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Senior Technical Account Manager

Position Summary:

The objective of the Senior Technical Account Manager (STAM) is to develop technology solutions and strategies for mid market clients and ensure the growth of the managed services revenue stream and project revenue stream by facilitating the sale of opportunities, ensuring project services through accurate proposal development and pre-sales design.  Additionally, the STAM is responsible for managing an assigned group of clients for UTG.  The STAM will work with the inside sales team deliver world class client management and satisfaction.

Essential Position Functions & Duties:                                                           

  • Conduct Strategic Business Planning meetings with existing mid-market managed clients
  • Conduct sync calls and/or meetings with clients using Wrike PPM tools for task management
  • Qualify new sales opportunities for existing clients using BANT methodology
  • Cross-selling and up-selling services and solutions to existing clients
  • Work with inside sales team on requests for service and products from clients and provide timely responses
  • Provide annual budgeting for IT capital and operating expenses for existing clients
  • Conduct onsite or online presentations that showcase the services and products of the company to existing clients
  • Effectively communicate features and benefits of solutions and manage prospect expectations throughout the lifecycle of the account
  • Maintain in-depth product knowledge of UTG’s services catalog & pricing structure
  • Perform sales procedures through activities and opportunities in ConnectWise
  • Design and implement successful, high value technology solutions inclusive of Statements of Work (SoW), Estimate of Hours (EoH), & Bill of Materials (BoM)
  • Possess strong consulting skills including an ability to provide strategic recommendations that provide business value to clients

Knowledge, Skills and/or abilities required:

  • Business Development
    • Identifies business development and "add-on" sales opportunities as they relate to a specific project.
    • Effectively conveys our message in both written and verbal business development discussions and proposals
    • Ability to close sales opportunities within managed clients
  • Communication
    • Facilitates client meetings effectively
    • Delivers engaging, informative, well-organized presentations
    • Resolves and/or escalates issues in a timely fashion
    • Understands how to communicate difficult/sensitive information tactfully
  • Technical Understanding
    • Significant design experience around network design including LAN/WAN, messaging technologies, database technologies, security solutions, etc.
    • Advanced knowledge of disaster recovery, business continuity and risk management solutions
    • Successful experience designing and installing networks in multiple environments for multiple clients
  • Leadership
    • Exhibits strong coaching skills and potential leadership skills
    • Excellent verbal and written communication skills
    • Remains on the forefront of emerging industry practices
  • Teamwork
    • Consistently acknowledges and appreciates each team member's contributions
    • Successful at working in a team culture
  • Client Management
    • Able to explain and guide clients through technical issues
    • Sets and manages client expectations
    • Develops lasting relationships with client personnel that foster client ties
    • Communicates effectively with clients to identify needs and evaluate alternative business solutions
    • Continually seeks opportunities to increase customer satisfaction and deepen client relationships
    • Builds a knowledge base of each client's business, organization and objectives

Qualifications:

  • Education
    • BA or BS degree or equivalent combination of relevant education and experience
  • Professional Certifications:
    • ITIL Foundation preferred
    • Industry certifications preferred but not required:
      • Microsoft Certified Solutions Expert (MCSE): Server Infrastructure
      • Networking: Cisco Certified Network Associate (CCNA)
      • Virtualization: VMWare VCAP, Citrix CCP
      • Security: CISSP
  • vCIO experience preferred
  • Strong quota performance preferred
  • Strong interpersonal, written and oral communication skills, attention to detail
  • Ability to present ideas and solutions in user-friendly language  
  • Proven troubleshooting and diagnostic skills
  • Strong client service orientation 
  • Experience working in a team-oriented, collaborative environment 
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