Client Relationship Manager - New Jersey and Philadelphia

About the Position

The Corporate Client Manager is responsible for managing and growing strategic customer relationships, driving revenue across portfolio offerings and identifying, developing, and advancing sales opportunities within assigned accounts. This role acts as the primary customer interface, orchestrating internal resources and specialists to deliver end-to-end solutions.

This position involves 50% travel across New Jersey and Philadelphia and is otherwise remote on EST.

Key Responsibilities

1) Customer Relationship Management

• Serve as the trusted advisor and primary point of contact for assigned clients
• Build executive-level relationships (e.g., CIO, IT leadership)
• Maintain long-term customer trust and ensure delivery against commitments

2) Opportunity Identification & Pipeline Growth

• Identify and qualify new business opportunities across the portfolio
• Drive opportunity creation and pipeline development aligned to business targets
• Engage customers with consultative conversations to uncover needs and triggers

3) Sales Orchestration & Deal Progression

• Own early-stage deal progression:
• Identify the right stakeholders within the customer
• Initiate discovery conversations
• Move opportunities to the appropriate stage
• Hand off and collaborate with specialists (ISG, services, etc.) for technical depth
• Ensure smooth coordination across sales, technical teams, and partners.

4) Cross-Functional Collaboration

• Work closely with:
• ISG, IDG, SSG specialists
• Solution architects and sales engineers
• Bring in the right expertise at the right time to maximize win probability
• Operate in a “team-sell” model rather than owning the deal solo

5) Account Strategy & Planning

• Develop and execute account plans aligned to revenue and growth targets
• Track performance metrics (e.g., CPS, pipeline sufficiency, opportunity conversion)
• Prioritize high-value opportunities and strategic initiatives

6) Business Outcomes & Revenue Ownership

• Own revenue targets for assigned accounts
• Drive growth across:
• New logos and acquisition
• Cross-sell and upsell within existing clients

Required Qualifications

• Bachelor’s degree or equivalent professional experience
• 8+ years of Experience with Enterprise technology sales
• 5+ years of Experience selling infrastructure solutions to Enterprise and Public Sector organizations

Preferred Qualifications

• 10+ years of Experience with Enterprise technology sales
• 10+ years of Experience selling enterprise infrastructure, services, and solutions
• Ability to thrive in a highly matrixed, global organization
• Strong executive presence with consultative selling approach
• Self-starter mindset with the ability to operate independently and drive outcomes
• Proven track record of consistently achieving or exceeding multi-million-dollar quotas
• Strong technical and business acumen, with the ability to position cross-selling opportunities as partnerships
• Experience selling complex solutions across large, matrixed organizations
• Demonstrated success building and maintaining C-level relationships
• Ability to influence across internal stakeholders and customer organizations
• Strong financial acumen, including forecasting, pipeline management, and deal structuring
• Excellent communication, presentation, and negotiation skills
• Highly organized with strong problem-solving capabilities and ability to operate in a fast-paced environment