Account Manager - It Services & Software

Account Manager - IT Services & Software

About Us

We're a growing IT services and software development company with offices in Scottsdale and Payson, Arizona. We provide comprehensive managed services, cybersecurity solutions, and custom software development to businesses throughout the Phoenix metro area and Rim Country region. Our team of 18 includes network engineers, software developers, cybersecurity specialists, and support technicians who take pride in being trusted technology advisors to our clients.

Work Location & Flexibility

We have offices in both Scottsdale (primary client-facing location) and Payson (operations center) and serve clients throughout both markets.

As Account Manager, your territory includes:

· Phoenix/Scottsdale Metro area - Primary market and growth focus majority of activity)

· Payson/Rim Country area - Existing client base requiring periodic attention

Your typical work structure:

· Client meetings: Primarily throughout Phoenix/Scottsdale metro area (4-5 days/week)

· Office base: Scottsdale office with occasional visits to Payson

· Payson visits: Typically 1-2 times per month for client QBRs and team meetings (day trips, ~90-minute drive)

· Hybrid flexibility: Mix of client visits, office time, and remote work

Ideal candidate lives in Phoenix/Scottsdale area and is comfortable with occasional day trips to Payson.

We value results over rigid schedules - as long as you're meeting with clients, closing deals, and maintaining relationships across both markets, we're flexible on day-to-day work location.

The Opportunity

We're hiring an Account Manager to own client relationships and close new business opportunities. This is NOT a prospecting role - our outsourced sales development team generates qualified meetings for you. Your job is to close those deals and ensure clients are successful and growing.

What makes this role unique:

· No cold calling or prospecting - pre-qualified meetings delivered to you (10-15/month)

· Own the full client journey - close the deal AND manage the relationship

· Strong earning potential - base salary + commission on new business and account growth

· Relationship-focused - build deep, trusted advisor partnerships

· Predictable pipeline - consistent flow of qualified opportunities

Your Responsibilities

Closing New Business (40% of your time)

· Meet with 10-15 pre-qualified prospects monthly (scheduled by our SDR partner)

· Conduct discovery calls to understand business needs and IT challenges

· Present tailored solutions and create proposals

· Navigate complex sales cycles with multiple stakeholders

· Negotiate terms and close deals

· Target: 4-6 new clients per quarter

Account Management & Growth (50% of your time)

· Own relationships with 25-40 existing clients

· Conduct quarterly business reviews to align on goals and priorities

· Proactively identify expansion opportunities (additional services, users, locations)

· Serve as primary escalation point for client concerns

· Coordinate with technical team on service delivery

· Ensure exceptional client satisfaction and retention

· Target: Grow existing accounts by 10%+ annually

Referral Generation (10% of your time)

· Cultivate referrals from satisfied clients

· Request testimonials and case study participation

· Build strategic referral partnerships

· Target: 8-10 qualified referrals annually

Your First 90 Days: Phased for Success

We're strategically launching our outsourced SDR partnership in Q1 or Q2, which creates an ideal onboarding timeline:

Month 1 (Weeks 1-4): Foundation Building

· Meet all existing clients and establish trusted relationships

· Deep immersion in our service offerings (shadow technical team)

· Close 1-2 deals from warm leads and referral pipeline

· Learn our tools, processes, and proposal approach

· Help shape SDR messaging and qualification criteria

Month 2 (Weeks 5-8): Pipeline Ramp

· SDR partnership launches - initial flow of 5-8 qualified meetings

· Conduct quarterly business reviews with key clients

· Identify and close 2-3 expansion opportunities

· Refine sales process based on early feedback

Month 3+ (Week 9 onward): Full Pipeline

· 10-15 qualified meetings per month flowing consistently

· Target 3-4 new clients closed monthly

· Ongoing account management and expansion

· Generate referrals from satisfied clients

Why this timing works in your favor: By the time high-volume meetings start flowing, you'll deeply understand our offerings, have established client relationships, and be positioned to maximize close rates. This beats jumping into 15 meetings/week on Day 1 with no foundation.

What Success Looks Like

First 90 Days:

· Meet all existing clients and build relationships

· Close 3-4 new opportunities (from warm leads + initial SDR pipeline)

· Complete 5-8 quarterly business reviews

· Achieve >90% client satisfaction

· Master our service offerings and value proposition

First Year:

· Close 15-18 new clients (30-40% close rate from qualified meetings)

· Retain >95% of existing clients

· Grow existing accounts by 10%+ (net revenue retention >110%)

· Generate 8-10 qualified referrals

· Add $350-500k in new annual recurring revenue

Who You Are

Required:

· 3-5+ years in B2B account management, customer success, or consultative sales

· Proven track record closing B2B technology deals ($20-100k+ annual value)

· Experience in IT services, MSP, SaaS, or technology sector

· Strong consultative selling skills (discovery, needs analysis, solution selling)

· Excellent relationship builder who becomes a trusted advisor

· Outstanding communication skills (written, verbal, presentations)

· Highly organized with ability to manage complex pipeline and multiple relationships

· Experience with CRM systems (we have a custom in-house CRM we can tailor to your workflow)

· Located in Phoenix/Scottsdale area - role is based in metro Phoenix

· Comfortable with occasional travel to Payson (1-2x monthly, ~90-minute drive) for client meetings

· Reliable transportation and valid driver's license

Preferred:

· Managed services or MSP industry experience

· Experience working with SDR/appointment setting teams

· Track record of growing existing accounts through upsells and expansions

· Technical certifications (CompTIA, Microsoft, Cisco)

· Understanding of networking, cloud, or cybersecurity concepts

· Existing relationships in Phoenix/Scottsdale business community

· Familiarity with Arizona market and business landscape

What we're NOT looking for:

· Hunters who need to prospect and cold call (we provide all meetings)

· Order-takers who can't consultatively sell

· People uncomfortable with technical conversations

· Those who see clients as transactions rather than partnerships

· High-pressure, pushy sales tactics

Compensation & Benefits

Base Salary: $78,000 - $82,000 (based on experience)

Commission Structure:

· 18% of first-year MRR from new clients you close

· 12% of expansion MRR from existing accounts (ongoing payments)

· $1,500 bonus for each client save (when actively preventing churn)

· 8% of first-year MRR from referrals that close

Total On-Target Earnings (OTE): $103,000 - $113,000 Top performers earn $120,000+

Benefits:

· Health, dental, and vision insurance

· 401(k) with company match

· According to employee handbook 7 days first year + holidays

· Mileage reimbursement for client visits

· Hybrid work arrangements (mix of office, client sites, and remote)

· Latest tools and technology

Our Culture

We're a technical team that values relationships over transactions. We solve real problems for clients and take pride in being trusted advisors. We move fast, support each other, and constantly improve.

You'll thrive here if you:

· Value quality over quantity

· Are coachable and constantly improving

· Collaborate naturally (especially with technical team members)

· Communicate proactively and honestly

· Take ownership of outcomes

· Respect technical expertise

Job Type: Full-time

Pay: $78,000.00 - $82,000.00 per year

Benefits:

• 401(k) matching
• Dental insurance
• Health insurance
• Paid time off

Work Location: In person