POSITION SUMMARY
Temple & Associates is a growing MSP & PS IT Organization. The Technical Account Manager (TAM) reports to the technical management team to garner new services clients and grow existing relationships with enterprise and SMB accounts. The TAM will also determine partnership opportunities, quantify their value, participate in the negotiation process, and ensure successful completion. They will take ownership of the working relationship with the business development partner to help ensure a positive relationship and explore extending the relationship to grow business.
This position is 100% remote, and some travel may be required. This is a W-2 salary position with commission potential.
STRATEGIES AND ESSENTIAL FUNCTIONS:
To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
Identify and target potential Managed IT Services (MSP) and Professional Service (PS) customers to generate new business opportunities.
- Develop and execute effective sales strategies to acquire net new customers for our Managed IT and Professional Service services.
- Lead ongoing business development by proactively seeking out and engaging with prospective customers through various sales channels, including cold calling, networking events, referrals, and targeted marketing campaigns.
- Build and maintain a robust pipeline of leads and opportunities.
Understand customer needs, challenges, and pain points.
- Conduct in-depth discussions and assessments to align our MSP/PS with the unique requirements of each customer.
- Provide a consultative sales approach to position our services as effective solutions.
Cultivate and nurture strong relationships with key decision-makers and influencers within prospective customer organizations.
- Leverage your network and industry knowledge to establish trust and credibility.
Conduct compelling and persuasive presentations and demonstrations of our MSP/PS to potential customers.
- Showcase the value proposition, features, benefits, and differentiators of our services in alignment with customer needs and business objectives.
Track and manage the sales pipeline.
- Utilize CRM tools and sales methodologies to effectively manage sales cycles and meet or exceed sales targets.
Work closely with internal teams.
- Collaborate on proposals, contracts, and pricing negotiations to win new business.
Stay updated on industry trends.
- Leverage this knowledge to position our services effectively and differentiate us from competitors.
Knowledge, Skills, and Abilities
- 5-7 years of proven success in outside sales, business development, or account management, preferably in the MSP/PS industry.
- Strong knowledge and understanding of IT infrastructure, cloud solutions, cybersecurity, and managed services.
- Excellent communication, presentation, and negotiation skills.
- Self-motivated and target-driven with a passion for sales and exceeding expectations.
- Ability to build and maintain strong customer relationships.
- Demonstrated ability to conduct research, identify customer needs, and present tailored solutions.
- Proficient in using CRM software and sales productivity tools.
- Strong problem-solving and decision-making abilities.
- Willingness to travel and attend industry and company events as required.
- Proactively maintain positive business relationships with opposite members from our partner’s organizations.
- Work in a fast-paced, flexible, and passionate sales environment under minimal supervision.
- Familiarity with RFI/RFP processes is a plus.
- Familiarity with OEM/Embedded System opportunities is a plus.
Metrics
Key metrics that measure and define success for this role.
- Ensure customer satisfaction levels 100% of the time.
- All customer assigned tasks must be entered into ConnectWise in a timely fashion (enter your time when you finish a task).
- Track utilization and WBS efforts, projects, etc. in ConnectWise Manage.
Minimum Qualifications
Education/Certification:
Minimum of Bachelor’s degree in Computer Science or related field or 5+ years practical experience in a related job function.
- 5+ years of working experience in MSP/PS Technical sales and account management.
- 5+ years of experience in the technology-related sales, computer security industry preferred.
- Detail-oriented and self-reliant.
- Existing contacts with MSP and VAR channel is a plus.
- Existing contacts with the computer security analysts is a plus but not required.
- Ability to report and forecast sales every week and month.
- Self-motivated, passionate, and customer-focused.
- Experience working in a fast-paced environment with multiple priorities and tight deadlines.
Physical Demands and Work Environment
Physical Demands:
The physical effort typically applied in this job includes (check all applicable boxes):
- Lifting
- Pulling
- Reaching
- Manipulating
- Carrying
- Pushing
- Keying/typing
The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
Work Environment:
The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
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