Technical Account Manager

We are looking for a highly analytical and execution-oriented Account Manager to drive and scale our partner ecosystem, new account acquisition, lead intelligence, intent-driven demand programs, and pipeline analytics. This role is ideal for someone who thrives in a fast-paced, AI-driven environment and wants to directly influence revenue outcomes—not just activity metrics.

VIDIZMO is a U.S.-based technology company headquartered in Tysons, Virginia, and a Microsoft Solutions Partner across Data & AI, Infrastructure, and Digital & App Innovation. Through our AI-powered Intelligence Hub, we help Fortune 500 enterprises, government agencies, and public sector organizations securely manage, analyze, and govern complex data with full control and compliance.

Our Multimodal AI Data Intelligence Platform uses Large Language Models (LLMs) and Retrieval-Augmented Generation (RAG) to enable advanced capabilities such as automated tagging, redaction, summarization, OCR, translation, subtitle generation, object detection and tracking, intelligent search, sentiment and emotion analysis, topic extraction, document classification, and facial recognition.

Role Overview

The Account Manager (AM) is responsible for pursuing new customer accounts, managing partner accounts and channel relationships, retaining and expanding existing customers, and driving revenue growth within assigned territories and portfolios. This is a full-cycle, hybrid hunter–farmer role with a strong partner/channel dimension. The AM owns the relationship from initial pursuit through long-term expansion, acting as a trusted advisor to commercial, enterprise, government, and partner stakeholders using VIDIZMO solutions. The role balances new account acquisition, partner account management, renewals, and account expansion, with a strong focus on customer value, adoption, and long-term partnerships.

AI Output Verification & Accountability (Required Competency)

The candidate must be capable of effectively using AI tools (e.g., Claude, ChatGPT, Copilot, or similar) to support work outputs such as content, analysis, documentation, or code. However, the candidate must also demonstrate strong judgment and ownership of the final deliverables. AI-generated output must never be treated as final without review. The candidate is expected to validate accuracy, completeness, logic, compliance, and alignment with business requirements, and refine AI-assisted work to meet the expected quality standards. The individual will be held accountable for the final output, regardless of whether AI tools were used during execution.

Key Responsibilities

1. New Account Pursuit & Business Development (Hunting)

• Proactively identify, pursue, and close new customer accounts within assigned territory or market segment.
• Qualify inbound leads and conduct outbound prospecting through targeted outreach, events, referrals, and campaigns.
• Lead discovery, solution positioning, stakeholder mapping, and opportunity qualification.
• Collaborate with Sales Engineering, Marketing, and Leadership to progress and close new-logo opportunities.
• Track and manage opportunities through the full sales cycle in CRM.

2. Partner & Channel Account Management

• Own and grow relationships with VIDIZMO's partner accounts, including Microsoft and other channel/alliance partners.
• Drive partner-sourced and partner-influenced pipeline, co-selling motions, and joint go-to-market initiatives.
• Enable partners on VIDIZMO's product portfolio, positioning, and compliance differentiators.
• Coordinate joint account planning, deal registration, and revenue accountability with partner stakeholders.

3. Existing Account Management & Retention

• Own and manage a portfolio of active customer accounts post-sale.
• Build strong relationships with business, technical, and executive stakeholders.
• Ensure successful adoption, ongoing engagement, and measurable customer value.
• Proactively manage renewals, identify risks, and prevent churn.
• Coordinate with Customer Success, Support, Product, and Engineering teams to resolve issues and deliver outcomes.

4. Account Expansion & Internal Prospecting (Farming)

• Identify and close upsell opportunities (additional users, licenses, storage, features, services).
• Drive cross-sell opportunities across VIDIZMO's product portfolio.
• Expand within existing customers by engaging new departments, teams, subsidiaries, or business units.
• Develop and execute account growth plans for strategic and high-potential accounts.

5. Territory & Account Planning

• Manage a mixed portfolio that includes new pursuit accounts, partner accounts, existing customers, and assigned target/growth accounts.
• Build territory and account plans aligned with customer goals and market dynamics.
• Conduct regular business reviews and executive check-ins.
• Maintain accurate CRM data, pipeline visibility, and revenue forecasts.

6. Customer Advocacy & Market Feedback

• Act as the voice of the customer internally, sharing insights on needs, gaps, and competitive trends.
• Partner with Product and Marketing teams to inform roadmap and positioning.
• Identify customer advocacy opportunities such as references, case studies, and testimonials.

7. AI Tools Usage

• Responsibility for reviewing and validating AI-generated outputs.
• Ownership of final deliverables, regardless of AI assistance.
• Ability to critically evaluate AI results and ensure they meet defined requirements.
• Accountability for accuracy, quality, and compliance.

Success Metrics (KPIs)

1. Revenue & Growth

• New Logo Revenue: New accounts closed per quarter
• Partner-Sourced / Partner-Influenced Revenue
• Net Revenue Retention (NRR): ≥ 110%
• Renewal Rate: ≥ 95%
• Expansion Revenue: Upsell and cross-sell contribution

2. Pipeline & Execution

• Qualified Pipeline Coverage: 3–4x quota
• Win Rate: Opportunities closed vs pursued
• Average Deal Cycle Time

3. Account Health

• Churn Rate: ≤ 5%
• Product Adoption & Usage Growth
• Customer Satisfaction (CSAT / NPS)

4. Operational Excellence

• Forecast Accuracy: ≥ 95%
• CRM Hygiene & Activity Compliance
• Business Reviews Completed on Time

Required Qualifications

• Excellent English communication is a must.
• Experience working with the US market.
• Bachelor's degree in Computer Science, Engineering, Data Science, Business, Marketing, or related field.
• AI engineering background or applied AI/technical skillset — hands-on understanding of LLMs, RAG, APIs, or AI-driven workflows, with the ability to speak credibly to technical and engineering stakeholders.
• 3–7 years of experience in B2B SaaS or enterprise technology sales, business development, partner/channel management, or product marketing.
• Proven experience in selling and positioning SaaS-based IT solutions/products.
• Strong communication, presentation, negotiation, and relationship-building skills.
• Demonstrated success in achieving revenue targets and managing partner or channel relationships.
• Strong analytical skills with data-driven decision-making ability.
• Proficiency in leveraging AI tools—including mandatory use of platforms like ChatGPT and Claude—to enhance efficiency and output.
• Team player with cross-functional collaboration experience and an ownership mindset.
• Legally authorized to work in the region of employment.

Preferred / Bonus Qualifications

• Experience in video, evidence management, or public safety technology sectors.
• Familiarity with CJIS compliance, Microsoft ecosystem, and public safety markets.
• Knowledge of enterprise or government procurement processes (RFP/RFI).
• Prior experience managing Microsoft co-sell or partner-sourced pipeline.

Essential Skills

The ideal candidate demonstrates strong business acumen, an AI/engineering-literate mindset, and exceptional written and verbal communication. They can translate technical objectives into impactful business solutions, work fluently across customer and partner stakeholders, and are proficient in leveraging AI tools—including mandatory use of platforms like ChatGPT and Claude—to enhance efficiency. An ownership mindset and the ability to drive outcomes with minimal task-level direction are essential.

Why Join Us?

• Own the narrative and growth of mission-critical products
• Work closely with executive leadership on strategy and execution
• Influence product direction through market insight
• Operate in high-impact markets with real-world outcomes
• Opportunity to build and scale partner-led growth as a revenue engine

Benefits: Health Insurance (OPD/IPD), Separate Maternity Cover, Leave encashment, Car Support Program, Referral Bonus, EOBI, Bi-Annual Increment, Provident Fund, Career Growth, Bonus (benefits vary based on location).