Strategic Account Manager

The Strategic Account Manager (SAM) is responsible for managing a defined list of existing accounts within a technology hardware environment. This role focuses on revenue retention incremental growth and expansion of customer usage across our hardware portfolio. SAMs are expected to maintain strong relationships identify cross-sell and up-sell opportunities and support customers across ongoing hardware deployments.

When customers identify needs requiring new solution designs or new hardware architectures the SAM may escalate to the Growth Team for discovery and development. A critical part of this function is the ongoing mastery of our hardware portfolio industry trends and emerging technologies supported by both structured training and self-directed learning.

ESSENTIAL DUTIES AND RESPONSIBILITIES:

Account Management & Relationship Development

• Own and manage a portfolio of tech hardware accounts totaling $4$7M annually.
• Develop long-term customer relationships via phone video and email outreach.
• Conduct Quarterly Business Reviews (QBRs) for key customers.
• Understand customer hardware deployments expansion cycles and long-term roadmap needs.

Revenue Growth & Opportunity Development

• Identify opportunities for cross-sell up-sell and expansion within existing hardware projects.
• Support ongoing deployments and continued rollout of validated hardware solutions.
• Recognize new design or architecture needs and involve the Growth Team accordingly.
• Ensure timely deal registration and accurate pipeline maintenance in the CRM.

CRM & Operational Discipline

• Maintain complete and accurate account company and contact information in the CRM.
• Log all activities interactions and completed tasks.
• Schedule and manage future follow-up tasks and workflows.
• Build and execute email sequences and nurturing campaigns tied to hardware lifecycle stages.
• Keep pipeline stages updated and submit weekly forecasting updates.

Product & Industry Knowledge

• Continually learn and maintain up-to-date knowledge of:
  • Our hardware portfolio SKUs and solution use cases
  • Industry trends in compute embedded systems and edge hardware
  • Competitive landscape and customer applications
• Complete all required company-provided training programs.
• Engage in ongoing self-directed learning to stay current with new technologies and product releases.

Forecasting & Reporting

• Provide accurate weekly forecasts aligned to customer demand and hardware procurement cycles.
• Maintain forecast accuracy within leadership guidelines.
• Track quarterly performance against revenue goals and KPIs.

Collaboration

• Work closely with the Growth Team on net-new hardware solutions.
• Partner cross-functionally with Operations Engineering Procurement and Finance to support customer success.

• 25 years in technology hardware sales customer success or inside account management.
• Understanding of hardware sales cycles lead times BOM considerations and deployment schedules.
• Experience managing a multi-million-dollar ($4$7M) book of business.
• Strong CRM discipline and organizational skills.
• Excellent communication and relationship-building abilities.
• Ability and desire to continuously learn evolving hardware technologies.