Position Overview
The Account Manager is responsible for driving revenue growth and retention within a portfolio of existing customers. This role owns commercial strategy, renewals, and expansion opportunities, partnering closely with Operations-led Customer Success to ensure customers are positioned for long-term value realization. The Account Manager serves as the primary commercial point of contact and is accountable for forecasting, deal execution, and customer revenue outcomes.
Sales Account Manager – Key Responsibilities
Strategic Relationship Ownership
- Serve as the primary commercial partner for assigned customers, building trusted, long-term relationships with executive and senior leadership.
- Develop and maintain multi-threaded relationships across finance, operations, IT, and executive stakeholders to ensure continuity and influence.
- Act as a trusted advisor, understanding customer business models, strategic priorities, and growth plans to inform commercial strategy.
- Maintain consistent customer engagement outside of active sales cycles to strengthen partnership and trust.
Revenue Growth & Retention
- Own renewal and expansion revenue across the assigned account portfolio.
- Identify growth opportunities by aligning customer business objectives with VitalEdge solutions and capabilities.
- Lead consultative conversations that connect realized and potential value to future investment decisions.
- Drive multi-year agreements that reflect long-term partnerships.
Account Planning & Value Creation
- Build and execute strategic account plans that reflect customer goals, organizational changes, and long-term roadmaps.
- Translate customer outcomes, adoption insights, and operational signals into clear commercial strategies.
- Partner with Operations-led Customer Success to ensure commercial timing aligns with customer readiness and value realization.
- Proactively surface whitespace opportunities based on customer maturity, scale, and evolving needs.
Deal Leadership & Commercial Execution
- Lead pricing strategy, contract negotiations, and commercial structuring for renewals and expansions.
- Coordinate internal stakeholders (Operations CS, Product, Services, Finance, Legal) to deliver cohesive, customer-aligned proposals.
- Guide customers through complex decision processes with clarity, confidence, and transparency.
- Ensure a high-quality buying experience that reinforces trust and partnership.
Executive Engagement & Advocacy
- Lead executive-level business reviews and commercial discussions focused on outcomes, value, and future alignment.
- Represent the customer’s business priorities internally, advocating for solutions that drive mutual success.
- Navigate difficult conversations (pricing, scope changes, timing) with professionalism and credibility rooted in trust.
- Strengthen VitalEdge’s position as a long-term strategic partner, not just a software provider.
Forecasting & Discipline
- Maintain accurate renewal and expansion forecasts based on active customer engagement and validated signals.
- Provide clear visibility into risks and opportunities through disciplined pipeline management.
- Use relationship insight to reduce surprises and last-minute deal pressure.
This role requires a balance of strong sales execution and genuine relationship building, where trust, insight, and partnership are the foundation of long-term revenue growth.
Required Skills & Education
- 3-5 years of diverse experience in the Sales, Client Success, and Support roles in the software industry
- Minimum of a bachelor’s degree or equivalent work experience
- Experience working with executive leadership
- Excellent written and oral communication skills and negotiation skills
- Active listener
- Ability to travel 10% - 20%
Nice to Have
- Background with Heavy Equipment dealership, rental & service organizations is a plus
- Experience with ERP or enterprise software is a plus