in Account Management, Sales, or Business Development roles.
- Strong interpersonal skills and ability to build rapport with clients at all levels.
- Demonstrate analytical and problem-solving skills.
- Strong organizational and time management skills.
- Strategic thinker with a results-driven mindset.
- Knowledge of the corporate information technology (IT) space, any experience working with data backup, or IT Managed Services Providers (MSP) is a plus.
- Knowledge of customer service programs and CRM management programs, experience with HubSpot is a plus.
- Strong administrative technical skills with standard MS Office components including Word, Excel, and PowerPoint.
